Engine Group

Director, Client Development (Employee Research)

US-NY-New York | US-MA-Boston | US-IL-Chicago
ID
2017-2151
Type
Regular Full-Time

Overview

ORC International helps the world’s leaders to optimize their businesses today, understand how they can win tomorrow, and realize the future.  A global top 20 business intelligence firm with a stellar track record in quality, leading edge analytical know-how and data integration supported by an agile technology platform, ORC International enables leading organizations to better understand their people and transform their overall business performance. Proud of our long-standing heritage and deep client connections, we continually grow and evolve as our relationships do- providing relevant, connected and evidence-based insight and perspective to answer today's business challenges.

 

Working at ORC you will be working with a group of dedicated, bright and energetic people. We are focused on our clients, but also ensure that our own work environment is supportive, enriching and fun! We offer competitive salaries and rich benefits including health, dental, vision, 401(k) with company match, PTO, Community Volunteer days, seasonal outings and more.

Role

The Director, Client Development position reports to the Senior Vice President of ORC’s Employee Research and Consulting group, and has a focus on business development. The Director, Client Development is responsible for identifying key HR contacts and decision makers within prospect organizations, building strategic relationships, and selling ORC’s research and consulting solutions in response to the talent challenges they are facing. Working closely with the Senior Vice President and client delivery team, they will develop compelling proposals and pitches, as well as maintain ongoing client relationships.

 

 

 

 

 

 

 

 

Responsibilities

  • Identify new business opportunities and present relevant, innovative Employee Research and Consulting solutions to address the needs of HR stakeholders within both client and prospect organizations
  • Front-line liaison between client/ prospect organizations and internal teams
  • Develop and execute strategies both at the account and product level to ensure a steady pipeline of new business
  • Gather and communicate feedback from both customers and potential buyers, as it pertains to ORC’s products and services
  • Monitor competitor activity, and potential opportunities for innovation
  • Collaborate with internal and external teams to develop creative solutions that effectively address customer challenges
  • Identify areas in the market where there is potential for business growth
  • Develop and manage a communications plan to ensure that ORC is top-of-mind for client and prospect organizations for future opportunities
  • Proactively identify customer needs and challenges
  • Maintain a healthy, steady pipeline of new business opportunities, and provide accurate sales forecasts on a monthly, quarterly and annual basis
  • Ensure the people, products, and services presented to the client are relevant and provide a competitive difference
  • Develop and present sales materials and presentations to generate interest in ORC’s Employee Research & Consulting solutions
  • We are not product sellers but rather solution sellers: Requires understanding client business issues very well, asking questions to determine how we can add to their knowledge base and not duplicate what they already know, and deliver information that moves their business forward
  • Work primarily with totally new clients; as such, once a new client is in the door, reinforce their good decision to use ORC, and be present in their world often enough for them to realize their value and importance to ORC

 

Qualifications

  • Bachelor's Degree required; MBA preferred
  • 6-10 years of experience in an account manager/ solution sales business development role
  • Brings a strong network of client contacts
  • Experience selling into HR within leading organizations
  • Experience of working within a primary market research and/ or professional services environment
  • CRM knowledge and expertise
  • Strong written and verbal communication skills – seek first to understand, second to be understood
  • Critical thinking and problem-solving – Must be able to identify the needs of potential customers proactively and align these needs with our solutions
  • Project Management – Ability to effectively work with internal teams to ensure deadlines are met, and customer needs are promptly addressed
  • Negotiation – Identify win-win situations for both internal and external stakeholders
  • Organizational Skills (Time Management & Resource Planning) – Ability to work in a fast-paced environment, to work on multiple projects and initiatives simultaneously
  • Understanding of Employee Lifecycle Research Solutions – including Employee Engagement, Employer Branding, Learning Needs Analysis
  • HR Industry Knowledge – Understanding of the current talent challenges facing HR professionals and how to sell solutions to address those challenges
  • Ability to quickly uncover and grasp client business issues that can be connected to ORC solutions
  • Have the necessary confidence to challenge clients and ask tough and direct questions
  • Ability to gain critical insight from the client on what it will take to develop a compelling proposal and win the business
  • Recognize which opportunities are real, and which ones are not
  • Resiliency – Must be able to maintain enthusiasm despite setbacks

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