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Business Development Team Manager At Backstop Solutions Group LLC

Location: Chicago, Illinois

Job Description

Job Description:

Join a team of passionate, self-motivated, talented, and creative people who are seeking to help the institutional investment industry make the most of their time. Backstop is a Chicago-based company that builds leading cloud-based productivity software solutions enabling investment consultants, pensions, private equity, real estate, venture capital, hedge funds, endowments, foundations, and family offices to better focus on their investment mandates by achieving greater business agility. We take our customers and our services very seriously, but we also know how to enjoy the journey by being a great place to work.
The primary function of the Business Development Team Manager (BDTM) is to provide support, both directly and via their BDR and LDR teams to the Sales team in the ongoing development of prospective customers to ensure that Backstop is able to meet its revenue and growth targets. We are looking for a passionate leader who can think outside of the box, motivate the team, be forward-looking in terms of process and tools, and executive creatively.

Backstop is a global company. The BDTM will manage a dynamic team of BDR’s and LDR’s out of the Backstop Chicago (HQ) office, and initiate and answer their own inbound and/or outbound multi-channel campaigns directly from/to prospective customers. They will be required to build rapport with prospective customers by probing for needs and recommending appropriate solutions. They will be expected to achieve monthly, quarterly, and annual objectives in terms of opportunity creation and pipeline contribution, while ensuring the optimum customer experience and satisfaction across early stages of the buying cycle. The BDTM will work closely with Sales and Marketing leadership to assist in prioritizing new business outreach activities, defining and managing Lead Generation strategies and activities into named accounts, creating pipeline opportunities for the Backstop Sales Team through both their own efforts and through effective management and motivation of less senior BDR/LDR team members. The BDTM also has direct accountability for ensuring both he/she and his/her team hits daily / weekly / monthly / quarterly / annual activity-based and output performance goals.

Key Tasks & Accountabilities -

  • Day-to-day management of Business Development Representatives against individual and team performance goals
  • Provide on-going informal performance feedback & coaching and formal reviews for each direct report
  • Responsible for onboarding of new staff and on-going coaching of current staff, including preparation for career advancement in an individual contributor revenue role or other roles
  • Partner with management and leadership team to develop resources for staff to improve appointment setting and prospect engagement
  • Recommend tools, and methods to drive efficiency e.g. email, social media, cadence, others
  • Serve as a resource for scripting and objection handling
  • Develop and manage integrated, multichannel (digital, social, and voice) prospecting campaigns
  • Ensure compliance with Backstop internal data management requirements and accurate reporting across the LDR/SDR team
  • Participate in weekly management meetings and department strategy sessions
  • Coach/Player who Initiates and answers inbound and/or outbound Prospecting calls directly from/to prospective and/or existing customers
  • Works with sales managers on multi-channel, multi-touch campaigns into named accounts within specified geographies.
  • Identifies and qualifies prospective customers, and records sales prospecting activity in Backstop
  • Source new sales opportunities through multichannel inbound lead follow-up and outbound prospecting methods.
  • Route qualified opportunities to the appropriate sales executives for further development and closure
  • Research accounts, identify key contacts and trigger events and engage to generate interest and opportunities.
  • Maintain data hygiene,and expand the universe of prospects within their assigned territory
  • Ensure compliance with Backstop internal data management requirements and accurate reporting across the LDR/SDR team
  • Participate in weekly management meetings and department strategy sessions
Required Experience:
  • Minimum of 5 years of experience successfully driving business development or inside sales teams for providers of B2B SaaS solutions, preferably financial services.
  • Proven track record of meeting and exceeding business development goals and targets.
  • Proven track record of building and maturing BDR teams of 2 or more reps, preferably in the technology sector.
  • Ability to motivate and lead a team to meet personal and team monthly, quarterly, and annual financial goals
  • Willingness to work outside the job description parameters, thinking creatively about how to provide the highest level of internal and external customer service, improve processes, and implement cutting edge tools
  • Experience with management of BDR productivity and incentive campaigns
  • Experience with conflict resolution and matrix relationships
  • Ability to project a professional presence to external prospects, clients, and internal colleagues and stakeholders
  • Effective time management skills and ability to meet deadlines
  • Excellent written and oral communication and presentation skills
  • Excellent organization, multitasking, and prioritization skills
  • Exceptional poise, maturity, and judgment
Keyword: Marketing Intern
From: Backstop Solutions Group LLC