Top Employers Institute

Purpose and contribution to company strategy

Purpose of the role is to generate revenue by selling certification products and associated upsells to clients within an assigned territory. It is a hybrid role with responsibilities across new business generation, renewals and the management of existing contracts. This individual also acts as a liaison between Sales and Delivery to ensure that clients realise quantifiable value from the Programme.

Key result areas and main activities

Generating revenue in line with commercial targets within respective Territory:

·         Turn prospect into strategic business accounts via cold call, email and social strategies

·         Drive sales growth and pipeline through preparing and setting up qualified meetings (meeting prep, conduct an effective needs analysis, deliver sales presentations, answer questions and

           objections, conduct the post meeting activity effectively)

·         Close deals through qualified offer preparation and negotiation, and ensuring lasting agreements

·         Achieve company growth targets for new business acquisition and renewal

 

Pro-active, relevant and on-going engagement and communication with (potential) Top Employers:

·         Confidently connect 1-on-1 with senior, regional HR stakeholders of large (Tier 1, 2) global companies

·         Effectively and persuasively position and present the full value of the Programme across the areas of responsibility and areas of focus

·         Manage relationship of current participants

·         Sharing and evangelise subject matter expertise about Top Employers HR Certification

 

Liaised and constructive collaboration with internal stakeholders:

·         Commercially support and partner with international colleagues as part of global sales team

·         Work closely with Marketing to support events and follow up digital leads in a timely manner

 

Competencies

:

·         Collaboration

·         Customer focus

·         Global perspective

 ·         Communicates effectively

·         Instils trust

·         Being resilient

·         Builds networks

·         Persuades

·         Drives results

 Requirements

 

• Previous experience ( 3 – 5 years) in business to business sales with a strong focus on new business development, cold calling/cold emailing and canvassing essential.
• International selling experience highly advantageous
• Proven track record in achieving and exceeding of revenue targets
• Client centric and ability to build strong client relationships
• Sales experience in either a HR or subscription environment highly advantageous
• Previous experience in liaising at C suite level
• Strong business acumen
• Fluent in written and spoken business English a must with second language highly advantageous
• Detailed orientated with a flair for admin and strong presentation skills