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Senior Account Manager (KSA)

CEB

5 - 10 years Dubai - United Arab Emirates

Any Nationality


, Posted on March 9, 2018 1 Opening

Job Description

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Key Accountabilities:
Client development
Manages a portfolio of Top and High Potential accounts.
Initiates and develops strong business relationships with Senior Directors, HR and critical line management across the client organizations.
Develops and uses (external and internal) network to generate business.
Generates leads through a high level of activities including professional networking and cold call techniques (in person & via telephone).
Prepares effectively, and researches customers in advance of calls or meetings, to engage effectively.
Demonstrates preparedness and credibility- fast using insight-led sales techniques
Achieves detailed understanding of the client s most important business and talent needs through skillful probing.
Paints a client-centric vision of value by effectively positioning our recommendations and capabilities in the client s context.
Gains client s agreement on timeframes and next steps to advance the close.
Drives the sales close by navigating roadblocks, identifying decision processes and leveraging urgency drivers.
Owns and directs account plans which demonstrate the activities required to increase account penetration and proposition adoption.
Promotes and drives customer satisfaction.
Delivery
Delivers sales presentations to high-level executives such as CHRO, HRD, BU Leaders & C levels.
Owns and directs account plans which demonstrate the activities required to increase account penetration and proposition adoption.
Creates innovative proposals and client led solutions around the employee lifecycle and from board level to floor.
Ensures implementation of subscription contracts for recurring needs.
Leverages organizational resources to fulfill client needs.
Follows up project management activity and liaises with consultancy resources and appropriate functional experts to ensure the highest quality delivery of client projects.
Leads RFP responses and bid teams.
Manages relationship with the necessary 3rd party providers to maximize revenue.
Deals with all aspects of campaigns and ensures follow-up.
(Over) achieves sales metrics and targets.
Core skills and content development
Is an expert in all core selling areas.
Develops, applies and shares specialist content knowledge.
Knowledge management, including:
Keeping abreast of market trends and evolving client needs.
Ensuring leverage and re-use of knowledge.
Maintaining own knowledge of new and existing solutions, services, products including all new delivery mechanisms along with proactive professional development based on priorities agreed in personal development plan.
Internal administration, including:
Accurate use of Salesforce (for client management, opportunity management, forecasting and invoicing) aligned with summit processes.
People development
Is a mentor for less experienced colleagues and a Sales Challenger role model.
Company representation
Increases and continually promotes the SHL Talent Measurement from CEB brand in the market.
Act as a business owner and builds and grows your own business.


Industry Type : IT - Software Services
Functional Area : Accounts / Taxation / Audit / Company Secretary

Desired Candidate Profile

Knowledge/Skills/Professional Requirements:
Skills:
Understand and believe in the value of Talent Measurement in strategic human capital solutions
Strong networking and negotiations skills
Ability to manage multiple commercial processes
Forecast with precision
Strong business acumen
Excellent verbal and written communication skills
Must be professional, diplomatic, personable and reliable
The ability to build business relationships at a senior level
Ability to use internal influence to ensure that the full capabilities of CEB are brought to bear in serving our clients
Excellent business English and local languages as required
Mentoring skills
Experience
5 to 10 years Successful sales/ key account management experience: including proven experience in high level negotiations
Solution Solutions Sales experience, ideally from a Consulting or Business Services background
Demonstrated ability to serve in a role with revenue responsibility and able to meet monthly, quarterly and annual financial goals
Ideally experience selling to HR and/or C Level, with strong current network
Preferably a Bachelors or Masters in human resources, or business-related discipline

Keywords

Key account management RFP Consulting Client management Project management Analytics HRD Salesforce Penetration Business services

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CEB


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