Consulting Sales Director

2 months ago

Boston, United States Environmental Resources Management (ERM) Full time
Consulting Sales Director - Base in either Boston, Chicago or London

Locations: Boston, Massachusetts; Chicago, Illinois; London, United Kingdom

Time Type: Full time

Posted on: Posted 3 Days Ago

Job Requisition ID: R00025016

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

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

At ERM, sustainability is our business. We are the world’s largest advisory firm focused solely on sustainability, offering unparalleled expertise across business and finance. ERM partners with clients to operationalize sustainability at pace and scale, through our unique combination of strategic transformation and technical delivery capabilities.

Our diverse global team of experts works with the world’s leading organizations to help them set clear sustainability targets, measure progress and operationalize strategy through deep implementation and business transformation.

With more than 50 years of experience, our ability to integrate sustainability solutions and our depth and breadth of technical knowledge are why organizations choose to partner with us as their trusted advisor.

Every one of us firmly believes in the potential to create value for our clients through an integrated approach to sustainability (because we have personally seen it and professionally achieved it).

Our team members are passionate about client service. We work closely with our clients to help them operationalize their sustainability goals and meet their environmental, health and safety objectives while advancing ERM’s purpose through delivering tangible progress in what the United Nations coined The Decade of Action.

Organizing our people across globally integrated communities of technical and strategic talent positions ERM to be a “boots to boardroom” leader in bringing that value creation to our clients, partners, and the world.

We recruit exceptional professionals with a personal and professional passion for sustainability and nurture them to even greater success as specialists. We prepare our consultants to bring integrated, innovative and sustainable solutions to our clients and provide opportunities for ongoing development across a variety of subject areas related to technical, business, and personal growth.

At ERM, effort pays off and becomes career defining work that leaves a positive imprint on our planet.

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