About the Role
The CEMEA (Central & Eastern Europe, Middle East and Africa) Digital Sales team is implementing a new remote sales coverage model aimed at engaging with mid-market clients through digital channels. This innovative approach leverages AI, automation, digital marketing, and analytics to help clients achieve their business objectives while accelerating the company’s growth.
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Responsibilities
The DSR Manager will be responsible for the following duties:
- Lead a team of sales professionals overseeing a portfolio of clients across several countries.
- Manage regular training and development sessions to upskill DSRs (Digital Sales Representatives) in areas such as digital selling, product knowledge, and customer engagement.
- Analyze performance data to identify patterns, trends, and opportunities, optimizing team effectiveness.
- Serve as a liaison between DSRs and other departments to ensure a unified approach to driving revenue and customer satisfaction, coordinating joint go-to-market efforts using insights from cross-functional stakeholders to refine territory strategies.
- Utilize reporting tools and features (e.g., MSD, PowerBI, Tableau) to create actionable insights and drive continuous improvement.
- Act as a change agent, ensuring team flexibility and alignment with new strategies and tools, introducing new processes, tools, or initiatives smoothly to minimize disruption and maximize adoption.
- Review and refine sales plays, deal strategies, account plans, and effective pipeline management to enhance overall team effectiveness.
- Provide regular updates to stakeholders on team performance, challenges, and strategic adjustments.
Expectations
The DSR Manager will:
- Consistently demonstrate leadership qualities and exemplify the company’s leadership principles.
- Effectively coach DSRs, identifying areas of opportunity and strength, providing appropriate and actionable real-time feedback.
- Inspire, motivate, and guide teams to achieve and exceed goals.
- Possess a strong understanding of B2B sales processes, lead generation, and pipeline management.
- Analyze and interpret sales data and metrics to make informed decisions.
- Have a deep understanding of the region and market, articulating and executing a data-informed strategy.
- Communicate effectively with the direct team and across multiple management layers in a highly matrixed organization.
- Demonstrate expertise in determining objectives and developing effective solutions for complex assignments with minimal supervision.
- Be solution-oriented, providing meaningful feedback and recommendations for global and regional improvements in processes, tools, and strategy enhancements.
Work Environment
This is primarily a Work from Office position. The expectation of days in office will be confirmed by your hiring manager.
Qualifications
- Bachelor’s Degree with 8 or more years of experience in B2B tech sales or financial services sales, including a minimum of 3 years in a team lead capacity.
- Experience working within CISSEE markets.
- Proficiency in Russian.
The company is an EEO Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, or protected veteran status. The company will also consider qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.
