CEB - Account Director - Human Resources - IIM/XLRI/TISS

Job Summary:

- The Account Director will be responsible for engaging and serving CEB clients and through the service process ensure the clients use CEB research & best practices to take business decisions and increase their function’s effectiveness.

- The role will also involve growing CEB’s India business and for ensuring client delivery through our scalable business model.

- The role reports to the India leader for Commercials & Client Solutions, as part of the Asia Pacific region.

- The role will provide the opportunity to establish relationships with prospective executive-level clients, discuss cutting edge strategic issues with progressive companies, and manage the renewals & cross-sell process through the attainment of quarterly and annual revenue goals.

Responsibilities include:

- Discuss cutting edge strategic issues with an executive/ CXO level audience

- Understand the business terrain and related problems that these executives face, demonstrate comprehensive understanding of CEB services, and effectively articulate the CEB value proposition to solve these problems via our solutions suite

- Set up & support key service interactions & follow ups with existing clients – Develop & execute service plans, provide high quality solutioning to clients.

- Able to conduct content based onsite meetings with ability to walk clients through specific CEB products

- Conduct phone-based and live service visits with senior executives and their teams to articulate our business model and value proposition, and ensure the CEB program is well positioned and aligned to their requirements.

- Ensure the clients research requirements are met and ensure attendance in topic based teleconferences and webinars conducted on an ongoing basis

- Convert senior executives from prospective to active members through a consultative cross-selling approach

- Partner and coach a member support staff member as they support scheduling activities and work on visit scheduling campaigns to drive continued engagement

- Ensure that the client is effectively supported through multiple service and research products from CEB

- Oversee revenue process, compliance & operations for the assigned portfolio

Successful candidates will possess:

- 7-9 years of HR research / Client services or Key account management / Advisory services experience with a proven track record of success, preferably in Research & Consulting environment.

- Exposure and deep understanding of different kinds of research and analytic products.

- Desire to succeed in a quota driven, commercial research environment for a high-growth, global company.

- Demonstrated history of meeting personal and team monthly, quarterly, and annual financial goals,

- Excellent presentation, writing and negotiation skills, ability to create and deliver convincing arguments,

- Strong interpersonal skills, able to build rapport and credibility quickly with an executive (CXO) level audience,

- Superior time management skills and strong attention to detail,

- Solid grounding in business concepts and dynamics,

- High levels of commercials & service orientation

- Intellectual curiosity and excitement about selling & serving a research based product

- Willingness to travel (50+%)

Note- We are looking at candidates from IIMs, XLRI, TISS, SIBM.

Saswati