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Director of Client Development (RPO Mid-Market Accounts)

Company Name:
RVR Consulting Group
Director of Client Development (RPO - Mid Market Accounts)
DEPARTMENT: Business Development

REPORTS TO: Managing Partner or President
RVR Consulting Group, in partnership with Stratus Technology Services, is currently seeking qualified candidates for an available Director of Client Development position based out of the Shrewsbury, NJ headquarters.

JOB SUMMARY:
Identify, sell and close new mid-market accounts in target market utilizing the Stratus RPO sales development process to expand existing and new client revenue opportunities. Involved in ongoing client retention and upselling strategies for accounts he/she lands.

DUTIES AND RESPONSIBILITIES: Develop, cultivate and penetrate new Mid-Market accounts within designated territory in support of quota achievement Utilize Stratus's RPO strategic, consultative sales process including, Identifying Buying Influences, Assessing Needs, Identifying Solutions, Managing Objections, Proposal Development, Closing and Contract Generation to close new business relationships Position Stratus as a trusted RPO partner, moving new client relationships up the service value chain Meet monthly, quarterly and yearly activity, revenue, and gross profit objectives Participate in Quarterly Service Reviews, Contract renewals and strategic meetings Communicate effectively with Stratus sales personnel, account managers and related companies Build an effective professional network by participating in organizations and events that foster these opportunities Endeavor to grow personally and professionally by participating in industry and sales related seminars, workshops, and organizations Be knowledgeable about RPO operations to contribute when in the best interest of the company Complete and submit all report requirements
QUALIFICATIONS: 5-7 years consultative sales experience with a proven and sustained history of target achievement Minimum of 2 years successful sales experience in the RPO, MSP, VMS or major account selling Bachelor's degree or equivalent work experience Strong business acumen conveying intelligence and confidence in verbal and written communications Experience working with CRM technology ( a plus) Proven ability to close new business with Fortune 1000 and/or mid-market companies Ability to communicate effectively at all levels of an organization Demonstrated success selling to C Suite and Senior VP of HR level Results-oriented and money motivated Ability to successfully manage buyer objections Resilience and persistence in the face of rejection Understands and utilizes consultative selling techniques (previous training/certification a plus) Grace under pressure in stressful selling situations Self-motivated, self-directed, and organized Energetic, forward-thinking and creative Displays professionalism and ethics in selling situations Excellent presentation skills Strong lead generation skills and proficiency using relevant social networking platforms, such as LinkedIn Competent in MS Office ACCOUNTABILITY: Work with Stratus NJ sales team, RVR and related companies on business development opportunities Meet activity expectations for number of cold calls and lead generation activities required to meet growth and profitability goals Have minimum of client appointments per week as stated below, to be reviewed and adjusted if necessary after initial 3 months. Client appointments can be phone, web or face to face meetings. Month 1: 1-2 Month 2: 3-4 Month 3: 4-5 Close 1 opportunity per quarter. Opportunities must be for positions that meet target profile and market (10 - 12 hires per month/120 - 150 hires a year, billing $750K or greater). Attend 1 to 2 networking or development activities per month. Maintain a Top 20 Prospect List. Enter all sales activity in CRM database. Attend individual and team sales meetings as well as executive meetings. Meet quarterly revenue and GP goals as defined by Managing Partner or President.


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