Manager, Sales Development

Sales Development Manager

The Sales Development Manager leads sales training and development initiatives.  Manages and coaches Business Development Associates (BDAs) to understand the sales process and fundamentals, activity standards, and work disciplines.  This position prepares BDAs to develop a client base and prospect specific vertical or geographic markets and ensures understanding of Park Place philosophy and vision through prepared curriculum and direct coaching. 

 

What you’ll be doing:

·       Managing:

o   Acts as a coach to Business Development Associates and first year Account Managers; serves as their first point of contact and escalation for questions, direction, and approval.

o   Implements key objectives set by Director of Global Sales Development and VP of Sales Enablement.

o   Conducts weekly learning and development reviews with team members; ensures they are focusing on the right skill application, opportunities, filling their pipeline and making conference calls / appointments.

o   Engages the appropriate resources (including themselves) at the right time, including: pre-sales, field service, pricing, staff support.

o   Provides sales support and assists individuals with understanding clients’ needs, qualifying/closing opportunities, diagnosing and resolving issues.

o   Assists in hiring and retaining high caliber sales talent, efficiently on-boards, knows existing talent (strengths and opportunities of each person), off-boards non-performers, as necessary.

o   Proactively assesses, manages, and documents employee performance to ensure individual and group excellence; provides important feedback.

·       Training:

o   Delivers weekly training sessions, staff and individual development plans.

o   Provides Skill and Knowledge Training on: Work Tools (e.g. Software, CRM, mining for Opportunities, mastering Pipeline Development and executing the full cycle sales process).

o   Provides one-on-one coaching through observation, call monitoring and feedback.

o   Attends conference calls to support call activity and provides coaching.

o   Assists with the recruitment and selection of BDA candidates.

o   Assists in the activity and mastery of sales cycle and closing strategies.

o   Provides input to design and deliver learning and development

o   Coaches and mentors Sales Team Leads to sales development standards.

o   Reviews reports, conducts meetings, represents Sales Training Department to regional leadership as directed

o   Documents and delivers individualized feedback on BDA performance and administers performance coaching/feedback/performance improvement plans, as required 

Execute training curriculum as directed by the Sr. Director, Sales Training and Enablement along with on-boarding new employees

o   Trains new hires on Park Place philosophy and processes; reinforces the employee value proposition by being a positive role model.

o   Trains Business Development Associates (BDAs) to graduate to Account Manager roles with the proper skills needed to successfully manage a territory independently.

o   Trains Park Place Technologies Business Development Associates on maintenance service sales and consultative selling skills.

·       Prepares new sales professionals to acquire new and expand existing client relationships in a consultative manner. 

·       Sponsors ongoing learning and development activities for the Sales organization. 

·       Collaborates with department heads and other subject matter experts (SMEs) on learning assessment, design, development, implementation and evaluation/continuous improvement (ADDIE).

·       Works with Human Resources to execute annual or discreet recruiting plans and facilitates mutually beneficial partnerships with candidate sources, (i.e., colleges).

·       Provide ongoing performance and general feedback to direct reports.

·       Provide daily coaching and guidance.

·       Weekly or Bi-Weekly 1-on-1 meetings with each direct report.

·       Address employee time off requests and approve timecards (if applicable) weekly.

·       All other management duties as assigned.

·       Other duties as assigned.

 

What we’re looking for:

·       5+ years sales management and leadership experience required.

·       Directly related personal sales experience with a track record of assigned employees exceeding expectations.

·       Leadership experience with a documented record of achievement.

·       Proven experience motivating self and others.

·       Ability to objectively identify and develop sales talents (both in hiring and managing sales professionals).

·       5+ years of Training and Development