Sr. Sales Executive - Management Consulting

Our client is one of the worlds leading management consulting firms which specialize in delivering sustainable improvements in earnings and cash flow at no net cost. Their combined organization operates globally with offices on five continents and has been in operation for more than 60 years.

This position is responsible for developing contacts, negotiating, and selling at the "C-level". Position will combine business acumen and past expertise with a strong understanding of their services and benefits.  Selling style will be a combination of fact-based research and high-level strategy.

Ideal candidates will relate to the challenges of mid-tier CEO clients and will be skilled in expressing how our client’s services can provide solutions.

This is not a technology position – this is applying operational and business process efficiency.


MANDATORY REQUIREMENTS

Recent Past President or CEO of a large operation ($100M+); highly experienced in business strategies with direct sales skills including intangible selling at the "C-level";

OR * Partner or Senior Executive in a major consulting services firm; demonstrated history of sales to Presidents / C-level executives of large firms;

OR * Senior Executive/COO/GM in a Fortune 1000 corporation; successful background with strong P&L experience in excess of $200M.

The level of client contact and negotiation requires candidates be comfortable working with "C-level" executives; have exemplary sales skills; understand the problems / issues associated with running a corporation; and demonstrate exceptional communication skills and boardroom presence. Travel is required.   

You are the Rainmaker - you identify and target sales opportunities and directly manage the client relationship so as to set Business Reviews and then, in conjunction with colleagues, to work on More Work for the client by the development of long-term client relationships.

Responsibilities

*          Development of specific strategies for current/prospective clients
*          Exercise high quality judgment in the allocation of time/effort to the development of a prospective client relationship
*          Ensure that a professional "research driven" approach is constantly adopted, i.e. highlight knowledge/understanding of the prospective client/their industry, etc. and that each client meeting is carefully prepared for
*          Ensure that the sales effort is 100% focused on accurately reflecting the Companys Consulting proposition and that all commitments are realistic, achievable and made in line with agreed practice
*          Ensure that the transition to the Business Review is carefully handled through effective liaison with the appropriate personnel
*          Assume Account Executive responsibilities with regard to the long-term development of client relationships, i.e. obtain and maintain references, obtain referrals and repeats, etc
 
Additional Notes

100% New Business Focus
Geographic Territory Focus – no verticals
Must be able to sell intangibles to CEOs of Mid-Tier corporations – Professional Services/Consulting
Must have strong Rolodex of CEO/Executive contacts
Must have proven executive interface/interaction
Selling trust in operational and process efficiency – not products or on-going services or technology
Strong commission plan on high initial salary draw.


Qualified candidates should state clearly their experience as CEO/COO/GM – the size of P&L they managed – their strategy achievements – and their ability to sell.