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Key Account Director

2 months ago

Atlanta, Georgia, United States Randstad USA Full time
About the Role

This is a hybrid role based in the United States. As a Key Account Director, you will be responsible for identifying and generating new business opportunities through the consultative sale of staffing solutions to companies that utilize variable, temporary, temp-to-hire, or direct hire staffing as part of their business model.

You will build your book of business through data-driven sales in a specific segment, industry, or geographic area. Targeted accounts will spend at least $750,000 in temporary/TTH or $250,000 in direct hire fees in a single location.

Key Responsibilities
  • Sales and Business Development
    • Understand the current and future market, industry, and customer needs to meet assigned targets for profitable sales volume, market share, and other key financial performance objectives.
    • Be knowledgeable about the Operational Talent Solutions specialty skills and services and able to identify client pain and apply corresponding recruiting and staffing solutions.
    • Drive the sales effort with continual contact and face-to-face meetings with C-level executives and other key decision-makers, leveraging regional leaders to collaboratively close deals and transition to serve.
    • Create and own the sales strategy using data-driven sales for specific target accounts mutually established with the leaders of Client Acquisition and your assigned Region Prospects through social and physical networking, targeted emails, telemarketing, referrals, and leveraging marketing content and campaigns to create prospect awareness and interest.
    • Embrace and follow our sales process to increase win probability and ensure alignment with other team members.
    • Provide clients with best-fit service solutions and refer clients to other lines of business for cross-selling.
    • Establish and maintain relationships with customers, prospects, other lines of business, and corporate partners to drive profitable growth.
    • Be thought leaders in the community and social media, providing market intelligence.
  • Sales Operations Excellence
    • Fulfill client promises by leveraging automation and innovation to create delightful customer experiences.
    • Maintain a deep understanding of customer needs and monitor their preferences.
    • Document all activity and create progress reporting, including revenue and gross margin forecast, funnel stage, probability, and close dates.
    • Demonstrate expertise with value-based pricing and advanced negotiation, encouraging and adopting new tools, technology, and change in work processes.
    • Develop and consistently execute appropriate implementation and transition of account delivery responsibilities to field leaders and collaborate to ensure service success.
    • Engage in existing account quarterly business reviews and other activities to progress client relationships.
Requirements
  • Education
    • High School or GED
    • 4-Year/Bachelor's Degree
    • Master's level work a plus
  • Experience
    • 7 years minimum professional services sales experience
    • 5 years minimum staffing industry experience highly preferred
  • Skills
    • Demonstrated sales experience with a proven track record of above-quota achievement
    • Demonstrated experience using a sales process and managing the complete sales cycle
    • Deep understanding and use of a consultative selling methodology
    • Proficiency using Google mail, calendaring, and shared drives
    • Ability to be alert to market opportunities
    • Charismatic and able to effectively motivate and influence constituents and colleagues
    • Strategic thinking, business acumen, and entrepreneurial mindset
    • Strong organizational, analytical, and problem-solving abilities
    • Ability to manage multiple priorities and deadlines in a fast-paced environment
    • Demonstrate the ability to identify customer needs and deliver, decline, or adjust expectations
    • Must be innovative in approach, willing to take risks, and operate successfully in ambiguous situations
    • Willingness to be professionally social
    • Ability to present proposals, business reviews, and workforce strategies to client groups
    • Must be comfortable presenting to and influencing C-level management
    • Unsurpassed level of professionalism and ability to communicate to all levels
    • Strong leadership, decision-making, and motivational skills required to grow and develop business
    • Must be self-motivated and driven by the need to be successful
    • Ability to generate new business to execute sales targets
    • Excellent written and verbal communication skills
    • Demonstrated ability to manage and resolve complex client situations in an effective manner
    • Adept at using technology