Sales Development Manager

6 days ago

Mulgrave, Australia ADP Full time

**Position Title**: Sales Development Manager (SDM)

**Reporting Line**: Senior Director of Commercial Operations and Sales Development ESI

**Position Purpose**: This role will work closely with ADP's APAC Business Unit, managing and leading a team of Sales Development Representatives (SDR) whilst collaborating with Marketing, Operations and Sales teams, to help generate new business opportunities and maintain ADP's position as a global industry leader.

The SDM will own all processes of Lead Management within territory and drive the success of the team, ensuring a high level of quality and healthy pipeline of new opportunities are delivered to our partners in the field.

**Key Responsibilities**:

- Support and coach the Sales Development team, covering Enterprise and Mid-Market sectors, helping them effectively leverage all available means of researching and qualifying of accounts and contacts, while staying on top of trends within the wider market.
- Manage, coach and support the team for ongoing team performance and to produce a regular flow of qualified, sales ready opportunities into Sales pipeline.
- Lead the team's facilitation for continuous improvement and development, delivering a high level of continuous performance and engagement.
- Act as a thought-leader and drive transformations and necessary process changes, successfully aligning behaviors to business objectives.
- Partner and collaborate closely with the APAC Business Unit, Sales VPs, Sales Managers, District Managers, and other key stakeholders.
- Manage the Sales Development process ensuring it is followed correctly by the reps and other partners in the sales-cycle, so that our CRM accurately reflects efforts.
- Manage all Inbound processes for marketing generated Leads to ensure they are validated and allocated by the LDRs and other partners, so as to control the Lead flow related to your team's territory.
- Coordinate and attend regular 'one to one' meetings, team meetings, and forecasting meetings, to give/receive feedback, monitor performance/identify training needs.
- Attend company events, conferences, trainings, and other meetings as per local initiatives.
- Manage escalations or challenging situations in a timely, professional manner, aimed at delivering results and restoring the productivity and performance levels.
- Participate in recruiting and lead the on-boarding of new hires in the team.
- Own the SDR and LDR processes for your territory so you will keep workflows, and knowledge management content well documented and regularly updated.

**Experience**:

- Minimum 2-3 years' management experience in sales, marketing or sales development roles
- Target driven and experience working within prospecting on Leads and Opportunities in a CRM environment
- Strong influencing and negotiation skills
- Proficient in MS Office suite of tools
- Entrepreneurial and prepared to challenge the status quo
- Articulate with good business acumen and commercial awareness
- Ability to communicate effectively, both verbally and in writing
- Ability to build and maintain professional relationships and engage with senior leaders and C-Suite contacts
- Good understanding of digital communication tools like Social Media, Video or Phone Selling and E-mail Marketing and have been exposed to other technologies used for prospecting and research.
- Experience with pipeline growth and associate development

**Certifications / Qualifications**:
Tertiary Qualification / MBA in Sales/ Marketing or Sales Development discipline desirable but not essential

**Skills**:

- Self-motivated and Confident
- Ambitious and Target Driven
- Business acumen
- Service Delivery
- Time Management
- Critical thinker
- Act like an owner
- Sales Delivery
- Stakeholder Management
- Solution Focused

**Diversity, Equity, Inclusion & Equal Employment Opportunity at ADP**: ADP affirms that inequality is detrimental to our associates, our clients, and the communities we serve. Our goal is to impact lasting change through our actions. Together, we unite for equality and equity. ADP is committed to equal employment opportunities regardless of any protected characteristic, including race, color, genetic information, creed, national origin, religion, sex, affectional or sexual orientation, gender identity or expression, lawful alien status, ancestry, age, marital status, or protected veteran status and will not discriminate against anyone on the basis of a disability. We support an inclusive workplace where associates excel based on personal merit, qualifications, experience, ability, and job performance.

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