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Senior Account Manager

Posted: 12 Nov 2020 Closes: 12 Dec 2020
Stockholm Office, Sweden Competitive
Permanent & Full-time -152438951

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 shl.com.

**A fabulous opportunity to join SHL, the global leader in talent innovation as a Senior Account Manager**

This position is critical in the relationship between SHL and our Swedish key accounts. Based in Stockholm, you will work with C-Level Executives, Functional Heads and HR leaders across the country to identify sales opportunities, build and present solutions, close business, manage the growth of accounts and increase awareness of SHL in market. In this role, you will have the full support of SHL's consulting team. As the successful applicant you will work with a team of professionals to drive significant revenue growth in Sweden.

Key Accountabilities:
  • Client Development

As the successful applicant will you manage an existing portfolio of key strategic and enterprise clients, and actively seek for new ways to grow those accounts. You will initiate and develop strong business relationships with Senior Directors, HR and critical line management across the client organisations.

You will develop and use both external and internal networks to generate business and ensure pipeline creation. You will prepare effectively, and research customers in advance of calls or meetings, to engage effectively to ensure credibility fast using insight-led sales techniques

As SHL's newly appointed Senior Account Manager, you will achieve a detailed understanding of the clients most important business and talent needs through skillful probing. You will paint a client-centric vision of value by effectively positioning our recommendations and capabilities in the client's context.

This role will involve gaining client's agreement on time-frames and next steps to advance the close as well as driving the sales close by navigating roadblocks, identifying decision processes and leveraging urgency drivers. You will own and direct account plans which demonstrate the activities required to increase account penetration and proposition adoption and promote and drive customer satisfaction.

  • Delivery
As SHL's Senior Account Manager you will deliver sales presentations to high-level executives such as the Chief HR Officer, HR Directors, Business Unit Leaders & C Level executives.

You will create innovative proposals and client led solutions around the employee life-cycle from board level to floor. You will ensure implementation of subscription contracts for recurring needs and leverage organizational resources to fulfill client needs. You will follow up project management activity and liaise with consultancy resources and appropriate functional experts to ensure the highest quality delivery of client projects

In this role will lead request for proposal responses and bid teams as well as managing relationships with the necessary 3rd party providers to maximize revenue. You will deal with all aspects of campaigns and ensure follow-up to achieve sales metrics and targets.

  • Core skills and content development:
In this role, you will be required to be an expert in all core selling areas and contribute to the creation and implementation of business planning and strategy execution. You will develops, apply and share specialist content knowledge.

Knowledge management, including:
  • Keeping abreast of market trends and evolving client needs and using this to deliver client solutions.
  • Ensuring leverage and re-use of knowledge to fulfill client engagements.
  • Maintaining own 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.
  • Internal administration, including accurate use of Salesforce (for client management, opportunity management, forecasting and invoicing) aligned with 'summit' processes.
  • People development
As SHL's newly appointed Senior Account Manager you will act as a mentor for less experienced colleagues and is a "Sales Challenger" role model. You will provide sales coaching and guidance and support team retention.

This role will involve company representation to increase and continually promotes the SHL brand in the market and act as a business owner and build and grow your own business.

Knowledge/Skills/Professional Requirements:

Role Requirements:
  • Significant successful sales/key account management experience: including proven experience in high level negotiations
  • Strong solution solutions sales experience, ideally from a Consulting or Business Services background
  • Demonstrated ability to serve in a role with revenue responsibility and able to meet monthly, quarterly and annual financial goals
  • Experience selling to HR and/or C Level, with strong current network
  • A Bachelors or Masters degree is preferred, ideally in human resources, or business-related discipline
Skills:
  • Excellent business English and fluent/native Swedish language
  • Understand and believe in the value of Talent Measurement in strategic human capital solutions
  • Strong networking and negotiation skills
  • Ability to manage multiple commercial processes
  • Forecast with precision
  • Strong business acumen
  • Excellent verbal and written communication skills
  • Must be professional, diplomatic, personable and reliable
  • The ability to build business relationships at a senior level
  • Ability to use internal influence to ensure that the full capabilities of SHL are brought to bear in serving our clients
  • Mentoring skills

What SHL Can Offer You:
  • A culture comprised of diverse, global teams who have a passion for collaboration and client service.
  • Robust training, 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.

SHL

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