Director of Sales Development

Found in: Appcast Linkedin GBL C2 - 2 weeks ago

Plano, United States A-SAFE USA Full time

About A-SAFE and the role:

The A-SAFE Group is a leading global workplace safety solutions provider. Since 1984, the business has been pioneering state-of-the-art solutions that safeguard people and assets across a variety of sectors, all around the world.


Innovation has been a watchword for A-SAFE since the company’s very beginning, with the business being the inventor and original manufacturer of the world’s first industrial strength polymer barrier safety system. The business continues to pioneer game-changing workplace safety technology to this day, supplying warehouses, factories, airports, car parks and other industrial workplaces worldwide.


A truly global business, the A-SAFE Group is headquartered in the UK and has 17 international subsidiaries, including Germany, France, Italy, Netherlands, Scandinavia, Belgium, Spain, USA, UAE, Japan and Canada, as well as a host of trusted global partners, meaning the business is represented in more than 65 countries worldwide.


The A-SAFE Group operates state-of-the-art manufacturing facilities in the UK and maintains global distribution networks and facilities, allowing the business to provide innovative solutions to the world’s largest and best-known brands including Nestlé, Coca-Cola, BMW, 3M, Heathrow Airport, Unilever, Amazon, and Jaguar Land Rover.


The Role:

The Director of Sales Development will lead a dynamic team of newly hired Sales Development Representatives (SDRs) in driving growth and expanding our customer base and will officially act as the Head of Sales Development. This role requires adeptness in navigating ambiguity, fostering a fast-paced environment, and collaborating closely with the external New Business Development team. The Director will be responsible for overseeing prospecting efforts, cold calling initiatives, and performance management to achieve key performance indicators (KPI’s) and fuel the sales pipeline. The Director of Sales Development will play a critical role in driving the growth and success of the organization by leading the Sales Development team in effectively prospecting, engaging, and nurturing leads to fuel the sales pipeline and achieve revenue targets.


Responsibilities:


  • Team Leadership: Provide visionary leadership to the Sales Development team, coaching and guiding them to excel in their roles and achieve performance targets.
  • Strategic Planning: Develop and execute strategic plans to drive sales development objectives, aligning efforts with overall business goals and growth targets.
  • Prospecting: Lead efforts to identify and target prospective customers, leveraging various channels and strategies to generate leads and expand the sales pipeline.
  • Cold Calling: Oversee cold calling initiatives, providing guidance on best practices, scripts, and techniques to effectively engage prospects and secure appointments.
  • Collaboration: Foster collaboration and alignment between the Sales Development team and the external New Business Development team, ensuring seamless coordination in the sales process.
  • Performance Management: Establish and monitor KPIs for the Sales Development team, tracking performance metrics such as call volume, conversion rates, appointments booked, and pipeline generation.
  • Training and Development: Develop and implement training programs to onboard and ramp up new SDRs, equipping them with the skills and knowledge needed for success.
  • Pipeline Management: Monitor and manage the sales pipeline, ensuring timely follow-up on leads and opportunities to maximize conversion rates and revenue generation.
  • Market Insights: Stay informed about industry trends, market dynamics, and competitive intelligence, leveraging insights to refine prospecting strategies and tactics.
  • Process Optimization: Continuously evaluate and optimize sales development processes and workflows to improve efficiency, effectiveness, and scalability.


Skills Needed for Success:


  • Leadership: Strong leadership skills with the ability to inspire, motivate, and develop a team of Sales Development Representatives.
  • Strategic Thinking: Ability to think strategically and develop actionable plans to drive sales development objectives and contribute to overall business growth.
  • Ambiguity Management: Comfortable working in a fast-paced, ambiguous environment and adept at navigating uncertainty to drive results.
  • Prospecting Expertise: Proficiency in prospecting techniques and strategies, with a track record of effectively identifying and engaging prospective customers.
  • Cold Calling Skills: Strong cold calling skills with the ability to effectively communicate value propositions and secure appointments with decision-makers.
  • Collaboration: Excellent collaboration and communication skills, with the ability to work cross-functionally and build strong relationships with internal and external stakeholders.
  • Performance Management: Experience in setting, monitoring, and achieving KPI’s related to sales development activities and pipeline generation.
  • Training and Development: Ability to develop and deliver training programs to onboard and ramp up new SDR’s, ensuring they have the skills and knowledge needed to succeed.
  • Analytical Skills: Strong analytical skills with the ability to analyze data, identify trends, and derive actionable insights to optimize sales development efforts.
  • Adaptability: Flexible and adaptable, with the ability to pivot quickly in response to changing priorities, market conditions, and business needs.


Qualifications:


Necessary:

  • Bachelor’s degree in business administration, Marketing, or related field.
  • 5+ years of experience in sales development, lead generation, or related roles.
  • 2+ years of experience in a leadership or management position.
  • Proven track record of driving results in a sales-driven environment.


Desired:

  • Master’s degree in business administration or related field.
  • Experience in building and scaling sales development teams in a high-growth environment.
  • Knowledge of B2B sales processes and methodologies (e.g., Challenger Sale, MEDDIC).
  • Experience with sales enablement tools and technologies (e.g., ZoomInfo or Atlas Convex).

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