Manager, Business Development

3 weeks ago

Kuala Lumpur, Malaysia Kofax Full time

Business Development Reps (BDRs) are the front line of the sales process and spend their days generating new conversations and appointments in our most strategic accounts, markets and verticals. A successful manager of business development motivates the team, provides best practices, ensures the latest enablement, shares win stories and techniques, implements feedback quickly, has exceptional communication skills, loves the thrill of the hunt, and has a track record of exceeding targets. As the manager of business development, you will ensure BDRs are aligned with field and regional sales leadership to build a high quality pipeline and deliver on revenue goals.
- Manage team of BDR to achieve or exceed team targets, including qualified monthly appointments, monthly deals in forecast, pipeline and annual revenue targets.
- Engage with the team day-to-day to increase performance and provide consultative and individual coaching to effectively prospect into accounts and reach targets.
- Focus on outcomes and impact by closely monitoring metrics (activities, conversion rates of leads to opportunities, opportunities to sales, and sales to close) with the aim to increase business development representative productivity, contribution to pipeline and bookings.
- Work with sales leadership, Field marketing and ABM program manager to identify priority accounts and high-intent, buyer ready look alike accounts to increase focus and win rate for Business Development Representatives.
- Build strong relationships and maintain ongoing communication with account executives and regional sales leadership to ensure proper service level agreements and alignment on opportunity quality
- Meet with field marketing and BDRs to plan account and contact enrichment activities, ensure accurate tracking of activities, provide incentives against performance, and ensure campaigns and cadences are driving intended results.
- Work with FM team to seek continuous improvement on Business Development lead management processes (e.g., lead prioritization, lead workflow, usage of fields, automation, etc.)
- Provide input for BDR automation tools, campaign cadences, dashboards and reporting in collaboration with key stakeholders.
- Hire and on-board new BDR team members.
- Ensure proper adoption by team members of BDR technology stack. Build in-depth knowledge of our technology to better leverage our current tools and resolve issues promptly.
- Identify and make recommendations for improvements around process, efficiency, skills and productivity of the Business Development team
- Coordinate quarterly regional sales meetings to discuss business and sales reviews.
- Demonstrate a clear understanding of Kofax portfolio as well as its positioning - the strengths and competitive advantages, the overall market and business drivers, the value proposition of the portfolio and the business value. Proactively continue to increase market knowledge.

**Required Skills**:

- You have a passion for building a quality pipeline for sales
- You have an appetite for hiring, coaching, motivating and leading teams
- You are committed to a high standard or integrity and work ethic
- You are a people person that can build high-performing teams
- You are proficient with management and reporting activities in SFDC

Required Experience
- 5-7 years of enterprise field sales and minimum of 3 years’ experience in a BDR leadership role
- Experience selling software or IT solutions
- Proven track record of goal achievement (as individual or manager), experience building and managing KPIs
- Strong team player who inspires others around them, coaches individuals and builds highly motivated and successful teams
- Excellent communication skills & dynamic presence.
- Positive attitude and a drive to win
- Technically savvy (Microsoft Office, Salesforce, SalesLoft etc.)
- Fluent in English

**_Kofax, Inc. is an Equal Opportunity Employer M/F/Disability/Vets_

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