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BDR Manager

Location:

Bracknell - Bracknell Forest - United Kingdom

Function:

Marketing

Ref #:

20210017241
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Description

The BDR Manager will drive the BDR team to deliver a volume of quality leads to sales associates. The role will be focussed on developing a team capable of optimally developing and qualifying leads which progress through the pipeline and revenue. The primary focus of the role is on generating new business (new logo).

Key responsibilities :

• Results

o Outbound: Overachieve on our number to set up our AEs for success
o Inbound: Deliver on speed to lead metrics and conversion rates to fuel our AEs
o Use KPIs to drive improvements across the team that link back to ARR

• People

o Inspire; mentor and motivate the team
o Hold stakeholders to account:
o Marketing to offer support such as events/campaigns for target personas to attend/engage, Sales to ensure SFDC is updated with relevant actionable information, or lead status reflects reality
o Inspect ways of working, observe and coach team members to ensure progression / continuous improvement

• Process

o Own the BDR process for both inbound and target account (outbound) processes, ensuring that learnings are captured in the process which each team will be follow
o Ensure adoption and belief in process across the team, with omni-channel/cadence adhered to maximise effectiveness.
o Measure high level results and drive continuous performance improvement performance from analysis of results – for example: drive unqualified lead to qualified lead conversion rate
o Police leads that do not meet the minimal criteria / have minimal chance of progressing to the next lead status/stage. We should not be wasting AEs time.
o
• General

o Ensure that detailed information about the organisation; decision making unit (buyer personas); individual profiles to be able to hand over a detailed lead to Sales for follow up is gathered by the individual BDR’s
o Ensure the team is resourced with the best available talent, hiring talented BDRs and managing underperforming BDRs to deliver / exit. Drive the culture of performance.
o Oversee international inbound lead process (partners)
o Strive to ensure SFDC is one version of the truth / the team get credit for ARR.
? Partner with Marketing Operations to ensure we have a standard way of measurement.
• Look for new BDR technologies and make them happen!
• Retain GDPR / Privacy compliance.

Qualifications

Experience

Proven experience in business development, omni-channel prospecting, and reporting with marketing and/or sales experience in a high technology environment.
Experience in a Business to Business environment.
Familiarity with marketing automations tools such as Eloqua.
Strong understanding of sales automation tools (Salesforce) as well as Microsoft tools suite.
People management

Knowledge / Skills
Strong vertical market knowledge, expertise and grasp of market / role specific messaging.
Strong omni-channel prospecting, sales, customer service, and interpersonal skills.
Ability to effectively communicate with both external and internal customers or stakeholders to illustrate value of team.
Familiarity with competitive products, solutions and technologies.
Company's lead management processes, and product and service value propositions
Mentoring/coaching skills to assist with delivery/messaging
Experience of Microsoft tools to produce personalized reporting for Sales Management

Behavioural Attributes
Proven ability to lead and manage teams internal & external including performance management skills
Proven demand generation skills in a Business Development/Inside Sales Role
Practical understanding of how Marketing works with Sales in the Field
Microsoft Office (particularly Excel and PowerPoint) skills
SFA skills (preferably Salesforce.com)
Ability to present goals and results at team meetings
Experience of global collaboration is desirable
Understanding of Sales Process
Ability to Inspire/Coach/Motivate a team

Corporate overview

Here at UKG, Our Purpose Is People. UKG combines the strength and innovation of Ultimate Software and Kronos, uniting two award-winning, employee-centered cultures. Our employees are an extraordinary group of talented, energetic, and innovative people who care about more than just work. We strive to create a culture of belonging and an employee experience that empowers our people. UKG has more than 13,000 employees around the globe and is known for its inclusive workplace culture. Ready to be inspired? Learn more at www.ukg.com/careers

EEO Statement

Equal Opportunity Employer

Ultimate Kronos Group is proud to be an equal opportunity employer and is committed to maintaining a diverse and inclusive work environment. All qualified applicants will receive considerations for employment without regard to race, color, religion, sex, age, disability, marital status, familial status, sexual orientation, pregnancy, genetic information, gender identity, gender expression, national origin, ancestry, citizenship status, veteran status, and any other legally protected status under federal, state, or local anti-discrimination laws. 


View The EEO is the Law poster and its supplement. 

View the Pay Transparency Nondiscrimination Provision

UKG participates in E-Verify. View the E-Verify posters here.


Disability Accommodation

For individuals with disabilities that need additional assistance at any point in the application and interview process, please email UKGCareers@ukg.com or please call 1 (978) 250 9800.