Director of Sales Development (New York, New York)
Whiting Consulting is searching for a Director of Sales Development for our client located in the NYC area. The primary goal of the Director of Sales Development is to increase qualified pipeline for the sales organization. This individual will be responsible for building a team of sales development representatives and managing contracted telemarketing firms. They and their team will identify new opportunities for our client’s solutions with the goal of providing equal numbers of qualified meetings to every Field Sales rep. Resources will include incoming marketing generated leads, existing contacts database, third-party tools like Jigsaw and coordination with Field sales counterparts. SDRs will perform research and prospecting activities to set qualified face-to-face, phone or web appointments with either themselves, team members, or their field sales counterparts. It is expected SDR team members understand our client’s markets and solutions at a relatively deep level. An implicit responsibility of the SDR is to ensure a superior prospect experience with our client.
Responsibilities
Achieve quota for number of qualified meetings per month with Manager/Director/VP/and C-level decision makers in target accounts.
Follow-up on inbound leads and proactively make outbound calls into target Fortune 1000 accounts.
Utilize salesforce.com to track activity and update lead and opportunity information.
Provide feedback and recommendations on marketing efforts from real world interactions with prospects and customers.
Work closely with Field Reps to develop and conduct proactive outbound calling strategies to penetrate target accounts. Research accounts, identify key players, generate interest, and successfully manage and overcome prospect objections in order to secure qualified meetings.
Develop and maintain territory and daily plans to maximize and leverage phone time, including pre-call planning, adhering to territory hours and metrics, and customizing scripts to market segments and prospect type.
Manage a lead prospecting pipeline and maintain accurate information about suspects, prospects, and their companies.
Participate in company meetings and marketing events.
Work with other members of the organization to ensure overall company success.
Keep up with industry trends and best practices, including utilization of new technology and web resources.
Requirements
Experience managing sales development/inside sales teams including outsourced teams… 5-7+ years experience as SDR/BDR (business development rep) or inside sales; 2+ years of SDR management experience or working at an outsourced telesales group; 3+ years in application performance management, business transaction management, infrastructure monitoring or related space; experience with complex, multi-stakeholder sales to IT or line of business.
Results driven, structured and also data oriented.
Self-motivated with ability to work effectively in a highly automated and distributed sales environment.
Proven ability execute outbound prospecting strategies including: pre-call planning; opportunity qualification and objection handling; call structure and control; time and territory management.
Experience with SDR enablement/training/mentoring of new hires.
Proficient with standard corporate productivity tools (email, voicemail, MS Office, Salesforce.com).
BA/BS required.
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Whiting Consulting is a recruiting firm specializing in placing highly-qualified candidates for: Executive-Level Roles, Marketing / Sales Engineering / Inside Sales, Product Management / Product Marketing, Software Development & Engineering / QA, Implementation Consultants, Production Support, and High-Tech Public Relations.
