Sales Account Manager

The Account Manager role at Talogy is an experienced specialist focused on creating winning partnerships that transform into real business impact for clients, primarily in the US. In doing so, they generate revenue for the organization through identifying the right Talogy products and consulting solutions for client needs. Their main focus is generally on strategic account management with existing clients, but will provide support to the US's new business development and inside sales teams as required. The person in this role will also typically provide mentoring and guidance to more junior members of the Sales group, potentially to the point of formal line management responsibility.

This is a full-time, permanent position, flexible from Monday to Friday during typical office hours. Day-to-day the role can be performed remotely, with the expectation of occasional travel to client sites and Talogy offices in their region for meetings, events, team collaboration and workshops.

• Creating new sales opportunities.
• Timely and impactful responses to client enquiries.
• Researching prospects, identifying key stakeholders and generating interest.
• Communicating the value-add of Talogy's products and solutions to customers.
• Qualifying leads using internal guidelines.
• Working with colleagues to hand over opportunities and book qualified meetings for further development and closure.
• Providing Sales team members with support for scoping out and building engaging proposals that represent Talogy as world leaders in our field.
• Keeping the Salesforce system up to date with personal sales activity and current opportunities across consultancy assignments, product and digital platform sales.
• Using Salesforce to maintain and expand the pipeline of prospects.
• Maintaining, building and managing existing lists.
• Proactively creating new lists of prospects to target.
• Working closely with Marketing to provide accurate reporting on lead source and identify ROI on lead generation.

• Previous experience in a sales or business development environment is required.
• Previous experience in the talent management industry is required.
• Strong IT skills and the ability to learn new systems quickly. Proficiency with CRM systems such as Salesforce is required.
• Proficiency with Microsoft Office products is required, e.g. Outlook, Excel, Word, Teams etc.
• Evidence of being able to collaborate effectively with others, manage personal assignments, and drive tasks through to resolution.
• Evidence of having resilience and the ability to cope with the pressure of competing demands in a fast-paced environment.

Job family and level: Sales, individual contributor.

Commercial tenacity

Drive for Results: Works with a sense of urgency to drive tasks through to completion. Pushes self and teammates to meet challenging goals. Sets high standards of excellence for self and teammates. Maintains a clear focus on what needs to be done to achieve end goals for self and team.

Business Sense: Recognizes market trends. Understands the value of organizational and market metrics for carrying through team strategy. Prioritizes activities that will likely deliver the best return on investment. Demonstrates an awareness of the challenges the organization faces and the objectives it is trying to achieve.

Resilience: Focuses on long-term goals instead of short-term challenges. Adapts to adverse or challenging situations without lasting negative impact. Acknowledges obstacles and perseveres until difficulties are overcome. Receives criticism and failure as useful feedback to enable future success.

Building trust

Building Relationships: Seeks opportunities to connect with others. Interacts with others in a friendly and polite way. Identifies shared interests and/or commonalities to build or deepen relationships. Maintains a strong network of contacts through regular outreach and communication.

Teamwork: Actively collaborates with others to build cohesion and better achieve goals. Offers to help others with their work, even when lacking a direct personal interest. Respects others' talents, contributions, and perspectives. Openly shares relevant knowledge, expertise, and information.

Customer Focus: Takes care to listen to prospects'/customers' needs and concerns to ensure they feel understood. Identifies solutions that meet the unique needs and priorities of each prospect/customer. Provides prompt, respectful, and attentive service. Strives to exceed customer expectations.

Consultative skills

Problem Solving: Addresses root causes, not just symptoms. Identifies and considers context, constraints, and risks. Establishes a clear course of action when problems arise. Considers and explores what alternative solutions are available.

Communication: Conveys ideas and information clearly and concisely. Tailors method and content to the audience, message, and context. Checks to ensure messages have been understood. Actively listens and asks questions to verify own understanding.

Influencing: Presents ideas in a confident, convincing, and credible way. Appeals to the goals or interests of others by leveraging logic, emotion, or connection. Listens to and addresses objections and concerns. Asks others for input to gather information, understand needs, and enhance the solution and/or its presentation.

Negotiating: Clarifies goals and balances objectives of both parties to achieve constructive outcomes. Remains open to creative and alternative possibilities and solutions. Uses both direct and diplomatic communication in negotiations.

To progress in your career, someone in this role is expected to have:

• A strong ability to manage complex client conversations and negotiations with complete autonomy.
• Excellent communication skills, both verbally and in writing.
• The ability to create and present high-quality materials for presentations, proposals and tender/RFP responses.
• A strong sense of professionalism and integrity, balanced with a friendly and approachable attitude.
• A strong understanding of Talogy solutions, including their use cases, limitations and resource implications, especially on Consulting and Client Experience teams.
• Mastery over Talogy's business development processes and sales operations platforms, e.g. the use of Salesforce for logging and tracking leads, opportunities and conversions.
• A desire and developing ability to engage in more strategic-level thinking and decision-making concerning the state of Talogy markets and our strategic approaches to them.
• A willingness to continue learning about the talent management industry and the services we provide, e.g. types of assessments, competitor products on the market, the science behind our solutions, etc.
• A general ability and motivation to learn new skills and apply them to a variety of situations.
• Progressed in developing people management skills if a career in leadership is desired.