Job Description

About this job

The primary responsibility of the Sales Development Representative (SDR), Manager is to drive qualified lead volume and sales pipeline for NielsenIQ while coaching and motivating others to meet performance benchmarks.

The person in this role will be responsible for:

1)   qualifying inbound inquiries and outbound prospecting via key channels to schedule meetings for sales representatives with sales ready decision makers

2)    monitoring and coaching direct SDR reports on best practices to drive successful performance and

3)   working closely with the SDR VP/Director to assess and optimize team processes and results.

Responsibilities

Coach and be accountable for the daily activity and results of a team of Sales Development Representatives while meeting individual SDR performance benchmarks

Serve as an example and mentor your team on best practice tactics as it relates to qualification, multi-channel prospecting, sales skills and utilization of technology tools

Analyze reporting to monitor individual and team performance, identify bottlenecks and suggest new ways to optimize team performance; ensure SDRs fill the pipeline with quality leads by conducting outbound prospecting activities (phone calls, email, social media) into target markets / accounts to identify, connect and engage (schedule meetings) with decision makers to generate qualified, sales-ready leads

Learn continuously and develop into an industry and NielsenIQ products and services expert

Effectively pitch solutions to key decision makers at all levels of a prospect’s organization by understanding their needs and demonstrating how NielsenIQ can meet their requirements

Create messaging and SDR enablement materials to drive effective, persona-based outreach and technology utilization that results in improved conversion rates

Respond to and effectively qualify inbound inquiries in a timely manner to assess sales readiness and qualifications prior to connecting prospects with sales resources

Conduct outbound prospecting activities into target markets / accounts to identify, connect and engage with decision makers to generate qualified, sales-ready leads

Support the success of marketing-sponsored in person and virtual events; including pre-event promotion to drive attendance and post-event follow up to engage and qualify prospects for sales

Develop, document, and methodically drive execution of daily, weekly and monthly activity cadence plans that maximize prospecting efficiency and effectiveness including account and contact-level research, pre-call planning and hyper-personalized messaging via key channels

Meet and exceed key activity and performance metrics for calls, emails, social touches, appointments scheduled, conversion to opportunity and beyond

Maintain accurate CRM records of all lead and prospecting activities by consistently adhering to defined lead management processes and SLAs

Build relationships with aligned sales team members to nurture leads through opportunity and ensure lead quality is driving conversion to pipeline and revenue

A little bit about you

Professionalism, enthusiasm, and excellent communication are key characteristics to be successful in this role. The ideal candidate will be a highly energized self-starter who can thrive working autonomously, is eager to help other team members thrive in their roles and excels at building solid working relationships with team members and sales stakeholders.