Sales Development Team Lead - DACH

Company Description

Work smart, have fun and make an impact!

EcoVadis is the leading provider of business sustainability ratings. Our solutions are backed by an international team of experts and powerful technology. We analyze data and build sustainability scorecards that give companies actionable insights into their environmental, social and ethical risks.

Why apply to EcoVadis? Be a part of the global sustainability change in business. Grow your career. Work with extraordinary people. Feel valued for your contribution.

Learn more about our team and culture on EcoVadis careers page. If you have questions about the company or open roles you can chat with an insider.

Job Description

Frontline employees engage and support all companies to leverage EcoVadis solutions in order to foster continuous improvement of sustainable business practices in global supply chains.

This role reports directly to the Senior Manager Global Sales Development and will be responsible for managing the Sales Development Associate (SDA) team in the DACH sales region. The Sales Development Team Lead’s primary goals will be to contribute to the pipeline growth through SDA opportunities creation as well as meeting/exceeding corporate-set KPIs.

Responsibilities specific to the Sales Development Team Lead

The Sales Development team is responsible for helping Account Executives build their sales pipeline by generating qualified meetings through outbound activities on target accounts, and inbound activities on Marketing Qualified Leads. The Sales Development Team Lead will have among other responsibilities the following tasks:

• Implement and execute sales development strategy for the assigned sales regions,
• Collaborate with the Regional Sales Directors of the assigned region in the development of a regional demand generation strategy,
• Develop a scalable sales development process and ensure associates adhere to it,
• Monitor the quality of the opportunities sourced by the SDAs using the company’s pre-established criteria,
• Track sales development team metrics to report to sales leadership,
• Analyze data and results to develop plans to address performance gaps,
• Collaborate with Marketing executives to develop inbound demand/lead generation plans,
• Prepare team budgets and approve direct reports expenditures,
• Monitor competition, economic indicators, triggers, and industry trends for the region.

People management responsibilities:

• Recruit, onboard, and train new sales development associates,
• Set annual targets, performance plans, and rigorous standards for sales development associates,
• Meet with direct reports 1:1 to review performance, progress, and target attainment. Counsel and support underperforming sales representatives [Weekly],
• Deliver performance reviews for each individual rep once/twice per year [Semiannually or annually],
• Plan and implement enablement programs, identify individual and group training needs, and hold regular individual and group coaching sessions to improve sales performance,
• Ensure associates leverage and optimize tech stack use (Salesforce, Salesloft, Zoominfo, Sales Navigator etc..)
• Participate in prospect calls and planned field days,
• Co-design a career path for each team member taking into account performance, skills, and professional goals, 
• Participate in the organization of meetings/events with Regional Sales Leadership [Weekly, Monthly, Quarterly],
• Organize and hold team building events onsite or offsite [Monthly, Quarterly],
• Motivate the sales development team with monetary intrinsic motivational tactics, such as spiffs, incentive packages, prizes, and public recognition,
• Unite the team, ensure associates work as a positive unit and share their best practices,
• Act as a role model for the team and in accordance with the EcoVadis core values.

Qualifications

• Bachelor’s degree in business, sustainability, procurement or a related field, 
• Proven track record of consistently meeting/exceeding your targets in an SDR/BDR role for >1 year,
• >1 year experience in successfully mentoring/leading a team effectively,
• Proficiency with sales tools (e.g. Salesforce, Salesloft, Zoominfo, Sales Navigator etc…) 
• Excellent time management, prioritization, and organizational skills,
• Analytical mindset and leveraging of data across all interactions to identify trends and patterns,
• Strong communication skills in written and verbal,
• Native/fluent in German, fluency in English language