CEB - Account Director

Purpose :

Overall purpose of the position is to contribute to CEB's SHL Talent Measurement Solutions revenue from Southern Region through sales of product and services to strategic and enterprise customers who contribute significantly to the business.

In order to achieve this, the Account Director (AD) should:

- Understand CEB SHL Talent Measurement Solutions- business, products and services

- Provide customers with exceptional service

- Make a strong and positive impression on existing and prospective clients, fostering positive relationships at all levels, particularly senior management levels

- Understand our clients- business challenges and appropriately align CEB SHL's solutions to help achieve their goals

- Promote CEB SHL's values of professionalism, integrity, ethics and quality in all client communication

- Develop and maintain strong internal working relationships

Responsibilities:

Business Development - Weight age 90%

Approximately 90% of the AD's time will be taken up with activities that directly result in profitable business growth aligned to CEB SHL's strategic focus. The role requires the AD to establish the client needs, create a desire to buy, present appropriate solutions, complete the sales process and realise payment. This requires the AD to be competent in the following six areas:

Identification of potential customers in Strategic and Enterprise segments and identification of their needs and alignment of CEB SHL Products and Services that can effectively meet these needs

- Identify and research appropriate customers for CEB SHL products and services

- Develop and build relationships and partnerships with target customers

- Identify customer needs that can be met by CEB SHL products and services

- Propose relevant solutions to meet customer needs and

- Sell products and services that ensure growth and profitability

Customer Service - To maximise client satisfaction

- Be responsive to customers- needs

- Build and retain customer trust

- Actively seek feedback from clients to ensure continuous improvement

- Proactively find solutions to address client challenges

Sales - To achieve/exceed budget for financial year

- Prepare sales targets in line with overall annual budgets

- Convert initial leads into sales

- Work collaboratively with consultants for delivering solutions to clients

- Apply optimal pricing structures for both the client and SHL

Marketing - To effectively promote CEB SHL's products and services

- Take initiative through all actions to increase market share, brand recognition and company profile

- Leverage sales and marketing campaigns for targeted clients, industry sectors or specific products, as required

- Represent the Company through external networks, exhibitions and conferences

- Scan the market for competitor offerings that CEB SHL should be aware of, and share this internally

Financial - To contribute to profitability

- Ensure collection of accounts receivables as per credit terms

- Adhere to pricing policies and ensure that sales targets are achieved at planned price levels

- Monitor costs incurred in the sales process to ensure that budgeted costs are not exceeded

Business Systems and Processes

- Comply with all internal staff protocols (eg. Leave forms, sales forecast reporting etc)

- Ensure that Sales and CRM systems (e.g. SFDC) are maintained meticulously

- Make recommendations for new & improved changes to existing protocols and procedures

Organisational & Self-Development - Weight age 10%

Approximately 10% of the AD's time will be spent developing capabilities in effective sales techniques and processes in order to sustain and grow CEB SHL's business, whilst still contributing to the continuous improvement of CEB SHL. This may be achieved through attendance at specific workshops, on the job coaching or more formal development programmes. Specific responsibilities include:

People:

- To operate as an effective team member

- To take opportunities to work with a broad range of staff to enhance professional relationships

Self:

- To achieve personal development plans (based on set KPIs)

- Prepare appropriate professional development plans for self and provide inputs into the development of sales skills for others, as required

- Actively seek opportunities to extend professional knowledge and experience

- Actively seek opportunities to be integral member of various internal projects

Key Competencies Required:

- Persuading and Influencing

- Makes a strong impression on others

- Gains clear agreement and commitment from others by persuading, convincing and negotiating

- Promotes ideas on behalf of self or others

- Makes effective use of political processes to influence and persuade others

- Presenting and communicating information

- Speaks clearly and fluently

- Expresses opinions, information and key points of an argument clearly

- Makes presentations and undertakes public speaking with skill and confidence

- Responds quickly to the needs of an audience and to their reactions and feedback

- Delivering results and meeting customer expectations

- Focuses on customer needs and satisfaction

- Sets high stands for quality and quantity

- Monitors and maintains quality and productivity

- Works in a systematic, methodical and orderly way

- Consistently achieves goals

- Planning and organising

- Sets clearly defined objectives

- Plans activities and projects well in advance

- Manages time effectives

- Identifies and organises resources needed to accomplish tasks

- Monitors performance against deadlines and milestones

Other competencies: Writing and reporting; Working with people, Achieving personal work goals and objectives; Relating and networking; Coping with pressures and setbacks.

Qualifications and Experience:

- About 8 to 10 years of work experience

- 5+years- experience in corporate sales

- Demonstrated success in relationship building with senior managers in customer organisations

- Demonstrated success in sales with personal sales targets

- MBA or PGDM in HR from a reputed University, Institute