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Why UKG:

At UKG, the work you do matters. The code you ship, the decisions you make, and the care you show a customer all add up to real impact. Today, tens of millions of workers start and end their days with our workforce operating platform. Helping people get paid, grow in their careers, and shape the future of their industries. That’s what we do.

We never stop learning. We never stop challenging the norm. We push for better, and we celebrate the wins along the way. Here, you’ll get flexibility that’s real, benefits you can count on, and a team that succeeds together. Because at UKG, your work matters—and so do you.

About the Team:

The Senior Manager of Business Development is focused on managing and leading (BDR’S) business development reps. The Manager is responsible for guiding the Business Development teams as well as Team Lead of Business Development. Consistently coaching and developing individual contributors and providing them effective guidance.

About the Role:

You will be responsible for recruiting, hiring, coaching and managing, the BDR team. The evaluation of Key Performance Indicators (KPI’s.) and addressing areas of concern for the underperformance of the KPI’s. One of the key components to the Sr Manager is inspiring team members to achieve their goals.

As Sr. Manager of Business Development, you will be leading and supporting your team members and collaborating with internal stakeholders. Your vision is to consistently improve the team and the department. Communication skills are paramount. Team building is an essential part of the role. You will lead by example, set clear and transparent goals, be consistent within the approach of coaching the team as well as holding team members accountable to performance. At a minimum, spend 1.5 hours daily listening to your team’s sales calls with key contacts in assigned prospect accounts.

Responsibilities:

+ Provide effective coaching opportunities to your Business Development Reps as needed. Utilize Sales and Marketing Automation tools to identify target opportunities your team should be focused on.

+ Design an effective competitive prospecting strategy to have your team follow so they can increase the penetration of UKG Solutions in your assigned team territory.

+ Hold team accountable to updating Salesforce.com after each contact in an account, providing updates not only to the sales opportunities, but also to data points including, but not limited to HCM vendors, employee counts, contact information, change in ownership, other affiliated businesses etc.

+ Ensure team effectively executes the lead qualification process for your field selling partners to increase their chances of engaging in a sales process to successful closure.

+ Minimally achieve team’s monthly assigned field quota as well as quarterly goals. Ensure you have established good working relationships with the outside sales leadership team, keeping them updated weekly on your teams’ progress.

+ Utilize all resources with emphasis on the inclusion of all Marketing and Sales Resources. Utilize salesforce.com and the marketing/sales automation tools to effectively manage expectations and performance.

+ Keep abreast of all competition and ensure you are keeping your team well informed and knowledgeable about the changing competitive landscape.

+ Communicate daily with Marketing partners and Inside Sales management and participate in all team meetings and conference calls. Suggest and implement improvements in the prospecting process.

+ Survey the market and internal processes and innovate and execute new programs, approaches to measuring performance and methodologies to improve throughout and conversion that others in the department want to adopt.

+ Be proactive in the career development and managing the performance of their team.

Basic Qualifications:

+ Quickly & effectively build quality Internal Relationships.

+ 4+ years in a successful people leader role

+ 4+ years’ experience in recruiting and hiring Business Development Reps

+ Prior experience effectively Training, coaching and developing business development reps.

Preferred Qualifications:

+ Monitor team performance by utilizing reporting and marketing tools to monitor and track metrics

+ Lead team to achieve BDR metrics

+ Manage work relationships and follow company policies to set a good example for the team

+ Identify team members strengths and development opportunities

+ Effectively approach challenges and conflicts in a positive manner to drive successful business outcomes

+ Effectively weigh all facts and data points to reach fair and equitable decisions.

+ Demonstrated examples of innovating significant process, methodology and measurement improvements.

+ Prior experience with CRM software and MS Excel

Company Overview:

UKG is the Workforce Operating Platform that puts workforce understanding to work. With the world's largest collection of workforce insights, and people-first AI, our ability to reveal unseen ways to build trust, amplify productivity, and empower talent, is unmatched. It's this expertise that equips our customers with the intelligence to solve any challenge in any industry — because great organizations know their workforce is their competitive edge. Learn more at ukg.com.

Equal Opportunity Employer

UKG is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, disability, religion, sex, age, national origin, veteran status, genetic information, and other legally protected categories.

View The EEO Know Your Rights poster (https://www.eeoc.gov/sites/default/files/2022-10/EEOC\_KnowYourRights\_screen\_reader\_10\_20.pdf)

UKG participates in E-Verify. View the E-Verify posters here (https://www.e-verify.gov/sites/default/files/everify/posters/EVerifyParticipationPoster.pdf) .

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Disability Accommodation in the Application and Interview Process

For individuals with disabilities that need additional assistance at any point in the application and interview process, please email [email protected] .

The pay range for this position is $102,300.00 to $147,050.00, however, base pay offered may vary depending on skills, experience, job-related knowledge and location. This position is also eligible for a short-term incentive and a long-term incentive as part of total compensation. Information about UKG’s comprehensive benefits can be reviewed on our careers site at https://www.ukg.com/about-us/careers/benefits

It is the policy of Ultimate Software to promote and assure equal employment opportunity for all current and prospective Peeps without regard to race, color, religion, sex, age, disability, marital status, familial status, sexual orientation, pregnancy, genetic information, gender identity, gender expression, national origin, ancestry, citizenship status, veteran status, and any other legally protected status entitled to protection under federal, state, or local anti-discrimination laws. This policy governs all matters related to recruitment, advertising, and initial selection of employment. It shall also apply to all other aspects of employment, including, but not limited to, compensation, promotion, demotion, transfer, lay-offs, terminations, leave of absence, and training opportunities.