Sales Development Team Lead, America’s Region

3 weeks ago

Toronto, Canada EcoVadis Full time

**Company Description**:

- Work smart, have fun and make an impact_

**Our purpose is to guide all companies toward a sustainable world.**
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.

Learn more about our team and culture on EcoVadis careers page.

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 co-managing the Sales Development Associate (SDA) team in the America’s (AMS) sales region, alongside a second Team Lead. The Sales Development Team Lead’s primary goals will be to contribute to the pipeline development through SDA-sourced 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 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 Team Lead will have among other responsibilities the following tasks:

- Design and execute the sales development strategy for the assigned sales region,
- Collaborate with the Regional Sales Director of the assigned region in the development of a regional demand generation strategy,
- Collaborate with regional Marketing managers to develop an inbound demand generation plan,
- Contribute to the development of 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 and RevOps leadership,
- Analyze results and data to identify performance gaps and develop plans to overcome them,
- 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 adoption and optimization of tech stack use (Salesforce, Salesloft, Zoominfo, LinkedIn Sales Navigator, Demandbase and more)
- Participate in prospect calls and planned field days to direct coaching,
- Support 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 and intrinsic motivational tactics, such as spiffs, incentive packages, prizes, and public recognition,
- Unite the team, ensure associates work as a positive unit, share their best practices, and thrive in a high performance culture,
- Act as a role model for the team and in accordance with the EcoVadis core values.

**Qualifications**
- Degree in business, sustainability, marketing, procurement, or a related field,
- Proven track record of consistently meeting/exceeding your targets in an SDR/BDR role for minimum 1 year,
- Minimum 1 year experience in successfully leading a sales development or sales team,
- Experience in developing business in the assignment market (North America),
- Proficiency with sales tools (e.g. Salesforce, Salesloft, Zoominfo, LinkedIn Sales Navigator, Demandbase etc.)
- Excellent time management, prioritization, attention to detail, and organizational skills,
- Analytical mindset and leveraging of data across to identify trends and patterns,
- Strong communication skills in written and verbal,
- Fluency in English language (written/verbal).

**Additional Information**
- ** Beginning: February 2025**:

- ** Full time position (Permanent after probation)**

**In return for your expertise and energy, we offer**:

- Friendly work environment
- Opportunity to work in a truly international atmosphere
- Competitive base salary + variable/attractive compensation plan
- GRSP and TFSA matching programs availa

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