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Director, Consulting Services Sales
2 weeks ago
The Director, Consulting Services Sales for upstream Oil & Gas (Oil and/or Gas experience preferred) 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 ERM's 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
- Build relationships with key decision-makers and economic buyers of ERM services at assigned accounts to understand their business strategies and priorities, identify opportunities, and manage sales motions to closure. Identifies and qualifies new business opportunities to build a robust sales pipeline (3x sales target).
- Coordinate relationship building activities with service and industry teams, client engagement teams, and marketing resources to develop and propose tailored consulting service solutions. Responsible for account and relationship management, new business, renewals, cross sales, and growth within accounts.
- Assist with proposal development, focusing on the ERM value proposition, key differentiators, and win themes critical to our clients.
- Establishes, monitors and revises lead generation plan and activities. Monitors and reports on sales activities, client feedback, and market trends.
- Represents the ERM company at conferences and industry events.
- Identifies key areas of value improvement in the sales process (including cost & pricing for services and sales) for our clients and ERM.
- Bachelor's degree in business, engineering, marketing, or equivalent experience. At least ten years of experience selling professional services in a complex sales environment.
- Proven experience in driving professional services sales through hunting and relationship building. Excels in dynamic environments and consistently meets or exceeds sales targets.
- Knowledge of the industry, regional market, and key players is essential. Prefer experience in environmental resource management and selling sustainability consulting services.
- Proven track record in identifying, initiating, and nurturing both new and ongoing business opportunities, with proficiency in utilizing Customer Relationship Management tools to manage the complete sales lifecycle.
- Proven ability to foster business transactions through trust and results. Excellent interpersonal and communication skills for building and maintaining client relationships.
- Ability to travel as necessary.
