Manager, Account Development Representatives

Position Summary:

Key Responsibilities

• Develop entry-level personnel from sales novices to sales experts within an aggressive time frame
• Coach and lead ADRs on lead generation strategies to secure meetings with prospective customers in Pharma, Academia and Government
• Work closely with assigned Account Executive to maximize outreach and TAM, including tactics and tracking metrics
• Training ADR team members on a defined sales methodology and monitoring compliance with the same
• Continuous coaching and feedback with ADR team members on activity plans, sales acumen, industry acumen, business acumen, presentation skills, written and verbal communication skills
• Lead career development planning and coaching with ADR team members to ensure they are making steady progress towards their future career goals
• Assist Sales Enablement in the production and delivery of key onboarding and enablement assets
• Manage ADR team members to key performance indicators, such as pipeline generation targets, call targets, and meeting targets

Required Experience

• Experience in sales, sales coaching, and a demonstrated understanding of sales strategy
• Experience in effective sales training
• Strong leadership skills, with the ability to drive accountability to results and inspire high performance among direct reports
• Highly organized and entrepreneurial, with the ability to work independently on multiple projects in a fast-paced, high-pressure environment
• Exceptional communication and presentation skills, particularly at the executive level
• Experience in developing relationships with sales professionals and sales executive leadership
• Familiarity with blended learning, virtual classroom technologies, and other essential sales enablement technologies and coaching best practices
• Demonstrated ability to effectively assess needs, recommend solutions, design, deliver, and measure the results of sales enablement initiatives and programs
• Strong organizational skills and interpersonal skills
• Demonstrated experience with Salesforce CRM
• Effective use of standard MS office suite: Word, Excel (basic analysis & pivot tables), PowerPoint
• Prior experience working in or selling within acute or long-term post-acute markets

Nice to Have

• Experience with Salesforce CPQ, SalesLoft, and LinkedIn Sales Navigator considered an asset
• Financial acumen (ability to interpret P&L, explain ROI, evaluate capital investments) considered an asset