Senior Strategic Account Director

Richardson Sales Performance•Philadelphia, PA

About The Position

Richardson Sales Performance is the global leader in sales training and performance improvement. When sales organizations across the globe want to improve performance, they turn to Richardson. So, it’s no surprise that many of the world’s top sales leaders, thinkers, trainers, and other professionals ultimately choose to work for Richardson itself. Not only has Richardson been an industry leader since 1978, but this is where the latest thinking in agile sales training and other innovations are continuing to be developed. Because the same highly personalized approach that we take to sales training informs our approach to employee development, Richardson has created the ideal environment for great careers to take off. Our company is growing & evolving and now is an exciting time to join our team . That’s where you come in … Overview: We are looking for a sales professional with experience and capability in building new relationships and expanding existing ones. Someone with strong consultative skills and business acumen that can connect dots quickly and create compelling recommendations, linked to clients’ business challenges.

Requirements

5+ progressive years of successful sales experience in a sales/business development and strategic account management role; preferably sales experience within a professional services, consulting, or other related industry
Experience selling complex, intangible solutions to the executive level in large companies (fortune 500-1,000) with multiple buyer stakeholders.
Proven ability to engage and manage multiple senior stakeholder relationships within customer environment.
Demonstrated track record of growing client relationships commercially.
High level of initiative, and proven ability to work independently, manage workload and time effectively and efficiently.
Coachable and agile mindset; willing to learn new concepts, adopt new practices and navigate novel situations requiring real-time problem-solving skills
Proficient in using sales technology tools like ZoomInfo, Salesloft, Salesforce and sales enablement platforms.
Availability to travel, up to 50% of the time.

Nice To Haves

Prior work in the commercial excellence, human capital development or sales enablement space preferred but not required.

Responsibilities

Develop and execute a territory plan to acquire, retain and grow target accounts based on best fit for Richardson Sales Performance, your industry sector experience and propensity to buy.
Lead opportunity pursuits that guide buyers through a differentiated buying journey while modeling superb call preparation, execution and follow up skills.
Spearhead winning revenue teams in support of key opportunity pursuits, ensuring you are effectively selling with Richardson Sales Performance Executives, SME’s and other primary stakeholders.
Employ a Disciplined Approach to selling using Richardson Methodologies: Model practices defined by our sales pursuit process to create, pursue and win client business.
Develop Compelling Client Communications : create dynamic, thoughtful and customized communications (prospecting messaging, proposals, presentations, etc.) that differentiate Richardson and our solution; Persuasively articulate solutions, engage clients throughout a presentation, and demonstrate enthusiasm and belief in Richardson solutions.
Demonstrate highly proficient approach to customer discovery: With confidence and credibility, execute guided questioning strategy that uncovers customer issues and opportunities for Richardson Sales Performance. Proficiently build a buying vision for customers and prospects with clearly articulated ROI supported by data.
Demonstrate Business Acumen & Critical Thinking: Develop the knowledge and understanding of a client’s business – and prove your ability to share that knowledge with them in your engagements and in how you collaborate to address their needs.
Manage Momentum in the Sales Cycle: Drive to verifiable outcomes that advance the sales process; continually qualify an opportunity to solidify and secure the business.
Create the Right Solution: Use the knowledge of business needs and commercial acumen to create the appropriate solution that will fit with the client’s needs. Engage with Richardson SMEs to help guide the solution creation.
Influence Decision-making & Demonstrate Value: Identify decision-making criteria and create urgency to act; confidently express ideas and opinions to gain buy-in and drive consensus within the prospect or client organization, aligning the interests of multiple stakeholders; use appropriate facts, measurements, and findings to support the value of our solution.
Negotiate: Resolve resistance, position quantifiable value, and maintain company margins.
Efficiently Manage an Account Portfolio: Develop and execute strategies to optimize retain and grow key client relationships.