Spryker SystemsHead of Sales Development - EMEA, APAC and Growth Markets
Dec. 2021 - Aug. 2022London, England, United Kingdom* Recruit a team of global BDRs, SDRs, Inside Sales Reps and Team leads to drive the pipeline. Worked alongside talent team to define criteria of seniority required for this team and support the hiring process from end-to-end
* Develop and execute the global outbound and inbound prospecting strategy including creation of business development onboarding playbooks, product training, ramp up and scaling programmes. This strategy reduced BDR on-boarding time form 3 months to 6 weeks
* Work with Sales Operations and Marketing to develop and implement, a sales & marketing automation ‘tech stack’, enabling the execution of omni-channel and omni-touch outreach and social media campaigns to drive awareness and quality lead generation * Develop the metrics for task based activities which will drive engagement within the prospects and continuously analyse the data to ensure effective, scalable and successful performance. Reporting to internal stakeholders on achievements, misses and optimisation plans. Initiate projects and business cases to bring in new tools as required
* Train and coach the global team on all areas of outbound and inbound activities, including execution of new business strategies such as meaningful ICP match, account mapping, prospect research, hyper personalised email cadences, relevant cold/warm calling, social selling and advanced qualification criteria
* Enable the team to qualify opportunity multiple times with key decision-makers and set high quality meetings for their AE’s; request business, c-level and technical resources to maximise on the opportunity of ‘FaceTime’ with target personas
* Ensure Team Leaders, BDR/SDR and ISR (Inside Sales) team members continuously improve performance by providing regular feedback and coaching in weekly 1:1s. Fostering a strong trustworthy leader/team member relationship allowed to identify areas for improvement, and using Performance Improvement and Development Plans where necessary to ensure continuous growth