Team Lead, Business Development Representative
Who we are
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.
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
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