We help the world run better
At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.
SAP® Concur® solutions take companies of all sizes and stages beyond automation to a completely connected spend management solution encompassing travel, expense, invoice, compliance, and risk. For more than 20 years, these leading, innovative solutions have kept customers a step ahead by delivering time-saving tools, connected spending data, and a dynamic ecosystem of diverse partners and apps. User-friendly and business-ready, SAP Concur solutions unlock powerful insights that help businesses reduce complexity and see spending clearly, so they can manage it proactively.
Sales Development Representative Manager
Job Overview:
Reporting to the Regional Marketing VP, the SDR Manager role is responsible for managing a team of Sales Development Representatives spread across Latin America. The SDR team is responsible for creating sales pipeline across new and add-on business in support of SAP Concur’s revenue goals. The manager is responsible for coaching, motivating and leading the team to meet individual goals and KPIs with strong strategic engagement with Sales Reps. He/she is also responsible for implementing processes and best practices in alignment with more mature markets such as North America and EMEA.
Responsibilities:
Management of the team including but not limited to:
Conducting regular 121’s with each team member
Conducting regular team meetings
Motivating, coaching and developing the team
Conducting Quarterly SAP Talks to review progress and identify opportunities for development and learning
Setting up team monthly/quarterly incentives
Reviewing SDR created content and ensuring any communications are on message and compliant with internal and external regulations
Coaching the team and enhancing their sales and questioning skills through activities such as role - playing
Setting and regularly reviewing Goal Plans and working with team members to create development plans
Keeping up to date and building team knowledge of all Concur and competitor solutions offerings
Facilitate the training and on-boarding of new starters
Facilitate ongoing education and best practice sharing
Ensure team meet pipeline goals and key KPIs. Track performance and coach individuals through early indicators
Act as an escalation manager in critical situations, managing difficult conversations with Sales Reps to make win-win agreements, align on Territory Planning priorities and actions required to be successful
Measurement of key KPIs:
Reporting Daily, Weekly and Monthly KPI’s to Regional Marketing VP
Reviewing key metrics with manager and leadership team and addressing performance issues as and when necessary
Cross functional liaison:
Working with the Business Analysts and Profilers to further support the team with reporting tools and ensure data is correct in Salesforce
Ensuring timely follow-up of marketing campaigns and providing a feedback loop on campaign effectiveness
Regular communication with Sales leadership and sales team
Attend and actively participate in all internal Concur events
Be aware of, and comply with, all corporate policies
Success Metrics:
Pipeline generation $ARR and units
% closed business sourced by team
Exceeding SLAs on campaign follow-up and team KPI’s (dials, talk time and activity levels)
Conversion volumes and conversion rates from demand gen campaigns
Database quality & growth
Employee engagement & retention
Position Requirements Education, Experience and Training required:
Previous experience in telesales
Proven track record of successfully managing a telesales team preferably in the IT cloud sales industry
Critical Performance Competencies:
Excellent coaching and mentoring abilities with proven track record of running successful teams
Must have excellent listening skills
Must be enthusiastic, high energy, a can-do mentality, ambitious and self-motivated
Goal oriented and target driven
Strong business phone etiquette
Must be a team player with strong initiative, excellent PC skills and ability to quickly build extensive knowledge of Concur solution offerings and that of competitors
Must be able to process information gathered quickly and effectively to overcome objections
Excellent verbal communication skills
Able to work well on own initiative and manage own workload
Work well under pressure and able think out of the box
Operate under supervision with frequent reviews of work
Ability to negotiate with Sales Reps, lead a difficult conversation and reach common agreement
Value Competencies:
Displays passion for & responsibility to the customer
Hires, develops & rewards great people
Displays leadership through innovation in everything you do
Displays a passion for what you do and a drive to improve
Displays a relentless commitment to win
Displays personal & corporate integrity
Working hours:
40+ hours per week will typically be necessary to accomplish performance objectives and to provide satisfactory job presence and/or responsiveness
Flexibility as to the specific working hours may be required or available
EEO:
Concur is an Equal Opportunity Employer and applies this policy to all applicants and employees. We are committed to hiring and valuing a global diverse work team. (M/F/D/V)
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
We win with inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.
Requisition ID: 404908 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.