Arrowhead Talent Solutions is helping a large HR Consulting company find an HR Sales Consultant (Client Executive) in greater Richmond VA market.
SummaryThe role is responsible for developing new Human Resource Consulting (HRC) business opportunities, closing sales to achieve established annual sales goals, assisting in the creation of new service opportunities, assessing client needs, designing and implementing solutions to meet or exceed specified engagement results, facilitating and supporting account management activities and contributing to shared knowledge across the team that collaboratively connects the team to colleagues and information. The Client Executive works closely and in partnership with colleagues and Marketing team to identify and cultivate leads, as well as with client management and service teams to effectively and strategically service and retain clients.
As a brand ambassador, the Client Executive contributes to innovation and the advancement of existing solution capabilities, including cross sales referrals to other company products and services.
Essential Duties and Responsibilities- Identify, prospect, and close new business via networking sources and organic prospects. Establish and develop referral sources, attend association events and meetings, and nurture vendor relationships to drive sales. Expected to meet quarterly and annual revenue goals.
- Partner with marketing liaisons to seek out, develop and execute opportunities that support new business development and client retention activities to include participation in sales campaigns, presentations, webinars, articles, blog posts, collateral, trainings, whitepapers, alerts and public speaking opportunities. Pursue opportunities to provide thought leadership, education and HR expertise that grows the company's regional and practice brand awareness.
- Work closely with colleagues to strategically identify, nurture and cultivate prospects and new markets for solicitation of new business. Proactively learn and promote services.
- Educate prospects on business trends, compliance, products evolution, and company value proposition, with the intent to bolster client retention and facilitate prospective new HRC sales. Respond to prospect inquiries and facilitate a successful sales process with clear priorities, determine services and appropriate service plans.
- Foster and work closely with HRC colleagues to ensure high client satisfaction, improve services and supportive processes. Meet annual sales goals and lead efforts to develop HRC products and services.
- Create proposals and respond to Requests for Proposal (RFPs). Negotiate agreement terms with Principal approval that meet margin requirements and lead to successful outcomes for clients, colleagues and company. Manage a sales pipeline documenting activities in CRM technologies.
- Proactively seek ongoing knowledge expertise in the HR environment as well as general business trends and practices; share expertise with others. Use knowledge to respond to prospect questions and strategize HR solutions to meet their needs.
- Actively engage with colleagues across the company to build relationships and develop ideas that create business development opportunities and strengthen client retention.
- Intentionally model behavioral competencies and company values, demonstrating what expected performance looks like of HRC team members.
- Actively participate in company culture and relationship building initiatives across all business lines through active engagement, meeting attendance and by providing leadership, thought partnership, expertise, and open communication.
Qualifications, Skills and RequirementsBehavioral Competency Requirements
Demonstrated consistent mastery of:
- Communication - clear, open and honest communication with the ability to facilitate difficult conversations, internally and externally, in a manner that leads to productive working relationships and actionable positive outcomes for all parties.
- Client chameleon - ability to influence and work proactively with clients of all different industries, personalities, working styles, levels of management and influence and respective expectations.
- Leadership Presence - consistently demonstrates the ability to lead, actively listen and ask powerful questions with confidence respectfully. Offer options, opinions, and direction. Come from a place of empathy and connect authentically with others. Build confidence in prospects, clients and team members. Inspire and motivate people into action.
- Sector Knowledge - Demonstrated understanding and knowledge of the national nonprofit and association sectors; familiarity with the Washington DC metro area nonprofit-focused market.
- Sector Relationships - Establishes and maintains effective business relationships within the social impact sector and appropriate B2B networks to develop new business while solidifying company's reputation as a leading talent management solution provider.
- Innovation - Demonstrates creativity and alternative thinking to develop new ideas for and answers to work-related challenges.
- Account Management - models timely, proactive, relationally focused engagement with clients ensuring all parties understand the work to be performed, completion timeframes, budget constraints and quality standards. Plans proactively and collaboratively with clients on out-of-scope requests. Focuses on satisfaction and retention of clients.
- Coaching and Teamwork - consistent modeling, coaching and mentorship of behavioral competency requirements and service delivery practices that promote active and effective client work sharing throughout the team and role assignments, regular client updates for team members, collaborative work planning, skill building and actioning of positive behavioral competencies within the team.
- Efficiency - produces solid project and task outputs in a timely manner. Focuses on ways to streamline processes and work to provide desired results with minimal resource consumption.
- Effectiveness - produces consistent desired results through work quality.
- Time management - the ability to manage assigned work in a manner that provides the space and time required to complete and balance responsibilities effectively.
- Customer service - Bringing a consistent positive attitude to the team and the work with a client-centric focus to creative problem-solving, collaboration, option generation and decision-making. Adaptability to new ideas and information.
- Initiative - Proactively creates solutions for client business needs and challenges. Recognizes team and individual performance in a way that is meaningful for them. Drives continued positive progress in the face of obstacles.
Other Qualifications and Skills Requirements
- Ability to act with integrity, professionalism, and confidentiality.
- Ability to thrive in a fast-paced environment and meet or exceed annual sales and retention goals.
- Ability to articulate company's value proposition and capabilities.
- Excellent organizational skills and attention to detail.
- Strong oral, written, and verbal communication skills.
- Curiosity, an engaging style, and an urge to seek out creative solutions.
- Strong analytical and problem-solving skills.
- Proactive track record of managing prospect and client requests and a passion to advise on all aspects of HR.
- Resourcefulness and the ability to work with limited supervision in meeting deadlines.
- Deep knowledge of federal, state and local employment laws and regulations.
- Ability to travel as requested to support clients and company.
- Willingness and availability to attend 2-3 networking events across the region weekly.
- Active development of social science knowledge that lends to understanding clients and employees.
Education, Training and Experience
- A minimum of 5 years HR management with strategic experience required. Bachelor's degree in Human Resources or Business Administration preferred.
- Experience selling ideas and influencing C-suite executives required.
- SHRM-SCP and/or HRCI-SPHR certifications are highly desirable.
- Must have experience or demonstrated aptitude of HRC sales process and tools.
- Must be proficient in database applications and management.
- Advanced skills in Microsoft Office applications, CRM systems and video conferencing technology, specifically Zoom and Microsoft Teams, are required. Experience with social media tools is preferred. Demonstrated ability to learn new technology systems.
