Business Development, Account Executive

GP Strategies   •  

Columbia, MD

Industry: Professional, Scientific & Technical Services

  •  

Less than 5 years

Posted 78 days ago

This job is no longer available.

Business Development, Account Executive GP Strategies Corporation (NYSE: GPX) is a global performance improvement solutions provider of training, sales enablement, management consulting and engineering services. GP Strategies’ solutions improve the effectiveness of organizations by delivering innovative and superior training, consulting and business improvement services, customized to meet the specific needs of its clients. Clients include Fortune 500 companies, across most major industry verticals. The GP Strategies Business Transformation Solutions segment is a leading provider of human and operational performance improvement solutions that help employers maximize the return on their investments in people, processes, technology, knowledge, and customers. The Business Transformation Solutions segment is currently looking for an Account Executive.

JOB SUMMARY

Responsible for developing and executing the strategic direction of key GP business development initiatives within an assigned geographic territory and/or named account list. Responsible for full range of business development activities, including but not limited to:

  • Identifying, establishing and developing relationships with executive client decision makers
  • Leading GP sales pursuit teams for any given sales opportunity
  • Contributing to proposal development process and pricing strategies
  • Effective development and management of assigned territory and/or named account list
  • Consistent attainment of assigned quarterly and annual sales targets
  • Lead generation (including cold calling and lead nurturing and follow ups), pipeline development and management
  • Management of proposals and contractual paperwork with customers and management of negotiation and deal closure processes
  • Key focus for this role will be direct sales of learning and organizational performance solutions aligned to the following areas: digital learning strategies and services, strategic learning consulting services, and sales enablement

  • ESSENTIAL DUTIES AND RESPONSIBILITIES
  • Must be a self-starter, resourceful, and be able to effectively manage multiple tasks at any given time
  • Effective at time management and prioritizing work load
  • Able to establish meaningful relationships with executive client decision makers
  • Can quickly come up to speed on and effectively represent GP Strategies’ service portfolio to customers
  • Can effectively conduct executive level client interactions (consultative conversations, manage effective meetings, conduct value add follow up activities, etc.)
  • Effectively manage and develop assigned territory and/or named account list (accounts; opportunities; prospects, etc.)
  • Lead Generation – Account Executive will be responsible for generating 70% of his/her leads
  • Effectively manage all phases of the sales cycle
  • Responsible for successfully and consistently attaining assigned quarterly and yearly sales objectives
  • Lead the development and implementation of a business/marketing plan which details strategies, key results to be achieved, and actions required to effectively achieve stated sales objectives
  • Responsible for new logo/client acquisition within assigned sales territory
  • Responsible for existing account growth and development. Including, but not limited to, identification of new services and expansion opportunities
  • Manage and develop executive relationships with clients and prospective clients
  • Generate, manage, maintain and achieve GP’s standard sales pipeline objectives in support of stated sales objectives
  • Able to proactively seek assistance and guidance from the GP sales support team, as appropriate.
  • Can effectively leverage and utilize industry standard sales tools and technologies (CRM, MS Office suite, etc.)

  • EDUCATION/ EXPERIENCE REQUIRED
  • Bachelor’s degree; Master’s degree/MBA highly desired
  • Minimum of 3-5 years’ experience with DIRECT sales of professional learning and performance services (not products or product specific services) related to strategic learning and professional consulting services
  • Learning & development industry experience highly preferred
  • Must demonstrate consistent quota attainment of $2.5+ million of consulting services per year
  • Must demonstrate ability to manage and grow a sales territory through lead generation, new client acquisition and account expansion
  • Consultative sales background
  • Strong direct ("Hunter") sales experience
  • Remote, Work from Home opportunity
  • Applicants should be willing to travel on a weekly basis and should anticipate 75% travel on average
  • Computer skills including MS Office: Word, Excel, PowerPoint, SharePoint and CRM software.