Sales Development Manager

OverviewBaker Tilly is a leading advisory, tax and assurance firm, providing clients with a genuine coast-to-coast and global advantage in major regions of the U.S. and in many of the world’s leading financial centers – New York, London, San Francisco, Los Angeles, Chicago and Boston. Baker Tilly Advisory Group, LP and Baker Tilly US, LLP (Baker Tilly) provide professional services through an alternative practice structure in accordance with the AICPA Code of Professional Conduct and applicable laws, regulations and professional standards. Baker Tilly US, LLP is a licensed independent CPA firm that provides attest services to its clients. Baker Tilly Advisory Group, LP and its subsidiary entities provide tax and business advisory services to their clients. Baker Tilly Advisory Group, LP and its subsidiary entities are not licensed CPA firms.Baker Tilly Advisory Group, LP and Baker Tilly US, LLP, trading as Baker Tilly, are independent members of Baker Tilly International, a worldwide network of independent accounting and business advisory firms in 141 territories, with 43,000 professionals and a combined worldwide revenue of $5.2 billion. Visit bakertilly.com or join the conversation on LinkedIn, Facebook and Instagram.Please discuss the work location status with your Baker Tilly talent acquisition professional to understand the requirements for an opportunity you are exploring.Baker Tilly is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or protected veteran status, gender identity, sexual orientation, or any other legally protected basis, in accordance with applicable federal, state or local law.Any unsolicited resumes submitted through our website or to Baker Tilly Advisory Group, LP, employee e-mail accounts are considered property of Baker Tilly Advisory Group, LP, and are not subject to payment of agency fees. In order to be an authorized recruitment agency ("search firm") for Baker Tilly Advisory Group, LP, there must be a formal written agreement in place and the agency must be invited, by Baker Tilly's Talent Attraction team, to submit candidates for review via our applicant tracking system.Job DescriptionThis position is responsible for the management of a team of industry-focused sales development representatives. Primary focus will be on individual and teamwide lead generation achievement, training, development, administrative support, compensation validation, and various other sales management responsibilities. Sales Development Execution and Goal Achievement (40%)Primary focus on achieving individual and teamwide output goals, meetings set attainment, and pipeline generationOversee creation and execution of the various tactics necessary to recognize the achievement of established goalsAbility to oversee and rapidly ingest new target lists and deploy fully-vetted, industry-specific sequences within the team's standard operational timelinesA proven track record of managing "up" and "across," building alliances with strategic firmwide resources and hands-on industry leadersUtilize data-driven tactics and reporting to track performance of the team overall and down to the individual. Identify areas of high performance and underperformance in accordance with a set of pre-determined metrics.Identify cyclical trends using historical data to prevent continued down-periods for the department or a specific industry Training, Learning, Coaching, and Development (40%)Deliver a rigorous onboarding curriculum for new team members, ensuring mastery of all software applications in useTeaching of high-level nuances, including Strategic Social Selling, value-based calling, and BANT+ qualification standards. Basic teaching and coaching for junior level SDRs.Ability to write and teach the finer nuance of compelling, industry-specific scripts and messaging that entices the intended audience to want to take a meetingCooperate with firmwide departmental resources to bring the team new processes, training, coaching, etc. (i.e. Sales Enablement, Market Intelligence, Sales Operations, Marketing, etc.) Reporting and Metrics Tracking (10%)Responsible for tracking SDR opportunities from booked meetings to occurrence, opportunity conversion, and final revenue, including the management of tagging standards and interfirm requirementsResponsible for creating commission criteria for clear qualifying meeting requirements and effectively communicating these to the team. Ensure proactive and timely management of incentive requirements and processing to Sales Operations.Ability to clearly and concisely present metric achievement in a transparent manner suitable for firm leadership Departmental Administrative Support and Miscellaneous Tasks (10%)Management of staff PTO, coverage needs, performance reviews and other HR-related management dutiesCompensation validation monthly in cooperation with Sales OperationsNew requisition job filling or backfilling in cooperation with Talent Acquisition and Sales LeadershipPositively influence morale and turnover through structured career development and team supportOther duties as assignedQualificationsBachelor’s degree focused on business development, management, or a related degree in business requiredFive years prior relevant work experience in the B2B space required, with three of those in sales managementPrior team management experience mandatoryExtensive prior history with business development software applications.Salesforce and ZoomInfo experience highly preferredWell-versed and experienced in people management, metrics, KPIsAble to exercise well-reasoned judgment and decision-making; organizational and analytical skillsStrong communication and interpersonal skillsEffective project management and time management skillsActual compensation is influenced by a variety of relevant factors including but not limited to applicant’s skills, prior experience, qualifications, degrees, professional certifications, work arrangements and geographic location. Baker Tilly offers a comprehensive compensation and benefits package to eligible employees.The pay rate range for Chicago, IL is $98,000 to $148,520.The pay rate range for Madison, WI and Milwaukee, WI is $84,000 to $135,020.