BDA Sales Coach

BDA, Inc•Highland Park, IL

6d•$75,000 - $95,000•Hybrid

About The Position

Business Development Associates (BDA) is seeking a Sales Coach to serve as an embedded coaching resource for a major client engagement in the restoration industry. This role is responsible for the ongoing development, accountability, and performance management of a team of approximately 30 Business Development Managers across multiple regions. The Sales Coach will conduct weekly 1:1 coaching sessions with each assigned representative, diagnose performance issues, hold representatives accountable to defined behavioral standards, and work within BDA's proprietary Revenue Coaching Operating System (RCOS). The coach reports to the BDA Principal and collaborates closely with the client's regional sales directors. This is a coaching role focused on developing sales teams, identifying performance issues (skill, will, or fit problems), and driving accountability.

Requirements

5+ years of direct sales management experience with responsibility for developing, coaching, and holding accountable a team of salespeople.
Demonstrated ability to confront underperformance directly and manage people out of roles when necessary.
Strong CRM fluency, comfortable navigating, pulling reports from, and troubleshooting CRM systems without assistance.
Ability to diagnose performance problems at the rep level using data, direct observation, and coaching conversation.
A track record of developing reps who succeeded and identifying and acting on poor fits early.
Comfort with technology, video coaching, and remote work.
Willingness to learn BDA's proprietary methodology and coach within it.
Minimum thresholds on Objective Management Group (OMG) sales assessment: Figure-It-Out Factor: 70+, Supportive Buy Cycle: 60+, Consultative Selling: 65+, Building Trust: 60+, Sales Technology: 60+, Comfortable Discussing Money: 60+, Scoring Confidence: Adequate or above.

Nice To Haves

HubSpot experience preferred.
Experience in the restoration, insurance, property management, or adjacent service industries.
Experience coaching or managing early-career salespeople (0-2 years of experience) through structured ramp programs.
Familiarity with consultative selling methodologies and structured sales processes.

Responsibilities

Conduct weekly 1:1 coaching sessions with each assigned rep, anchored to CRM data, sales plan progress, and defined behavioral milestones.
Prepare for each session by reviewing the rep's prior-week activity, pipeline movement, and deal progression, using a data-informed agenda.
Open each session with follow-up on the prior week's commitments, addressing unmet commitments as the primary focus if necessary.
Diagnose underperformance using the Skill-Will-Fit framework and apply the appropriate coaching response.
Categorize each rep as Performing, Developing, or On Notice, and adjust coaching intensity accordingly.
Elicit specific, verifiable commitments from reps at the close of every session (behavior, quantity, deadline) and follow up the next week.
Conduct direct and specific conversations about performance gaps when data indicates.
Maintain fluency in the client's CRM (HubSpot) to independently pull rep activity data, pipeline status, or revenue numbers.
Track and report on leading behavioral indicators such as activity volume and quality, pipeline coverage ratios, conversion rates between stages, and deal velocity.
Identify and investigate discrepancies between reps' CRM data and observed behavior.
Provide weekly coaching summaries to the BDA Principal detailing rep status, key concerns, and recommended actions.
Learn and coach BDA's Revenue Coaching Operating System within the first 30 days.
Understand the client's full sales lifecycle (prospecting, pain discovery, meetings, agreement signing, kickoff, farming) to diagnose breakdown points.
Participate in the ongoing development of BDA's coaching methodology and contribute field-level insights.
Build productive working relationships with the client's regional sales directors and operations leaders, maintaining clear boundaries regarding BDA's coaching scope.
Represent BDA professionally in all client interactions.
Promptly surface client feedback, emerging issues, and opportunities to the BDA Principal.