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Commercial Manager

Posted: 3 Nov 2020 Closes: 3 Dec 2020
Utrecht Office, Netherlands Competitive
Permanent & Full-time 1016970986

The Company:

SHL helps companies optimize performance and productivity through deep people insights. Our market-leading people analytics and technology equip leaders and their teams to make confident, data-driven talent decisions that lead to stronger business outcomes.

We anticipate, and help organizations solve, their most pressing talent challenges. Our science, innovation, rigor and commitment to proving business outcomes make us a trusted partner to organizations across the globe. SHL helps our customers win, and we need highly motivated people to join our dynamic global team. We're driven by Strong Connections, Curiosity, Fearless Innovation, and Impact. More at

Are you an inspiring leader in the field of HR? SHL Want to hear from you!

SHL is seeking a Commercial Manager to lead our dynamic Sales team in the Benelux. As a Commercial Manager you will be part of the exciting future of SHL and work together with an experienced professional team and drive the growth of our market in Netherlands and Belgium.

SHL fosters a collaborative and supportive work environment where we will have opportunities to grow professional careers by working with experienced leaders and C-suite clients. The ideal candidate is a change manager and will be able to transform. Deliver changing products, services and processes, with exceptional customer service.

As Commercial Manager you will represent our company externally, and you embody thought leadership. You provide both strategic and tactical direction to the team. This position is critical in management, coaching and development of the Benelux SHL sales team. With the full support of consulting teams, the selected candidate will work with a team of experienced professionals to drive significant growth. Key to success is having the ability to work both strategically and hands on, with a desire to find creative solutions. but also has the desire/passion to roll up sleeves and attend client meetings.

The leader should be someone who likes to "do" and shows a high level of empathy. We are looking for someone who will bring passion and energy into the office and inspire our people

Key Accountabilities:

People Development
  • Manages performance and drives individual and team results according to country targets and KPI's.
  • Is a role model in advanced selling & "Sales Challenger".
  • Motivates and coaches the team to exceed targets and support team retention.

  • Within SHL guidelines, develops and communicates metrics and individual objectives.
  • Implements, maintains and ensures consistent use of business systems and processes.
  • Provides input to the budgeting process to ensure that annual and rolling quarterly plans meet business objectives, revenue, mix and GC.
  • Makes the right commercial decisions to ensure growth and anticipates challenges and makes contingent plans to ensure that objectives are met.
  • Delivers increased revenue and profitability of the business unit.
  • Collaborates with Professional Services colleagues creating solutions for complex customer requirements.
  • Works closely together with Marketing to align country strategy, lead generation, campaigns and execution.
  • Oversees client RFP responses and relationships with the necessary 3rd party providers to maximize revenue. Promotes and drives customer satisfaction.

Core skills and content development
  • Develops and uses (internal and external) network.
  • Oversees and challenges the team's account plans, which demonstrate the activities required to increase account penetration and proposition adoption.
  • Ensures that client led solutions are created and delivered around the employee lifecycle and this from board level to floor.
  • Reporting, including:
    • Ensures that periodic reports are provided accurately, consistently and on time.
    • Communicates clearly the implications deriving from periodic reporting to all appropriate stakeholders indicating any action required.
  • Knowledge management, including:
    • Keeping abreast of market trends and evolving client needs.
    • Ensuring leverage, sharing and re-use of knowledge within the team.
    • Maintaining own and team knowledge of new and existing solutions, services, products including all new delivery mechanisms along with proactive professional development based on priorities agreed in personal development plan.
    • Creates networks to share and optimize knowledge transfer across the organization.
  • Company presentation including:
    • Increases and continually promotes the SHL brand in the market and embodies "thought leadership".

Required Skills & Experience:

You need to excel in sales leadership, sales management and has strong coaching capability. You will need to understand and believe in the value of Talent Measurement in strategic human capital solutions.
  • Strong ability to build relationships and networks at Senior Leadership and 'C' level
  • Strength in negotiation, persuasive and influencing skills
  • The ability to manage multiple activities & processes.
  • Manage the pipeline and forecasting with precision.
  • Must have a strong business acumen.
  • Excellent verbal and written communication skills, and excellent business English and local languages as required.
  • High level of Entrepreneurial and Commercial Thinking.

Our Ideal Candidate Also Has:

Proven track record in over achievement in sales/ key account management experience.

Experience within either a Consulting or Business Services organisation.

Experience in leading sales teams across a number of locations and countries.

Demonstrate the ability to drive results through others, especially within a functional/matrix structures.

Ideally experienced in selling to HR and/or C Level.

Bachelor's or Master's degree, ideally in human resources or business-related discipline or alternative industry experience.

What SHL Can Offer You:

A culture comprised of diverse, global teams who have a passion for collaboration and client service.

A comprehensive benefits package from day one.

Support, coaching, and on-the-job development to achieve career success.

The ability to engage, influence, and impact a broad array of the world's leading executives.

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