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Managing Director
2 months ago
We are the leading provider of professional services to the middle market globally, our purpose is to instill confidence in a world of change, empowering our clients and people to realize their full potential. Our exceptional people are the key to our unrivaled, inclusive culture and talent experience and our ability to be compelling to our clients. You'll find an environment that inspires and empowers you to thrive both personally and professionally. There's no one like you and that's why there's nowhere like RSM. Sales Management Coaches Account Managers on account planning, industry knowledge, activity reporting, productivity improvements, selling strategies, and cross team interactions Works in conjunction with the National Inside Sales Leader and National Business Development leadership to integrate and align activities and practices with other groups within the NSO, including BD's, PSE's and PSRA's. Conducts periodic performance reviews; defines needs for additional training and development; implements Performance Improvement Programs for under-performing team members; termination of those resources that are deemed warranted and agreed to by NSL and Service Line Leaders Works with national service line leadership and NSL to set the annual targets and account growth for the account management team members Maintains consistent communication and alignment with key internal stakeholders, including national Consulting leaders, practice leaders and service line leaders. Adheres and holds others accountable for all quality, compliance and risk management policies and procedures. Leads the process to hire and assess new account management candidates Participates in the on-boarding and integration of new hires, in conjunction with NSO Motivates and develops a high performing national account management organization - Creates a people environment of trust, teamwork, empowerment, and entrepreneurship through quality communication, relationships, coaching and mentoring strategies for retention Leads efforts to increase the overall quality of account management personnel, partnering with HR and NSO in the areas of recruitment, development and retention of quality talent, and implementation of goals and performance metrics. Sales Coverage Model and Integration Understands the buying process; assesses market conditions and trends in buyer/competitor behaviors, and translates assessments into recommendations that positively impact development and execution of account management/penetration strategies Leads development of the account management service and sales coverage model and staffing levels to ensure alignment with Consulting strategies and tactical plans for industries, market segments, and lines of business Champions the role of the account management professional across the region; promotes ongoing integration of account management professionals in pursuit of client service expansion Builds integration between the Account Management, Business Development, Inside Sales and Service Line functions Works with LOB and industry leaders on integration of account managers at pursuit level and growth/industry team level. Sales Process Advocates and leads the adoption of the account management function through coaching and implementation of a comprehensive account management methodology and framework Creates a team culture that ultimately differentiates RSM and enhances the client experience Captures and trains innovative account management best practices across the various account management positions Sets the highest personal standard for driving quality in all areas of account management. National Sales Responsibilities (5%) Shares best practices employed on the account management team with peer group and service line leadership Shares competitive intelligence learned through account management team and win/loss that may be employed by larger group of professionals Provides field-level f
