BASIC FUNCTION: The Director Of Demand (Sales Development Representative Team) is responsible for developing and managing the SDR team to deliver on the meeting and opportunity creation targets to support the sales target achievement for EMEA. This role will be critical to the growth success of our business and will have a high level of input and ownership into the overall SDR strategy and its evolution. Main responsibilities focus on the optimization of SDR activity to the prospect base,
through the support and management of the SDR country managers as well as close strategic and day-to-day alignment with Sales leadership to ensure a successful and mutually respectful relationship focused on growth success. This position reports directly to the Senior Director of Digital and Demand for ESI (EMEA/APAC/LATAM) but will focus solely on the delivery of SDR success across EMEA, although sharing and driving best practice SDR approaches across ESI will be vital. This position will work closely with the wider sales and marketing team, to ensure alignment of SDR activity to in-market campaigns and account targeting priorities of sales.
ESSENTIAL RESPONSIBILITIES:Own the 'number' for SDR teams across EMEA by ensuring delivery in each country team.Build and execute a market dominating strategy for SDR team.Deliver an SDR team that delivers excellence through high-converting sales ready meetings and opportunities.Develop, execute and evolve an optimal SDR process/methodology to meet targets and goals.Ensure continuous coordination between regional sales activities & SDR focus and support.Responsible for all SDR delivery associated with targeted account sales plans.Partner with marketing and sales to ensure SDR team are aligned to propositional messages and reflect current GTM in every conversation and interaction with prospects to optimize for conversion.Measure, track and develop strategies to continuously improve performance of all SDR teams.Responsible for the continuous and ongoing development of SDR methodology and best practice adoption and implementation.Create and maintain a close working relationship with the inside sales leadership to ensure accurate and effective hand-off between teams.Delivery of transparent and appropriate KPI reporting dashboards to sales and marketing leadership.Use all available digital identifiers and research techniques to maximize SDR effectiveness.Develop SDR use of social media as a tool for lead generation as well as account and industry research.Contribute to any corporate initiative as needed. EXPERIENCE:A minimum of 10+ years' experience working within a B2B demand generation environment preferably for a software company, with direct responsibility for delivery and optimization of SDR or telemarketing leaders and teams.5+ years using CRM tools to deliver valuable and actionable insights.Substantial knowledge of current best practice approaches to SDR performance improvement and proven track record of successful implementation.International experience working with different cultures and languages in a global organization required, any additional European languages are of benefit but not required.The language of business at ADP is English.Use of analytic and business intelligence tools to improve and deliver SDR strategy.Experience working within a direct sales organization in B2B demand generation with a proven proficiency in executing business-aligned programs of demand a plus. GENERAL SKILLS AND QUALIFICATIONS:Strong motivational leader.Excellent technical, oral and written communication skills required.Experience of working with and communicating to senior sales and business leaders.Ability to build strong individual and team relationships and manage multiple programs concurrently.Good attention to detail skills.Ability to problem solve, multi-task and meet deadlines.Ability to function in a flexible, constantly changing environment essential.Outstanding organizational and time management skills for managing multiple, diverse and conflicting activities.Exceptional ability to translate business requirements into high-level and detailed functional specifications.Effectively plans, coordinates and prioritizes work efforts of multiple groups.Problem Analysis/Resolution - Gathers information on issues to construct options and either make decisions or recommend options to Sr. Mgmt, as appropriate.Anticipates, identifies, and resolves problems in a timely manner.Assigns tasks to appropriate cross-functional resources but most importantly owns the follow-up.Ability to communicate effectively with both business and technical staff and convey complex ideas. Diversity, Equity, Inclusion & Equal Employment Opportunity at ADP: ADP affirms that inequality is detrimental to our associates, our clients, and the communities we serve
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