CEB - Account Director - Sales

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

Business Development:

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 maximize 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

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 organizations

- Demonstrated success in sales with personal sales targets

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

CEB, the leading member-based advisory company, equips more than 10,000 organizations around the globe with insights, tools and actionable solutions to transform enterprise performance. By combining advanced research and analytics with best practices from member companies, CEB helps leaders realize outsized returns by more effectively managing talent, information, customers and risk. Member companies include approximately 85% of the Fortune 500, half the Dow Jones Asian Titans, and nearly 85% of the FTSE 100.

Named one of Forbes most innovative growth companies in 2014, CEB is hiring experienced professionals and early careerists within a variety of fast-paced and intellectually stimulating career paths. Learn more about our global opportunities at cebcareers.com.

For more information on other exciting opportunities, please visit our Careers page.

CEB is an Equal Opportunity Employer.