Consulting Sales Director

1 month ago

Boston, United States ERM Group Full time

Job Objective

The Consulting Services Sales Director is focused on building and maintaining relationships with key buyers of consulting services, generating leads and supporting sales pursuits within a defined set of accounts. The ideal candidate will have a proven track record in consulting sales, a willingness to build an understanding of ERMs service offerings and value propositions, excellent communication skills, and the ability to work independently and as part of a team to pursue and win new business opportunities.

Key Accountabilities & Responsibilities

  1. Leads sales strategy development for target accounts
  2. Identifies, develops and maintains strong relationships with key decision-makers and economic buyers of ERM services at defined accounts.
  3. Establishes, monitors and revises lead generation plan and activities
  4. Generates a sales pipeline of 3x against target
  5. Designs and implements strategic plans to reach sales targets
  6. Identifies and qualifies new business opportunities to build a robust sales pipeline.
  7. Understands client needs and works with service teams to propose tailored consulting service solutions.
  8. Monitors and reports on sales activities, customer feedback, and market trends.
  9. Works closely with the industry and service teams to ensure quality proposal development
  10. Secures new business revenues and new customers in line with commercial objectives
  11. Responsible for key account management, new business, renewals, up and cross sales and growth within accounts
  12. Represents the company at conferences, industry events etc.
  13. Identifies key areas of improvement in the sales process (including cost & pricing for products and sales)

Influence And Decision-Making Authority

Directs activities that have significant impact to the achievement of results for the sub function. Focus is on the development and implementation of short to mid-term strategies (e.g., 3 years or less). May be required to negotiate and compromise to influence internal and external parties to accept concepts, practices and approaches of the job area. Requires ability to communicate with some executive leadership regarding matters of strategic importance to the organisation.

Responsible for improving upon processes or systems using significant conceptualising, reasoning and interpretation skills. Problems and issues faced are undefined and require detailed analysis and investigation to understand the problem. Problems are moderately complex. Requires management and leadership knowledge to lead teams across their team. Typically has mastery within a specific technical area. Leads a team of Managers. Ensures appropriate selection and organisation of talent for the area of responsibility.

Job Requirements & Capabilities

Qualifications:

Bachelor's degree in business, engineering, or marketing or equivalent experience.

Job specific capabilities/skills:

  1. 10+ years of sales experience in consulting services.
  2. Strong interpersonal and communication skills, with the ability to build and maintain client relationships.
  3. Proven track record of meeting or exceeding sales targets.
  4. Familiarity with the specified industry or regional market and key industry players.
  5. Internal networking across the ERM business
  6. Experience of selling Sustainability consulting services preferred
  7. Thrives in a fast-paced and dynamic business environment
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