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Team Lead, Business Development Representative
Who we are
Geotab ® is a global leader in IoT and connected transportation and certified “Great Place to Work™.” We are a company of diverse and talented individuals who work together to help businesses grow and succeed, and increase the safety and sustainability of our communities.
Geotab is advancing security, connecting commercial vehicles to the internet and providing web-based analytics to help customers better manage their fleets. Geotab’s open platform and Geotab Marketplace ®, offering hundreds of third-party solution options, allows both small and large businesses to automate operations by integrating vehicle data with their other data assets. Processing billions of data points a day, Geotab leverages data analytics and machine learning to improve productivity, optimize fleets through the reduction of fuel consumption, enhance driver safety and achieve strong compliance to regulatory changes.
Our team is growing and we’re looking for people who follow their passion, think differently and want to make an impact. Ours is a fast paced, ever changing environment. Geotabbers accept that challenge and are willing to take on new tasks and activities - ones that may not always be described in the initial job description. Join us for a fulfilling career with opportunities to innovate, great benefits, and our fun and inclusive work culture. Reach your full potential with Geotab. To see what it’s like to be a Geotabber, check out our blog and follow us @InsideGeotab on Instagram. Join our talent network to learn more about job opportunities and company news.
Who you are:
We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Team Lead, BDR who will coach, mentor and provide day-to-day direction to a team of Business Development Representatives (Inbound and Outbound) to develop and distribute sales leads and opportunities via targeted outbound prospecting and inbound lead qualification and management activities. This position will also be responsible for inbound/outbound prospecting and lead management, and will be assigned targets, along with supervisory responsibilities.
What you'll do:
As the Team Lead, BDR you will utilize your leadership skills to lead a team of Business Development Representatives. This role will require you to work cross-functionally within Geotab to align BD activities with sales, marketing, and segment strategies. To be successful in this role you will need strong sales prospecting and outreach skills. Additionally, it will require CRM Management to maintain accurate and up to date records and lead status in Salesforce.
How you'll make an impact
- Develop and implement strategies for lead generation, prospecting, and outbound outreach to ensure a steady pipeline of qualified leads.
- Ensure effective use of CRM and other sales tools to track leads, opportunities, and activities. Work with Revenue operations team to create and simply MQL and SQL processes.
- Oversee the qualification of inbound leads and the follow-up process for outbound outreach.
- Work with the sales/BD teams to ensure smooth handoff of qualified leads from BDRs.
- Own an individual outreach target and work with Sales/BDMs to achieve revenue goals.
- Maintain up-to-date knowledge of all Geotab products, marketplace products, and industry trends that impact assigned vertical.
- Attend trade shows and conferences to build company credibility, brand presence and identify potential new business opportunities. Create and maintain that all leads gathered from events are fully qualified and distributed to BDM teams.
- Understand the competitive landscape and provide feedback and direction to Marketing and senior leadership within Geotab regarding marketing campaigns, sales strategies and market trends.
- Help BDRs to align their solution pitch to the partner’s needs and core business.
- Participate in sales and channel development strategies to assist the company in optimizing information related to the industry and customer needs.
- Maintain up-to-date knowledge of all Geotab products, marketplace products, technology platforms and industry trends that impact the appropriate channel/network.
- Prepare and present regular reports on team performance, pipeline status, and key metrics to senior management.
- Analyze data to identify trends, opportunities, and areas for improvement.
- Support Geotab global strategic initiatives.
- Develop, manage, and maintain Salesforce reports and dashboards to assess the velocity and performance of our lead generation and progression activities.
- Work with the Business Development leaders to identify gaps in sales and lead gen automation tools, and help develop and manage a plan to resolve them.
- Lead, coach and develop a team of Inbound and Outbound BDRs to win and grow business.
- Ensure the team leverages the Partner network and represents Geotab solutions through a variety of means including: cold-calling, social and direct networking, existing relationships and setting appointments.
- Recommend training and upskilling opportunities to leadership for members of the team.
- Oversee team member’s work, ensure they are on track to meet targets/KPAs, help solve problems, and remove roadblocks.
- Provide expert project leadership and guidance to team as SME.
- Manage goal setting and performance review process for direct reports.
- Participate in the hiring process for the team.
- Monitor weekly activity and funnel growth to ensure team engagement.
What you'll bring to the role
- 5-8 years of technical sales experience (inbound and outbound).
- 1-3 years of supervisory/coaching/mentoring in a sales environment.
- Telematics, transportation, or channel sales experience preferred.
- Proven ability to lead and motivate a team to achieve sales targets.
- Strong understanding of inbound and outbound sales processes.
- Excellent communication and interpersonal skills.
- Strong aptitude for understanding technical and business requirements.
- Ability to interpret data and make data-driven decisions and recommendations.
- Technical competence using software programs, including, but not limited to, Google Suite for business (Sheets, Docs, Slides), Customer Relationship Management (CRM) tools.
- Highly organized and able to manage multiple tasks and projects simultaneously.
- Ability to travel up to 25% of the time. Ability to travel internationally.
If you got this far, we hope you're feeling excited about this role! Even if you don't feel you meet every single requirement, we still encourage you to apply.
Please note: Geotab does not accept agency resumes and is not responsible for any fees related to unsolicited resumes. Please do not forward resumes to Geotab employees.
Why job seekers choose Geotab
Flex working arrangements
Home office reimbursement program
Baby bonus & parental leave top up program
Online learning and networking opportunities
Electric vehicle purchase incentive program
Competitive medical and dental benefits
Retirement savings program
*The above are offered to full-time permanent employees only
How we work
At Geotab, we have adopted a flexible hybrid working model in that we have systems, functions, programs and policies in place to support both in-person and virtual work. However, you are welcomed and encouraged to come into our beautiful, safe, clean offices as often as you like. When working from home, you are required to have a reliable internet connection with at least 50mb DL/10mb UL. Virtual work is supported with cloud-based applications, collaboration tools and asynchronous working. The health and safety of employees are a top priority. We encourage work-life balance and keep the Geotab culture going strong with online social events, chat rooms and gatherings. Join us and help reshape the future of technology!
We believe that ensuring diversity is fundamental to our future growth and progress and is an integral part of our business. We believe that success happens where new ideas can flourish – in an environment that is rich in diversity and a place where people from various backgrounds can work together. Geotab encourages applications from all qualified individuals. We are committed to accommodating people with disabilities during the recruitment and assessment processes and when people are hired. We will ensure the accessibility needs of employees with disabilities are taken into account as part of performance management, career development, training and redeployment processes. If you require accommodation at any stage of the application process or want more information about our diversity and inclusion as well as accommodation policies and practices, please contact us at careers@geotab.com. By submitting a job application to Geotab Inc. or its affiliates and subsidiaries (collectively, “Geotab”), you acknowledge Geotab’s collection, use and disclosure of your personal data in accordance with our Privacy Policy. Click here to learn more about what happens with your personal data.
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