BDA Sales Coach

BDA • Highland Park, IL

4d • Hybrid

About The Position

BDA is seeking a Sales Coach to serve as the 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 conducts weekly 1:1 coaching sessions with each assigned rep, diagnoses performance issues, holds reps accountable to defined behavioral standards, and works within BDA's proprietary Revenue Coaching Operating System (RCOS). The coach reports to the BDA Principal and works closely with the client's regional sales directors. This is a coaching role, not a sales role. The ideal candidate is someone who has led and developed sales teams, who thrives on holding people accountable, and who can diagnose the difference between a skill problem, a will problem, and a fit problem — and act accordingly.

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. We will ask for specific examples.
• Strong CRM fluency — you should be comfortable navigating, pulling reports from, and troubleshooting CRM systems without assistance. HubSpot experience preferred but not required.
• The ability to diagnose performance problems at the rep level using data, direct observation, and coaching conversation — not gut feeling alone.
• A track record of reps you've developed who went on to succeed, and reps you identified early as poor fits and acted on.
• Comfort with technology, video coaching, and remote work. This role is conducted primarily via video with periodic in-person field visits.
• Willingness to learn BDA's proprietary methodology and coach within it. You don't need to know our system — you need to be the kind of person who masters a system quickly and applies it with judgment.
• Figure-It-Out Factor: 70+ — the ability to independently solve problems, learn new systems, and adapt to unfamiliar situations is non-negotiable in this role.
• Supportive Buy Cycle: 60+ — the coach must not sympathize with avoidance, delay, or "think it over" behavior in reps.
• Consultative Selling: 65+ — the ability to ask tough, diagnostic questions and listen actively is the core skill of this role.
• Building Trust: 60+ — reps must experience the coach as someone worth opening up to.
• Sales Technology: 60+ — CRM is central to the coaching process and cannot be a development area.
• Comfortable Discussing Money: 60+ — revenue conversations are constant; discomfort derails coaching.
• Scoring Confidence: Adequate or above — the assessment must reflect honest, consistent responses.

Nice To Haves

• 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 every session by reviewing the rep's prior-week activity, pipeline movement, and deal progression — never enter a session without a data-informed agenda.
• Open each session with follow-up on the prior week's commitment. If the commitment wasn't met, that becomes the session.
• Diagnose underperformance using the Skill-Will-Fit framework and apply the appropriate coaching response for each diagnosis.
• Categorize every rep as Performing, Developing, or On Notice, and calibrate coaching intensity accordingly.
• Elicit specific, verifiable commitments from reps at the close of every session — what behavior, how many, by when — and follow up the next week.
• Have hard conversations when the data calls for them. Confront gaps directly, specifically, and without avoidance.
• Maintain fluency in the client's CRM (currently HubSpot) at a level sufficient to pull any rep's activity data, pipeline status, or revenue numbers independently and in real time.
• Track and report on leading behavioral indicators — activity volume and quality, pipeline coverage ratios, conversion rates between stages, deal velocity — not just revenue.
• Identify reps whose CRM data does not match observed behavior and investigate discrepancies.
• Provide weekly coaching summaries to the BDA Principal with rep-level status, key concerns, and recommended actions.
• Learn and coach to BDA's Revenue Coaching Operating System within the first 30 days. The methodology is structured and teachable; your job is to master it and apply it with coaching judgment.
• Understand the full sales lifecycle used by the client — prospecting, pain discovery, at-the-desk meetings, agreement signing, kickoff, farming — at a level sufficient to diagnose where reps are breaking down.
• Participate in ongoing development of BDA's coaching methodology and contribute field-level insights that improve the system.
• Build productive working relationships with the client's regional sales directors and operations leaders while maintaining clear boundaries about BDA's coaching scope.
• Represent BDA professionally in all client interactions. You are an extension of BDA's brand and methodology.
• Surface client feedback, emerging issues, and opportunities to the BDA Principal promptly.

Benefits

• Base salary: $75,000 - $95,000 depending on experience.
• BDA provides methodology training, coaching tools, AI-assisted coaching signal system, and ongoing development support.
• Initial 30-day onboarding focused on BDA methodology, client systems, and rep portfolio familiarization.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed