SAP Sales Development Representative Manager 

Brazil, São Paulo, São Paulo 

9357637

Responsibilities:

Management of the team including but not limited to:

• Conducting regular 121’s with each team member

• Conducting regular team meetings

• Motivating, coaching and developing the team

• Conducting Quarterly SAP Talks to review progress and identify opportunities for development and learning

• Setting up team monthly/quarterly incentives

• Reviewing SDR created content and ensuring any communications are on message and compliant with internal and external regulations

• Coaching the team and enhancing their sales and questioning skills through activities such as role - playing

• Setting and regularly reviewing Goal Plans and working with team members to create development plans

• Keeping up to date and building team knowledge of all Concur and competitor solutions offerings

• Facilitate the training and on-boarding of new starters

• Facilitate ongoing education and best practice sharing

• Ensure team meet pipeline goals and key KPIs. Track performance and coach individuals through early indicators

• Act as an escalation manager in critical situations, managing difficult conversations with Sales Reps to make win-win agreements, align on Territory Planning priorities and actions required to be successful

Measurement of key KPIs:

• Reporting Daily, Weekly and Monthly KPI’s to Regional Marketing VP

• Reviewing key metrics with manager and leadership team and addressing performance issues as and when necessary

Cross functional liaison:

• Working with the Business Analysts and Profilers to further support the team with reporting tools and ensure data is correct in Salesforce

• Ensuring timely follow-up of marketing campaigns and providing a feedback loop on campaign effectiveness

• Regular communication with Sales leadership and sales team

• Attend and actively participate in all internal Concur events

• Be aware of, and comply with, all corporate policies

Success Metrics:

• Pipeline generation $ARR and units

• % closed business sourced by team

• Exceeding SLAs on campaign follow-up and team KPI’s (dials, talk time and activity levels)

• Conversion volumes and conversion rates from demand gen campaigns

• Database quality & growth

• Employee engagement & retention

Position Requirements Education, Experience and Training required:

• Previous experience in telesales

• Proven track record of successfully managing a telesales team preferably in the IT cloud sales industry

Critical Performance Competencies:

• Excellent coaching and mentoring abilities with proven track record of running successful teams

• Must have excellent listening skills

• Must be enthusiastic, high energy, a can-do mentality, ambitious and self-motivated

• Goal oriented and target driven

• Strong business phone etiquette

• Must be a team player with strong initiative, excellent PC skills and ability to quickly build extensive knowledge of Concur solution offerings and that of competitors

• Must be able to process information gathered quickly and effectively to overcome objections

• Excellent verbal communication skills

• Able to work well on own initiative and manage own workload

• Work well under pressure and able think out of the box

• Operate under supervision with frequent reviews of work

• Ability to negotiate with Sales Reps, lead a difficult conversation and reach common agreement

Value Competencies:

• Displays passion for & responsibility to the customer

• Hires, develops & rewards great people

• Displays leadership through innovation in everything you do

• Displays a passion for what you do and a drive to improve

• Displays a relentless commitment to win

• Displays personal & corporate integrity

Working hours:

• 40+ hours per week will typically be necessary to accomplish performance objectives and to provide satisfactory job presence and/or responsiveness

• Flexibility as to the specific working hours may be required or available

EEO:

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