Salesforce Practice Sales and Business Development Manager
2 weeks ago
Job Title: Salesforce Practice Sales and Business Development Manager
Location: [Location]
Type: Full-time
Reports to: Founder/CEO
Objective:
To accelerate the growth of our Salesforce Practice by driving revenue through new and existing relationships, focusing on Salesforce Implementation as well as specialized services like CPQ, Revenue Cloud, and Field Service. This role requires deep understanding of the Salesforce ecosystem and a proven track record in specialized solutions.
Key Responsibilities:
Salesforce Expertise: Profound understanding of the Salesforce platform, including specialized areas like CPQ, Revenue Cloud, and Field Service. Must be familiar with implementation processes, industry solutions, and targeted sales strategies for these areas.
Revenue Targets: Consistently meet or exceed individual and team revenue targets in Salesforce Implementation and other associated Salesforce services.
Existing Contacts: Leverage existing relationships within the Salesforce ecosystem, including specialized areas like CPQ, Revenue Cloud, and Field Service to drive new business opportunities.
Data-Driven Decision Making: Collaborate with data teams to source, analyze, and distribute high-quality Salesforce-related leads to the sales team.
Client Penetration: Develop and implement strategies to deepen relationships with existing clients, focusing on specialized Salesforce services.
Team Leadership: Build, manage, and lead a Salesforce-focused sales team, ensuring alignment with the company's strategic goals.
Performance Reporting: Provide accurate sales forecasts and performance metrics to the Founder/CEO, contributing to strategic decisions.
Market Strategy: Continuously evaluate Salesforce market trends and client needs, making strategic recommendations to adapt and grow.
Conferences and Networking: Represent the company at Salesforce-specific or related industry events to source new leads and enhance brand visibility.
Tactical Execution: Meet predefined targets for calls, emails, and LinkedIn outreach focused specifically on Salesforce Implementation and specialized solutions prospects.
Qualifications:
Bachelor's degree in Business, Marketing, or a related field, or equivalent experience.
Minimum of 5 years of sales experience with at least 2-3 years focused on selling Salesforce Implementation services and specialized solutions like CPQ, Revenue Cloud, and Field Service.
Proven network of contacts within the Salesforce ecosystem, including specialized areas.
Demonstrated ability to meet and exceed revenue targets.
Exceptional communication and negotiation skills.
Ability to work effectively in a fast-paced, entrepreneurial environment.
Compensation:
Competitive base salary with performance-based incentives tied to revenue goals.
Health, Dental, and Vision Insurance.
Retirement savings plan.
Other company perks and benefits.
KPI's for Business Development Manager
Revenue Metrics:
Total Revenue Generated: The most straightforward KPI, often broken down into monthly, quarterly, and annual targets.
Revenue from New Accounts: Measurement of revenue generated from new clients as a result of business development efforts.
Revenue from Upsells/Cross-sells: Revenue generated from existing clients by selling additional services or solutions (like CPQ, Revenue Cloud, etc.).
Lead Generation and Conversion:
Total Number of Leads Generated: Broken down by source (e.g., inbound, outbound, referrals, etc.)
Lead-to-Deal Conversion Rate: The percentage of leads that convert to actual sales.
Cost per Lead: Total cost of generating one lead, useful for optimizing marketing spending.
Relationship Management:
Client Retention Rate: The percentage of clients who continue to buy from the company over a given time period.
Net Promoter Score (NPS): Measures client satisfaction and loyalty.
Team Performance:
Team Sales Quota Attainment: Measures how well the sales team performs against their quotas.
Individual Sales Quota Attainment: Personal performance against set sales targets.
Activity Metrics:
Number of Client Meetings: Measures the level of engagement with potential and existing clients.
Number of Outreach Attempts: Counts of emails sent, calls made, LinkedIn messages sent, etc.
Number of Proposals Sent: Measures activity level in terms of offering services to potential clients.
Efficiency Metrics:
Sales Cycle Length: Measures the average time it takes to close a deal after the lead has been generated.
ROI on Sales Technologies: Evaluates the return on investment for any sales tools or technologies in use.
Specialized Metrics:
Contracts Secured in Specialized Areas: Number of contracts or deals secured in areas like Salesforce CPQ, Revenue Cloud, and Field Service.
Number of Qualified Leads in Specialized Areas: Number of high-potential leads generated in specialized services.
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