Manager, Business Development Representatives

Job description

ezCater is the leading food for work technology company in the US, connecting anyone who needs food for their workplace to over 100,000 restaurants nationwide. For workplaces, ezCater provides flexible and scalable solutions for everything from recurring employee meals to one-off meetings, all backed by ²⁴⁄₇ customer service with real humans. ezCater also enables companies to manage their food spend in a single, customizable platform. For restaurant partners, ezCater helps them grow their business by bringing them more orders and new high-value customers.  We’re backed by top investors including Insight, Iconiq, Lightspeed, GIC, SoftBank, and Quadrille.

As the Manager of Business Development Representatives at ezCater, you will play a crucial role in hiring, developing, and leading a team of Outbound Business Development Representatives. Your primary responsibility will be to enhance the team’s skills, processes, and tools to effectively call, email, and prospect leads, thereby building a robust pipeline for managed accounts. You will drive team performance to achieve key metrics, such as contacts prospected, leads qualified, customer calls completed, meetings scheduled, and opportunities created. You will develop and implement training programs focusing on email writing, objection handling, cold calling, and sales best practices to improve the team’s efficiency and effectiveness. Coaching your team to understand customer needs and guide them through appropriate next steps using their knowledge of ezCater solutions will be essential for successful prospect qualification. Collaborating with Account Executive Leaders to secure meetings with decision-makers in target accounts is a critical aspect of this role.

What You’ll Do:

• Develop and manage a team of outbound Business Development Representatives who call and email prospects to build leads and pipeline for managed accounts by leveraging outbound prospecting techniques.
• Lead your team to achieve all input and output goals including contacts prospected, leads qualified, customer calls completed, meetings scheduled, and opportunities created.
• Train reps on email writing, objection handling, cold calling, and sales best practices.
• Drive the successful qualification of prospects by coaching your team to understand customer needs and use their knowledge about ezCater solutions to guide appropriate next steps.
• Partner with Account Executive sales leaders to multi-thread into accounts, securing meetings with prospective decision makers in target accounts.
• Demonstrate excellent time-management skills and the ability to work independently while using centralized resources, policies and procedures.
• Work with other sales team members to ensure opportunities are understood and next steps are clearly defined via discovery and qualification calls.
• Accurately track activity and develop pipeline using a CRM, with the ability to leverage self-service reporting tools.
• Streamline and/or eliminate excess processes, hold partner teams accountable for improvement, reduce dependencies and eliminate problems that stifle innovation or cause customer dissatisfaction.
• Represent ezCater at various customer-facing events, including but not limited to industry-focused conferences, tradeshows or other general opportunities.
• Other duties and responsibilities as assigned.

What You Have:

• 3+ years relevant leadership experience, with demonstrated experience leading Business Development teams or 6 years Sales experience.
• Experience using analytical, sales, and productivity tools including Salesforce (or other CRM) and G-Suite.
• Experience selling to Enterprise or Fortune 1000.
• Experience leading a team to achieve and exceed assigned targets.
• Experience defining program requirements and using data and KPIs to determine improvements and identify opportunities.
• Comfortable with “hands-on” management of tasks, and proven ability to manage multiple, competing priorities simultaneously.
• Willingness to prospect with your team.

The national cash compensation range for this role is a base salary of $105,000 with a variable component of $70,000 for an on target earnings of $175,000 per year*

*Please note: Final offer amounts are determined by multiple factors, including prior experience, expertise and region & may vary from the amount above. This range does not represent additional compensation benefits (such as equity, 401K or medical, dental or vision insurance).

Please have fun with the Cover Letter portion of the application! It does not need to follow “traditional” cover letter guidelines - we would love for you to write 150-500 words explaining why you are interested in ezCater and the role, and highlighting anything else you think we should know!

ezCater does not sponsor applicants for work visas or legal permanent residence.

What You’ll Get from Us:

You’ll get a terrifically compelling experience in an innovative, high performing environment. You’ll get to work with engaged and passionate colleagues on challenging and impactful projects. You will have opportunities to grow in your career, and work in a  place that values work/life harmony.

Oh, and you’ll get all this: Market competitive salary, stock options that you’ll help make worth a lot, 12 paid holidays, flexible PTO, 401K with ezCater match, health/dental/FSA, long-term disability insurance, mental health and family planning resources, remote-hybrid work from our awesome Boston office OR your home OR a mixture of both home and office, a tremendous amount of responsibility and autonomy, wicked awesome co-workers, Relish (and many more goodies) when you’re in our office, and knowing that you helped transform the food for work space.

ezCater is an equal opportunity employer. We embrace humans of every background, appearance, race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, and disability status. At the same time, we do not employ jerks, even brilliant ones. Following a conditional offer of employment, ezCater may require a background check.

For information on how ezCater collects and uses job applicants’ personal information, please visit our Job Applicant Privacy Policy.

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