Manager, Sales Development (Hybrid)

Company Description

R24_0006355

This is a hybrid position-will report to our Chicago HQ (200 W. Jackson) 2-3 days/week.

US role; must be in US at time of application to be considered

Job Description

About this job

The primary responsibility of the Sales Development Representative (SDR), Manager is to drive qualified lead volume and sales pipeline for NielsenIQ while coaching and motivating others to meet performance benchmarks.

The person in this role will be responsible for:

1)   qualifying inbound inquiries and outbound prospecting via key channels to schedule meetings for sales representatives with sales ready decision makers

2)    monitoring and coaching direct SDR reports on best practices to drive successful performance and

3)   working closely with the SDR VP/Director to assess and optimize team processes and results.

Responsibilities

• Coach and be accountable for the daily activity and results of a team of Sales Development Representatives while meeting individual SDR performance benchmarks
• Serve as an example and mentor your team on best practice tactics as it relates to qualification, multi-channel prospecting, sales skills and utilization of technology tools
• Analyze reporting to monitor individual and team performance, identify bottlenecks and suggest new ways to optimize team performance; ensure SDRs fill the pipeline with quality leads by conducting outbound prospecting activities (phone calls, email, social media) into target markets / accounts to identify, connect and engage (schedule meetings) with decision makers to generate qualified, sales-ready leads
• Learn continuously and develop into an industry and NielsenIQ products and services expert
• Effectively pitch solutions to key decision makers at all levels of a prospect’s organization by understanding their needs and demonstrating how NielsenIQ can meet their requirements
• Create messaging and SDR enablement materials to drive effective, persona-based outreach and technology utilization that results in improved conversion rates
• Respond to and effectively qualify inbound inquiries in a timely manner to assess sales readiness and qualifications prior to connecting prospects with sales resources
• Conduct outbound prospecting activities into target markets / accounts to identify, connect and engage with decision makers to generate qualified, sales-ready leads
• Support the success of marketing-sponsored in person and virtual events; including pre-event promotion to drive attendance and post-event follow up to engage and qualify prospects for sales
• Develop, document, and methodically drive execution of daily, weekly and monthly activity cadence plans that maximize prospecting efficiency and effectiveness including account and contact-level research, pre-call planning and hyper-personalized messaging via key channels
• Meet and exceed key activity and performance metrics for calls, emails, social touches, appointments scheduled, conversion to opportunity and beyond
• Maintain accurate CRM records of all lead and prospecting activities by consistently adhering to defined lead management processes and SLAs
• Build relationships with aligned sales team members to nurture leads through opportunity and ensure lead quality is driving conversion to pipeline and revenue

A little bit about you

Professionalism, enthusiasm, and excellent communication are key characteristics to be successful in this role. The ideal candidate will be a highly energized self-starter who can thrive working autonomously, is eager to help other team members thrive in their roles and excels at building solid working relationships with team members and sales stakeholders.

Qualifications

• 4-year college degree plus at least four years of experience in a B2B sales, lead generation or tele-sales position or experience equivalent
• Prior leadership, coaching or mentoring experience required
• Strong interpersonal skills with ability to professionally interact with a diverse blend of personalities to identify and reach desired outcomes while maintaining strong relationships
• Excellent researching and problem-solving skills, including the ability to analyze, compare, evaluate, reconcile and derive actionable insights and next steps
• Experience with tools such as Microsoft Office Suite, Salesforce, Microsoft Dynamics, LinkedIn Sales Navigator, ZoomInfo, and ability to quickly learn new technologies
• Exceptional ability to actively listen to and effectively communicate with prospects and customers in a variety of mediums
• Team player that exhibits a positive attitude, composure under pressure and willingness to think out of the box to drive results
• Detail-o