Senior Manager, Business Development

The Senior Manager, Business Development at ESW is responsible for leading a team of Business Development Representatives to connect with e-commerce leaders, qualify new business opportunities, and set up meetings for enterprise sales executives. The role involves monitoring team performance against KPIs, refining prospecting workflows, collaborating with sales leads, and coaching team members to exceed targets.

Candidates for the Senior Manager, Business Development role at ESW should have over 5 years of successful sales experience, with at least 3 years in a sales leadership role. A strong data-driven approach, hands-on experience with Safari CRM, and excellent communication skills are essential. Familiarity with e-commerce and a Bachelor's degree in a relevant field are also preferred.

ESW supports Business Development teams by providing the necessary tools and resources needed to excel. This includes regular performance monitoring, coaching through 1-1s, access to data-driven insights, and collaboration with other teams like Digital Marketing and Product Marketing to ensure outreach efforts are effective.

At ESW, the work culture is designed to foster innovation, accountability, and teamwork. They value diversity and encourage each individual’s uniqueness, ensuring a collaborative environment where everyone can thrive. The hybrid work model further amplifies flexibility and work-life balance.

ESW is committed to the professional and personal growth of its employees. As a Senior Manager, Business Development, you will have access to various training programs and mentorship opportunities that nurture your talents and assist in your career progression within the company.

To enhance the performance of a Business Development team, I would focus on providing comprehensive training, setting clear KPIs, and utilizing data analytics to identify areas for improvement. Regular feedback sessions and motivational incentives would also play a crucial role in driving success.

Certainly! In my previous roles, I have successfully managed sales teams by establishing clear goals, providing tools and resources, and creating a culture of accountability. I believe in leading by example and maintaining open communication to foster trust and collaboration among team members.

Refining lead qualification processes in a fast-paced environment requires regular assessment of existing workflows to eliminate bottlenecks. I would implement data-driven evaluations to prioritize leads based on potential value while ensuring quick feedback loops between the teams.

Data is crucial in my decision-making process as a sales leader. I utilize analytics to track team performance, understand customer behaviors, and make informed adjustments to our strategies. Data helps in identifying trends that can lead to better prospecting and targeting efforts.

I address underperformance by first identifying the root causes through one-on-one discussions. Developing an action plan that includes targeted training and mentoring is essential. Continuous feedback and recognizing progress can motivate team members to achieve their goals.

To motivate my sales team, I employ a mix of competition through healthy contests, recognition programs, and providing professional development opportunities. Establishing a supportive environment where achievements are celebrated also greatly contributes to team morale.

In my previous role, I spearheaded a targeted email marketing campaign that included personalized messaging based on customer behavior analysis. This approach led to a 30% increase in sales by effectively engaging our top prospects and addressing their unique needs.

I believe collaboration with marketing teams is essential for success. I engage in regular meetings to align our strategies, share insights, and develop campaigns that resonate with our target audience. This ensures a cohesive approach towards customer engagement.

Developing a go-to-market strategy begins with thorough market research and understanding the target demographic. I would collaborate with marketing and sales strategies to outline the unique value proposition, identify key sales channels, and prepare our team with actionable outreach plans.

I have extensive experience with Salesforce CRM, which is essential for managing customer relationships, tracking sales performance, and forecasting future sales. A robust CRM system streamlines communication, organizes lead information, and shapes our overall sales strategies effectively.