Job Description
Responsibilities Of Position
Full-service human resources consulting business development, marketing and direct sales to employers including but not limited to communication, health and productivity, compensation, retirement, global technology & delivery, and HR administration solutions. Accountable to specific quarterly and annual re-occurring revenue (ARR) and non-re-occurring revenue (NRR) human resources consulting sales quotas. The New Logo Director (NL) will develop and execute a consultative sales strategy partnering closely with market and practice leaders to drive profitable growth in new logo business in the middle and large market segments and within assigned “named” prospects.
Requirements/Skills Sought (years Of Experience, Education, Certification, Etc.)
• 10 plus years, proven success working within a ‘consultative professional services culture’.
• Industry specific sales experience in the Human Resources, benefits brokerage and/or insurance consulting/administration industries required.
• College degree, advanced computer and presentation skills are necessary.
• Overall interest and understanding of what it takes to be successful in a high-performing, public company including forecast accountability.
• Superior organization skills, detail orientation, initiative and oral/written communication skills.
• The ability to influence others and work with diverse individuals in a fast-paced environment.
• A positive attitude, enthusiasm along with superior references specific to sales strategy execution and results.
Key Success Factors (specific Expectations)
• Create sales plan that will identify innovative strategies and creative tactics to grow market share, set Buck Consultants apart from its competition and acquire new logos within the West region
• Developing and building relationships with the key HR buyers at mid-size and large corporate employers and public sector organizations
• Plan will include analysis of key accounts, market segments and specific target lists/activities that will lead to closed sales. Coordination and relationships with key region leadership will be essential to success. The NL representative will be held accountable to the agreed upon strategies and tactics and will ensure their timely and effective execution.
– Qualification Of Opportunities And High Growth Market Segments
– Opportunity strategy and client research through Business review process
– Pipeline and opportunity reporting/management
• Lead RFP/proposal process end-to-end to ensure a quality response to position Buck to earn profitable new business
• Facilitate meeting/finalist preparation for all opportunities in conjunction with sales and market leadership
• Execute SOX compliant (finance approved) contracts for new and add-on business
• Key Metrics include: sales activity, closed sales, close ratio
This individual will need to quickly gain credibility within the Buck organization and the marketplace, using the skills outlined above to influence, engage and motivate others to grow the business and promote the Buck brand. This market-facing role will be representing Buck within our parent organization, Xerox. Building credibility, trust and professionalism are key factors in the success of the position. Frequent travel, flexibility and the ability to perform in remote environments are also critical to the success of this position.
Wednesday, October 07, 2015
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