Sales Development Representative Team Lead

Why Catalina? Catalina delivers omni-channel managed media solutions to our customers with a long-standing history of rich data assets, but our greatest asset is our people. Our guiding principles set the stage for winning in the markets we serve, and our potential is powerful.  When you join the Catalina team, you will be part of an inclusive environment that embraces flexibility, community involvement, work-life balance as well as opportunities to grow professionally.

The Opportunity

The Sales Development Representative, Team Lead role combines hands-on prospecting with team leadership to drive sales development. This player-coach position involves creating targeted prospecting lists, developing strategic sales approaches, and designing effective outreach campaigns. The Team Lead also focuses on onboarding and coaching SDRs, fostering a positive team environment, and continuously optimizing sales processes and metrics to ensure success. This role requires collaboration with Sales Directors and leadership to achieve business growth and meet performance targets.

• Utilize sales intelligence tools and Salesforce to create targeted prospecting lists of key decision-makers in the consumer-packaged goods industry, ensuring efficient and effective sales outreach.

• Use data sources and Catalina's internal insights tools to gain insights into client needs, creating compelling and effective outreach messaging that aligns with Catalina's solutions.

• Work closely with Sales Directors and leadership to develop strategic sales approaches based on insights into client challenges, opportunities, and new ideas for business growth.

• Design and implement outreach campaigns that address customer needs and align with Catalina's solutions, securing meetings with potential clients for the sales team.

• Leverage product knowledge and industry expertise to communicate Catalina's value proposition, address objections, and secure meetings with potential clients.

• Identify new sales opportunities through inbound lead follow-up, outbound cold calls, and email campaigns, routing qualified leads to the appropriate sales teams.

• Maintain and optimize the lead generation database in Salesforce, tracking and measuring outreach progress to avoid duplication of sales efforts.

• Cultivate a positive team environment through recognition, rewards, and teamwork, instilling core values that drive success.

• Deliver thorough onboarding for new hires, including training on prospecting techniques, CRM tools, and Catalina's messaging.

• Tailor coaching strategies to meet the individual needs of each SDR, ensuring personalized development and performance improvement.

• Attract and hire top-notch SDRs to maintain a high-caliber team, ensuring effective prospecting and lead generation.

• Monitor and analyze key metrics such as lead generation, meeting conversion rates, and individual SDR performance to identify areas for improvement, providing regular performance updates to senior management and making data-driven adjustments to outreach strategies.

Qualifications

• Bachelor’s degree in Business, Marketing, Communications, Sales, or a related field; or equivalent experience.

• 3-5 years of experience in a sales development role, preferably within the consumer-packaged goods industry.

• 2+ years in a team lead or supervisory role, demonstrating the ability to coach, mentor, and develop team members.

• Proficient in using sales intelligence tools and Salesforce for creating targeted prospecting lists and managing lead generation databases.

• Strong analytical skills to leverage data sources and internal insights tools to gain insights into client needs and opportunities.

• Ability to collaborate with Sales Directors and leadership to develop strategic sales approaches based on client insights and business growth opportunities.

• Experience in designing and implementing effective outreach campaigns that align with company solutions and address customer needs.

• In-depth knowledge of the company's products and industry to communicate value propositions effectively and address objections.

• Strong skills in identifying new sales opportunities through inbound and outbound efforts, including cold calls and email campaigns.

• Demonstrated ability to cultivate a positive team environment through recognition, rewards, and fostering teamwork, instilling core values that drive success.

• Experience in delivering comprehensive onboarding programs and personalized coaching strategies to develop SDR skills and knowledge.

• Ability to attract and hire top-notch SDRs to build and maintain a high-caliber team.

The intent of this job description is to describe the major duties and responsibilities performed by incumbents of this job. Incumbents may be required to perform other job-related tasks other than those specifically included in this description.

All duties and responsibilities are essential job functions and requirements and are subjected to possible modification to reasonably accommodate individuals with disabilities.

This position may be performed as a remote, work from home position.

About Catalina

Catalina is a leader in shopper intelligence and precisely targeted in-store, TV and digital media that personalizes the shopper journey. Powered by an unrivaled real-time shopper database and AI-optimized data science, Catalina helps retailers, CPG brands and agencies optimize every stage of media planning, execution and measurement to deliver more than $6 billion in consumer value annually. Catalina has no higher priority than ensuring the privacy and security of the data entrusted to the company and maintaining consumer trust. Catalina has operations in the United States, Costa Rica and Europe. To learn more, visit www.catalina.com or follow us on LinkedIn.

Catalina is committed to investing in, empowering, and retaining an inclusive community within our company. We are dedicated to hiring the best and brightest from all backgrounds, experiences, and perspectives. We believe that true innovation happens when everyone has a seat at the table and a voice to be heard. Our goal is to ensure that all our talented professionals are equipped with support, resources, and the opportunity to excel.

Catalina values your privacy and is committed to protecting your personal information. Please review our privacy policy which provides details on how we process the data you provided for job applications.

We are proud to be an EEO employer M/F/D/V. We maintain a drug-free workplace.

Total Rewards & Compensation

Catalina offers a comprehensive suite of benefit programs to support your health and well-being, professional goals, and financial security.

• Medical + Rx Plan Choices

• Dental & Vision Coverage

• Learning & Development Resources

• 401k with Matching Contributions

• Flexible Time Off

• Employee Wellness Initiatives

Compensation for the role will depend on several factors, including a candidate’s qualifications, skills, competencies, and experience.

#LI - Remote

#LI – BP1

Base Salary Range: $70,400.00 - $105,600.00