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JOB SUMMARY: The Vice President, People Solutions will work to establish and expand IMPACT Group’s footprint in this territory by focusing on three main areas: (1) – generating new business for IMPACT Group in leadership development and outplacement; (2) – maintaining key relationships at select account with the goal of cross selling and up selling and (3) – serving as a subject matter expert in leadership and outplacement to help understand client needs and scope client projects. This role works remotely from a home office in the San Francisco Bay, CA area with some overnight travel to prospects/clients and IMPACT Group’s office in St. Louis, MO.
- Generating new business for IMPACT Group: Carries an individual quota and seeks out new opportunities to develop IMPACT Group’s presence with new and existing customers for leadership development and outplacement. Creates and implements a territory plan for acquiring new customers in the Region. Utilizes conceptual selling and strategic selling principles, including building relationships with multiple stakeholders to target and win business for IMPACT Group. Prospects for leads utilizing a variety of strategies including leveraging personal networks, LinkedIn, networking events, referrals, etc. Works with marketing team on following up on qualified leads to turn those leads into customers via targeted outreach and follow-up. Utilizes salesforce.com (SFDC) to track prospects and potential business opportunities. Develops and maintains mastery in positioning and leveraging IMPACT Group services and solutions to customers.
- Managing select current relationships including cross selling and up selling: Interacts with clients on a strategic level and builds and maintains relationships with multiple stakeholders at each client, including high level stakeholders. Ensures and supports the renewal, growth and profitability of assigned accounts by product line. Works with the Account Management and Operations teams to resolve select escalated customer or client needs.
- Serving as a subject matter expert in leadership development and outplacement to help understand client needs and scope client projects: Supports senior client level relationships; makes presentations to clients, establishes credibility through expertise. Serves as a subject matter expert in leadership and outplacement programs with clients. From experience in delivering our workshops and coaching programs, provides examples and stories to help communicate the results and impact of the work we do. Evaluates client needs in conjunction with the leadership and outplacement delivery teams. Proposes existing solutions or when required discusses options for tailored programs in conjunction with the solution expert to meet the clients’ needs. Writes proposals and statements of work detailing leadership and outplacement solutions. REQUIRED SKILLS AND EXPERIENCE : 5+ years of selling experience in intangible products or services including outplacement and/or leadership with a strong emphasis on account development and management. 5+ years of selling to Human Resources departments or equivalent. Proven prospecting and business development track record for net new and current accounts. Exhibits a high level of sales professionalism and a strong work ethic as well as being highly motivated and detail-oriented. Has had individual responsibility for revenue goal(s). Comfortable calling on and working with C-level executives. Extensive relationships with mid- and senior-level HR executives. In-depth and up-to-date knowledge and understanding of career management, coaching and leadership development. Understanding of organizational structures, cultures and decision-making processes gained through significant employment history or consulting experience. Strong consultative selling attributes, skills or natural inclination. Works independently, resourceful, enjoys working in a fast paced environment with tight timelines, able to navigate and make decisions in novel situations amidst a level of ambiguity. Comfortable working remotely from an independent workspace or home office. Proficient in Word, Excel, and PowerPoint. At least 25% overnight travel required as needed. KEY QUALITIES FOR SUCCESS: Strong entrepreneurial mindset with a desire to grow rapidly. Optimistic / positive / thrives in a fast paced, high energy environment. Action oriented, willing and able to make decisions. Excellent selling, interpersonal and critical thinking skills. Active listener as well as an articulate and adaptable communicator Powered by JazzHR
