New Business Manager

Job Location(s) US-MA-Needham | US-NY-New York | US-CA-San Francisco | US-Remote - East Coast
Job ID
2021-2243
Company
IDG Communications
Category
Sales
Unit
US Sales
Employee Type
Regular Full-Time
Career Level
Manager (Manager/Supervisor of Staff)

Overview

IDG is seeking a New Business Manager to join our growing US sales team!  The New Business Manager will focus on developing a team of Business Development Reps (BDRs) into new business hunters for our Media, Data, & Services portfolio.

 

IDG Communications’ vision is to make the world a better place by enabling the right use of technology. As the leading global media and data company powered by 1st party relationships, our collaborative, innovative and customer focused culture fosters success for our customers and our employees. Upon joining IDG, you can expect a stable, consultative, and hard charging work environment along with an office culture that rewards, recognizes, and respects achievement. We offer competitive salaries, an outstanding benefits package and an atmosphere dedicated to advancing our passion in providing cutting-edge advertising & marketing solutions for our clients.

 

Join us at one of our US locations (Needham, MA; New York, NY; San Francisco, CA) or work remotely almost anywhere in the United States! 

Responsibilities

We are looking for an enthusiastic, driven, and experienced New Business Manager with a track record of building and maintaining teams of BDRs.  This is a brand new team (housed within our wider US Sales team) that IDG is investing in for the 2022 year.  It’s a very exciting time for a seasoned New Business Manager to join our team, as this person will be involved in helping build out this team from scratch.  The New Business Manager will report directly to our US Chief Revenue Officer and will be responsible for uncovering new business opportunities, within both our Commercial and Enterprise accounts, together with their team of BDRs.

 

The ideal candidate for this role will be a passionate new business hunter and someone who isn’t scared to lead by example and implement new strategies with their team.  The strict focus of this role & new business team of BDRs will be on finding and closing net new logos for IDG’s Media, Data, & Services portfolio. Net new logos are the lifeblood of our business and hugely important to the sustained success of IDG’s revenue growth.  We strongly believe that while all sales reps should have some “hunting” abilities and responsibilities within their territory, new business hunters should focus on just that – finding new business, closing the deal, and then moving on to close the next new deal.

 

As the New Business Manager, you will be responsible for:

  • Building & motivating a team of 3-4 BDRs to achieve net new revenue targets; training, growing, and developing the team while also guiding them on best practices for prospecting, opportunity discovery, presentations, handling objections, negotiation and closing initial deals
  • Developing sales scripts and offers within regular cadence to keep messaging fresh and to drive prospect interest
  • Setting performance expectations and coaching team members on how to achieve performance goals – goals & KPIs should be clearly communicated and regularly discussed in one-on-one meetings and wider team meetings
  • Measuring, analyzing and exceeding KPIs to drive improved performance and accountability across the board
  • Implementing and fine-tuning selling strategies to drive consistency and velocity throughout the sales lifecycle
  • Partnering with internal sales leaders and other leaders within the business to develop and implement new selling strategies
  • Engaging with employees on a regular basis to create a great team environment and motivating team culture – we win as one!
  • Demonstrating good judgment in analyzing information to make routine decisions or bring in the appropriate internal stakeholders as needed

Qualifications

  • 3+ years of proven inside sales management experience where you’ve managed BDRs, SDRs, or similar functions directly
  • Experience holding team members accountable to measurable KPIs (weekly, monthly, quarterly, etc.)
  • Tech media, demand generation and/or marketing services industry knowledge
  • Hands-on, proactive, motivational, and driven type of sales manager
  • Organized, detail-focused, and ability to always juggle a variety of important tasks

Other:   Successful applicants for this position must be fully vaccinated against COVID-19 as a condition of employment.  Requests for reasonable accommodation based on disability or religion will be considered on an individual basis.

 

Please upload a formatted version of your resume and cover letter during the application process.

 

IDG is an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, age, marital status, pregnancy, genetic information, or other legally protected status. 

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