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 Head of Global Sales Development and will be responsible for managing the Sales Development Associate (SDA) team in the Americas sales region (i.e. The US, Canada, and LATAM). The Sales Development Manager’s primary goals will be to contribute to the Sales pipeline development through SDA-sourced opportunities creation as well as meeting corporate-set KPIs.Responsibilities The Sales Development team is responsible for supporting the sales team to build their pipeline by generating qualified meetings through outbound activities on Target Accounts, and inbound activities on Marketing Qualified Leads. The Sales Development Manager will have among other responsibilities the following tasks:<ul><li>Design and execute the sales development strategy for the assigned sales region,</li><li>Collaborate with the Regional Sales Director in the development of a regional demand generation strategy,</li><li>Collaborate with regional Marketing managers to develop an inbound demand generation plan,</li><li>Contribute to the development of a scalable sales development process and ensure associates adhere to it,</li><li>Monitor the quality of the opportunities generated by the team using the company’s pre-established criteria (MEDDPICC),</li><li>Track sales development team metrics to report to Sales and RevOps leadership,</li><li>Analyze results to identify performance gaps and develop plans to overcome them,</li><li>Prepare team budgets and approve direct reports expenditures,</li><li>Monitor and analyze competition, economic indicators, triggers, and trends in the region to inform strategy.</li></ul> People Management Responsibilities:<ul><li>Recruit, onboard, and train new sales development associates,</li><li>Set annual targets, team capacity plans, performance plans, and rigorous standards for the team,</li><li>Meet with direct reports 1:1 to review performance, challenges, and needs. Counsel and support underperforming associates[Weekly],</li><li>Deliver performance reviews for each individual rep twice per year [Semiannually],</li><li>Identify individual and group training needs, plan and implement enablement programs, and hold regular individual and group coaching sessions to align to global standards/improve performance,</li><li>Ensure adoption and optimization of tech stack use (Salesforce, Salesloft, Zoominfo, LinkedIn Sales Navigator, Wistia, Demandbase, and more)</li><li>Participate in prospect calls and planned field days to direct coaching,</li><li>Support the organization of sales team meetings/ team building events alongside Regional Sales Leadership [Weekly, Monthly, Quarterly],</li><li>Support a career path for each team member taking into account performance, skillset, and professional goals, </li><li>Motivate the sales development team with monetary and intrinsic motivational tactics, such as spiffs, incentive packages, prizes, and public recognition,</li><li>Unite the team, ensure associates work together as a positive unit, share best practices, and thrive in a high performance culture,</li><li>Act as a role model for the team in accordance with the EcoVadis core values. </li></ul>

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.

Sales Development Manager - Americas

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 Head of Global Sales Development and will be responsible for managing the Sales Development Associate (SDA) team in the Americas sales region (i.e. The US, Canada, and LATAM). The Sales Development Manager’s primary goals will be to contribute to the Sales pipeline development through SDA-sourced opportunities creation as well as meeting corporate-set KPIs.Responsibilities&nbsp;The Sales Development team is responsible for supporting the sales team to build their pipeline by generating qualified meetings through outbound activities on Target Accounts, and inbound activities on Marketing Qualified Leads. The Sales Development Manager will have among other responsibilities the following tasks:<ul><li>Design and execute the sales development strategy for the assigned sales region,</li><li>Collaborate with the Regional Sales Director in the development of a regional demand generation strategy,</li><li>Collaborate with regional Marketing managers to develop an inbound demand generation plan,</li><li>Contribute to the development of a scalable sales development process and ensure associates adhere to it,</li><li>Monitor the quality of the opportunities generated by the team using the company’s pre-established criteria (MEDDPICC),</li><li>Track sales development team metrics to report to Sales and RevOps leadership,</li><li>Analyze results to identify performance gaps and develop plans to overcome them,</li><li>Prepare team budgets and approve direct reports expenditures,</li><li>Monitor and analyze competition, economic indicators, triggers, and trends in the region to inform strategy.</li></ul>&nbsp;People Management Responsibilities:<ul><li>Recruit, onboard, and train new sales development associates,</li><li>Set annual targets, team capacity plans, performance plans, and rigorous standards for the team,</li><li>Meet with direct reports 1:1 to review performance, challenges, and needs. Counsel and support underperforming associates[Weekly],</li><li>Deliver performance reviews for each individual rep twice per year [Semiannually],</li><li>Identify individual and group training needs, plan and implement enablement programs, and hold regular individual and group coaching sessions to align to global standards/improve performance,</li><li>Ensure adoption and optimization of tech stack use (Salesforce, Salesloft, Zoominfo, LinkedIn Sales Navigator, Wistia, Demandbase, and more)</li><li>Participate in prospect calls and planned field days to direct coaching,</li><li>Support the organization of sales team meetings/ team building events alongside Regional Sales Leadership [Weekly, Monthly, Quarterly],</li><li>Support a career path for each team member taking into account performance, skillset, and professional goals,&nbsp;</li><li>Motivate the sales development team with monetary and intrinsic motivational tactics, such as spiffs, incentive packages, prizes, and public recognition,</li><li>Unite the team, ensure associates work together as a positive unit, share best practices, and thrive in a high performance culture,</li><li>Act as a role model for the team in accordance with the EcoVadis core values.&nbsp;</li></ul>

Sales Development Manager - Americas

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EcoVadis

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