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Head of Enterprise New Business

Posted: 12 Nov 2020 Closes: 12 Dec 2020
USA, United States of America Competitive
Permanent & Full-time SHL_JR001889

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

As the Head of Enterprise Sales, New Business, you will provide strategic and tactical direction to a team of seasoned Business Development Managers to drive growth. You will be responsible for cultivating a culture of new logo sales excellence, driving activity, accountability and bookings in a predictable manner; setting clear expectations for potential growth with a desire to overachieve. You have a strong understanding of key activities to convert leads into and drive opportunities to close. You have a keen urge to enable and mentor your team of professionals. You foster collaboration and successfully lead your team through organizational changes. You love to adapt your style and try new things; while motivating your team to learn, take risks, and operate within guidelines, while thinking outside of the box.


People Management and Development
  • Manages performance; drives individual and team results according to region targets and KPI's.
  • Is a role model in strategic, consultative selling; actively model behaviours for team
  • Motivates and coaches the team to exceed targets; drive team retention.
  • Oversees and challenges the team's account plans, which demonstrate the activities required to increase account penetration and proposition adoption.

Sales Excellence
  • 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, anticipates challenges and makes contingent plans to ensure that objectives are met.
  • Delivers increased regional New Logo bookings and revenue.
  • Collaborates with Professional Services colleagues creating solutions for complex customer requirements.
  • Works closely with Marketing to align lead generation, campaigns and execution.
  • Remains actively involved in large proposals/RFPs to ensure approach aligns to opportunity and business strategy.

Key Competencies:
  • Relating and Networking: Develops and leverages internal and external network.
  • Operational and Business Acumen: Ensures accurate reporting, understanding and communicating implications of changes.
  • Industry Expertise: Keeping abreast of market trends and evolving client needs. Encourages knowledge building and sharing across team. Increases and continually promotes the SHL brand in the market and embodies "thought leadership".

If you have the following please apply:
  • Proven track record in sales leadership/management, team development/coaching.
  • Understand and believe in the value of Talent Measurement in strategic human capital solutions.
  • Ability to manage multiple activities & processes
  • Manage the pipeline and forecasting with precision.
  • Strong business acumen.
  • Excellent communication skills, including presenting to and influencing senior stakeholders
  • Proven track record of over achievement in sales/ key account management role(s).
  • Experience within either a Consulting or Business Services organisation.
  • Experience in leading a remote sales team
  • Proven and successful experience in leading sales teams, demonstrated ability to drive results through others, especially within a functional/matrix structure.
  • At least 10 years Successful sales/ key account management experience: including proven experience in high level negotiations and at least 5 years of successful proven sales management experience
  • Strong Sales experience, ideally from a Consulting or Business Services background
  • Preferably a Bachelors or Masters in human resources, or business-related discipline

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
  • 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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