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
Develops and evolves the commercial value proposition, including
all internal coordination, communication, and interaction.
Budgets for Commercial sales activities and meets budgeted
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
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
Manages the commercial sales process, including the integration
of Customer Relationship Management systems into the sales
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
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
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
Coach, develop, mentor and manage the activities of team
Other duties and projects as assigned.
Must Haves: High School Diploma or equivalent
1 5 years of professional experience in professional services
business development, client relationship management, and account
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
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
Ability to understand and communicate concepts quickly and
Accomplished skills in developing proposals and client
Strong attention to detail.
Ability to creatively problem solve.
Ability to lead a team effectively while at the same time
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.
Let us know if you have: Bachelor’s and/or advanced degree in
Business, Human Resources, Marketing, or a related field
Experience working in both for-profit and non-profit
environments, and applying best practices for relationship
management business development in both contexts.
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
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 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
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
We do not sponsor applicants for work visas.