SCOPE LEAP leads the world in the development and sale of cloud based legal practice management software for small law firms on a Software as a Service (SaaS) model.We employ more than 300 people, have offices in the USA, Australia and the UK with more than 12,000 law firms using our software worldwide. We are seeking a Lead Generation Manager to join our highly motivated, high velocity and growing sales team in NYC.LEAP will provide you with the best training, equipment, mentoring and support in order for you to be successful.We employ people who are smart and can get things done.POSITION The ideal candidate is self-motivated and target orientated. A strong and passionate team leader with a talent for building, training and driving high performance teams to deliver targets. With a strong emphasis on people coaching, mentoring and career development as well as creating a working environment to encourage originality and innovation.As the Lead Generation Manager you will lead and motivate the Lead Generation team to handle a large volume of daily outbound interactions, through online and phone channels, to qualify, educate and access potential customer's needs connecting them with the client sales team.This is a great opportunity for anyone looking to forge a successful career in managing a highly effective sales team. You will receive the highest level of mentoring and sales training to ensure you have all the tool necessary to lead a team of sales champions.An understanding of the legal profession will be an advantage but not essential as we have an extensive induction and training program. Your never give up attitude is what we are really focused on.REPORTS TO Senior VP of SalesRESPONSIBILITIESDaily Pipeline Management Activity, including Call Volume, Quality Conversations, Follow-up Conversations, Internal Dialogues, and Opportunity Advancing Phone Calls.The PM manager will also analyze and manage Lead Development Pipeline, Qualified/Converted Leads/Opportunities, Pipeline Velocity, Percentage of Leads Rejected, Leads Closed/Won, and Opportunities.Consistency of maintaining, updating, coaching, monitoring and communicating within Salesforce.Consistency leveraging dashboards and pipeline metrics to reveal the need to accelerate, advance, or un-stick opportunities within the pipeline.Ability to balance, outbound, communications, and campaign activity.Leadership, professionalism, desire to learn, and willingness to contribute to continuous improvement.Guide and direct campaign-related activity to maximum efficiency by placing a consistent flow of leads into the pipeline after appropriate qualification, and guiding those leads to a demonstration using CRM metrics and dashboards.Work with senior management to set agreed upon phone calls per day to support demand-developing and lead generation goalsInitiate an agreed upon daily number of opportunity-advancing customer calls, helping progress customer interest forward to the next opportunity development stage.Work with New Business Sales Managers to optimize the flow of leads based on average opportunity size, pipeline velocity, and diary management; maintaining an appropriate lead generation pipeline to support the continuous flow of new opportunities to sales.Manage Customer Contact, Prospects, Account, and Opportunity information inside the CRM with a high-level of consistency and influence other users do the same.Proactively engage with key internal staff to receive feedback on lead quality and campaign progress.Responsible for the management and development of a team of Lead GeneratorsResponsible for the overall organization and performance of the TeamEnsuring that all SLA’s & KPI’s are achieved on time and on budgetKEY SELECTION CRITERIA Must have at least 5 years of management experience in B2B salesAn established track record of leading efforts associated with the planning, creation, execution and optimization of lead generation teamsExcellent communicator, writer and creative thinker with the ability to inform all decisionsIn-depth knowledge of Salesforce is a must as is the ability to identify changes needed in the database structureForecasting. Must be able to deliver short term and medium term forecasts and able to identify trends and patternsKnowledge: A deep understanding of product positioning, promotion is neededCall Centre Management experience is desirable as the role will require developing a team of Lead Generators into a world class unitChange Management experience is desirable as the role will require a knowledge of building and executing new business processes to constantly improve the efficiency of the teamSALARY PACKAGE & BENEFITSCompetitive base salary & generous commission structureMedical, Dental & Vision401K plus matchCulture driven workplace
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