Adecco Group

Director, Customer Pursuit -- Remote

Location US-Remote Location within the US
Category
Adecco General Staffing

Overview

SUMMARY:

 

The Director of Customer Pursuits will be responsible for proactively identifying new national account opportunities, introducing strategic staffing solutions and developing a sales strategy to convert these opportunities into new client wins.  This role is responsible for being proactive in their sales approach, anticipating and overcoming objections throughout the sales process, and providing strategic and customized staffing solutions.

Responsibilities

ESSENTIAL DUTIES & RESPONSIBILITIES:

 

Sales – Operational Planning:

  • Identify, construct and maintain an ever-expanding pipeline of potential onsite leads within a defined territory – utilizing your expert knowledge of competitor information and market conditions
  • Utilize Adecco’s CRM to maintain and document the sales funnel progression of the top 100 targets within the territory/vertical
  • Develop vertical based sales strategy for targeting each qualified opportunity and manage it through the full sales cycle in conjunction with vertical leader
  • Keep apprised of competitors’ status and market activity and position Adecco above them in sales presentations and negotiations
  • Provide weekly sales funnel status updates to the VP of their defined territory/vertical

Sales – Operational Delivery:

  • Serve as the subject matter expert (SME) to both colleagues and clients in relation to the range of service solutions and delivery mechanisms available to current and potential clients in general staffing business and specific vertical
  • Generate qualified leads for bid development and manage pre-sales activities such as developing presentations, proposals and other sales collateral with the support of our marketing, pricing, legal, operations, service center and sales support team
  • Lead the development of solutions to achieve all of Adecco National Account team’s objectives and negotiate deals to maximize revenue potential; including strategically pricing business to ensure gross margins meet or exceed target objectives
  • May modify current service offerings to meet special needs of customers
  • Generate a minimum of 8 new national accounts per year

Knowledge – Industry and Market Expertise:

  • Stays abreast of leading industry trends and delivery best practices
  • Keep apprised of competitors’ status and market activity and utilize our developed differentiators to continue to position Adecco as the industry leader in sales presentations and negotiations
  • Develops and maintains brand awareness through advertising and public relations activities including, but not limited to, digital mail, social media, promotional programs, job fairs and professional memberships
  • Partner with subject matter experts within the Adecco organization, industry and region to continue to enhance Adecco’s service offerings
  • Participates in special projects and performs other duties as assigned

Qualifications

MINIMUM EDUCATION & EXPERIENCE REQUIREMENTS:

  • Bachelor’s degree or equivalent experience
  • Minimum of 6 years national account sales experience of staffing delivery models and programs
  • Proven history of identifying and implementing successful strategic sales strategies along with analytical expertise of sales processes and metrics with utilization of a CRM system
  • Proven track record of sales growth, client expansion and new client wins

KNOWLEDGE, SKILLS & ABILITIES REQUIREMENTS:

  • Skilled in communicating and interacting effectively verbally and in writing with all levels of staff and management, in one-on-one and group presentation situations
  • Ability to develop and lead colleagues within assigned vertical
  • Ability to build and maintain strong client relationships and networks
  • Ability to develop and implement sales strategies, procedures, goals and objectives
  • Ability to strategically plan and serve as a catalyst for sales growth
  • Excellent organizational, prioritization, and multi-tasking skills
  • Adept at establishing and managing to KPIs and SLAs
  • Proficient with MS Office products, including Word, Excel, PowerPoint and Outlook and the ability to learn new software is required

COMPANY OVERVIEW:

 

Adecco Group North America, through an impressive portfolio of staffing industry leading brands including Accounting Principals, Adecco General Staffing, Adia, Ajilon, Entegee, Lee Hecht Harrison, Modis, Paladin, Parker+Lynch, Pontoon and Special Counsel is the world’s leading provider of Human Resources solutions.

 

We are the workforce experts delivering staffing and career service solutions to organizations and individuals across all industries. Collectively we harness the power of some of the greatest talent in the world. That talent and expertise allows us to do business globally and act locally with deep knowledge in niche areas.

 

Every day, we have more than 100,000 associates on assignment, 30,000 colleagues working internally to support more than 10,000 clients in the United States and Canada. Ensuring our business units are prepared to deliver outstanding service to our associates and clients, the Adecco Group North America team provides a strong infrastructure through our corporate and shared services teams.

 

Equal Opportunity Employer Minorities/Women/Veterans/Disabled

The Company will consider for employment qualified applicants with arrest and conviction records

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