Manager, Account Development Representatives

Position Summary:

The ADR Manager will be responsible for planning and executing our inbound and outbound demand generation strategy for the ADR Team. Reporting directly to the Sale Lead, the ADR Manager will work closely with individual contributors on the ADR team to ensure delivery on sales activity targets, pipeline generation targets, and lead conversion targets.

Key Responsibilities

• Develop entry-level personnel from sales novices to sales experts within an aggressive time frame
• Coach and lead ADRs on lead generation strategies to secure meetings with prospective customers in Pharma, Academia and Government
• Work closely with assigned Account Executive to maximize outreach and TAM, including tactics and tracking metrics
• Training ADR team members on a defined sales methodology and monitoring compliance with the same
• Continuous coaching and feedback with ADR team members on activity plans, sales acumen, industry acumen, business acumen, presentation skills, written and verbal communication skills
• Lead career development planning and coaching with ADR team members to ensure they are making steady progress towards their future career goals
• Assist Sales Enablement in the production and delivery of key onboarding and enablement assets
• Manage ADR team members to key performance indicators, such as pipeline generation targets, call targets, and meeting targets

Required Experience

• Experience in sales, sales coaching, and a demonstrated understanding of sales strategy
• Experience in effective sales training
• Strong leadership skills, with the ability to drive accountability to results and inspire high performance among direct reports
• Highly organized and entrepreneurial, with the ability to work independently on multiple projects in a fast-paced, high-pressure environment
• Exceptional communication and presentation skills, particularly at the executive level
• Experience in developing relationships with sales professionals and sales executive leadership
• Familiarity with blended learning, virtual classroom technologies, and other essential sales enablement technologies and coaching best practices
• Demonstrated ability to effectively assess needs, recommend solutions, design, deliver, and measure the results of sales enablement initiatives and programs
• Strong organizational skills and interpersonal skills
• Demonstrated experience with Salesforce CRM
• Effective use of standard MS office suite: Word, Excel (basic analysis & pivot tables), PowerPoint
• Prior experience working in or selling within acute or long-term post-acute markets

Nice to Have

• Experience with Salesforce CPQ, SalesLoft, and LinkedIn Sales Navigator considered an asset
• Financial acumen (ability to interpret P&L, explain ROI, evaluate capital investments) considered an asset

$100,000 - $110,000 a year

At PointClickCare, base salary and commissions are among the many components that make up our total rewards package. The CAD on target earnings range (base salary + commissions) for this position is $100,000 - $110,000 + benefits. Our ranges are determined by job and level. The range displayed on each job posting reflects the target for new hire salaries for the position across all Canadian locations. Within the range, individual compensation is determined by job-related skills and knowledge, relevant experience including professional and lived experience, and/or work location. Your recruiter can share more information about our total rewards package during the hiring process.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.