America’s Sales Development Team Lead

2 weeks ago

Toronto, Canada EcoVadis Full time

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.

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**:
This role reports directly to the Global Sales Development Manager and will be responsible for managing the Sales Development team in the America’s region (The USA, Canada, Latin America). The Sales Development Team Lead’s primary goals will be to contribute to the pipeline growth through SDR opportunities creation as well as meeting or 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 outbound and inbound sales development strategy for the assigned regions,
- Collaborate with the Regional Sales Directors of the assigned region in the development of EcoVadis demand generation strategies,
- Monitor the quality of the opportunities handed over by the SDRs using the company’s pre-established criteria,
- Track sales team metrics and share them with company leadership,
- Analyze sales data on sales results and develop plans to address performance gaps,
- Collaborate with Marketing executives to develop lead generation plans,
- Prepare budgets and approve expenditures.
- Monitor competition, economic indicators, and industry trends for the region.

**People management responsibilities**:

- Set targets, performance plans, and rigorous objective standards for sales representatives,
- Meet with reps one-on-one weekly to review performance, progress, and targets. [Weekly]
- Deliver deep performance reviews for each individual rep once or twice per year. [Semiannually or quarterly]
- Coach individual sales representatives one-on-one through phone work and prospecting help sessions to help them improve sales performance.
- Participate in spontaneous sales call rides and planned field days,
- Counsel, support, discipline, and replace underperforming sales representatives,
- Design a career path for each team member taking into account their performance, skills and professional goals. Identify and promote top performers,
- Develop a scalable sales process and ensure representatives adhere to it correctly,
- Ensure that reps use sales technologies, such as Salesforce and Salesloft, correctly,
- Plan and implement training programs. Identify training needs and hold regular skills training sessions.
- Participate in the organization of regional meetings with the Regional Sales Directors & any other relevant BUs on a weekly, biweekly, monthly or quarterly base
- Hold team building events onsite or offsite, including team lunches/drinks and activity-days, [Quarterly]
- Recruit, select, onboard, and train new sales reps,
- Motivate and engage the sales team with monetary and non-monetary (intrinsic) motivational tactics, such as sales contests, lucrative incentive packages, prizes, and public recognition,
- Unite the team: ensure reps 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.

Given the steep growth of EcoVadis, your role and responsibilities will be permanently evolving and might encompass part, all or more of the above.

**Qualifications**:

- Proven track record of consistently meeting and exceeding your targets in an SDR/BDR role for at least 1.5 years,
- At least 1 year experience in successfully mentoring and/or leading a team effectively.
- Excellent time management and organizational skills,
- Analytical mindset and leverage data across all interactions,
- Strong analytical skills to identify trends and patterns,
- Strong communication skills in written and verbal,
- Native/fluent in English, second language in the LATAM territory a plus (Spanish/Portuguese),
- Experience in developing business in one of the assigned markets (The US/Canada).

Additional Information
- Location: Toronto
- When: ASAP
- Reports to: Global Sales Development Manager
- Full time position (permanent after probation)

**In return for your expertise and energy, we offer: -**
- Base salary + variable compensation plan
- GRSP and TFSA matching program available
- Health, Wellness, and Dental Benefits
- Life Insurance, Critical Illness, Accidental death, long-term disability insurance, and short-term disability insurance
- Home

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