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Vice President, Commercial Sales

Company: The ABA Rule of Law Initiative
Location: Alexandria
Posted on: September 12, 2020

Job Description:

1800 Duke St, Alexandria, VA 22314, USA Req #10

Friday, July 17, 2020

At SHRM, we are committed to making work, workers and workplaces better through insights-driven policy solutions, learning and development, thought leadership and research. We are shaping the ways employers and employees thrive together. SHRM is empowering our more than 300,000+ members, including HR professionals, business executives, and people managers, to lead as strategic business partners and effective stewards of workplace culture, business productivity, and employee engagement.

The Vice President, Commercial Sales, is responsible for developing and growing Commercial sales and relationship management efforts in the Americas and Europe. This position develops and executes enterprise SHRM’s value proposition, sets and executes market development strategies, and generates revenue against budgeted goals. The Vice President is responsible for directing and leading the team that accomplishes all sales and account management activities, including strategic account targeting, account planning, pipeline management, and the configuration and use of sales management and Customer Relationship Management systems. The position closely partners with all internal stakeholders to lead and coordinate business development efforts in support of the organization’s goals.

Position Requirements

Develops and evolves the commercial value proposition, including all internal coordination, communication, and interaction.

Budgets for Commercial sales activities and meets budgeted revenue goals.

Develops a comprehensive ongoing market outreach strategy. Coordinates on an overarching marketing approach and an account-based marketing strategy. Creates and grows a successful commercial relationship with prospective and existing member and customer organizations.

Leads direct sales efforts to engage senior decision-makers through a consultative selling approach on SHRM’s commercial value proposition and related products and services. Develops strong Commercial relationships based on supporting enterprise member/client business goals.

Leads Commercial proposal development efforts and works to ensure proposals are consistent with legal and financial objectives.

Manages the commercial sales process, including the integration of Customer Relationship Management systems into the sales process.

Manages commercial opportunity pipeline across the full range of client maturity levels, from lead identification through proposal development and contract agreement, including reporting on pipeline status.

Works collaboratively with key stakeholders and/or affiliates to drive organizational sales in a matrixed sales environment.

Drives global sales and outreach for the Americas and Europe.

Plays a coordinating and supportive role in the delivery of product and service solutions. Informs business line stakeholders on new product and service development ideas based on customer feedback.

Coach, develop, mentor and manage the activities of team members.

Other duties and projects as assigned.

Position Qualifications Required: High School Diploma or equivalent

Preferred: Bachelor’s and/or advanced degree in Business, Human Resources, Marketing, or a related field


15 years of professional experience in professional services business development, client relationship management, and account development.

Experience driving sales of HR-related programs or services (or equivalent products/services) at the executive level using consultative sales techniques.

Experience managing sales outside the United States, particularly the non-US Americas and/or Europe.

Experience working with matrixed sales and resource management structures.

Preferred: Experience working in both for-profit and non-profit environments, and applying best practices for relationship management business development in both contexts.

Skills and Abilities

Strong people management and leadership skills.

Ability to lead sales teams to achieve specific goals.

Exemplary communication skills, both written and oral.

Strong executive presence, with the ability to connect quickly on significant business topics.

Strong Client Relationship Management and Account Management skills.

Ability to understand and communicate concepts quickly and accurately.

Accomplished skills in developing proposals and client presentations.

Strong attention to detail.

Ability to creatively problem solve.

Ability to lead a team effectively while at the same time contributing individually.

Strong prioritization skills, with a demonstrated ability to determine the appropriate level of quality and detail for a given task or project.

Demonstrated ability to work independently, take initiative, develop solutions, and drive toward targeted results.

Physical Requirements Regularly required to sit; talk and hear, use hands to type, file, handle or feel. The employee is frequently required to reach with hands and arms. Occasionally required to stand; walk and stoop, kneel, crouch, or crawl. Visual acuity to use a keyboard, prepare and analyze data and figures; transcribing, viewing a computer terminal; extensive reading.

May require ordinary ambulatory skills sufficient to visit other locations; or the ability to stand, walk, lift, carry and move light to medium weight. Requires good hand-eye coordination, arm, hand and finger dexterity, including ability to grasp, and visual acuity to use a keyboard, operate equipment and learn technical information.

Light lifting is required. Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently, and/or a negligible amount of force to constantly move objects.

Work Environment Work is regularly performed in a professional office environment and routinely uses standard office equipment.

Work is regularly performed in a combination of office and conference settings and routinely uses standard office equipment.

This job requires moderate travel 20-30%.

Our employment practices are in accordance with the laws that prohibit discrimination against qualified  individuals on the basis of race, religion, color, gender, age, national origin, physical or mental disability,  genetic information, veteran’s status, marital status, gender identity and expression, sexual orientation,  or any other status protected by applicable law. SHRM is an equal opportunity employer (Minority/Female/Disabled/Veteran).

We do not sponsor applicants for work visas.

Keywords: The ABA Rule of Law Initiative, Alexandria , Vice President, Commercial Sales, Other , Alexandria, Virginia

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