Society for Human Resource Management

  • Specialist, Training and Client Relations

    Job Locations US-VA-Alexandria
    Job ID 2019-1287
    Education Programs
  • Overview

    The Role:


    The Educational Programs Department supports SHRM’s mission and strategic goals through the development and delivery of professional development programs to a global and domestic audience. This department is focused on building and sustaining educational partnerships with human resource professionals by providing curricular offerings to individuals and corporate members across professional experience levels, business sectors, and HR competencies. To enhance relationships with corporate clients, this department also provides discounts and opportunities for organizations to increase their total professional development value.


    The Training and Client Relations Specialist will support the Organizational Training and Development team within the Educational Programs Department. The Specialist supports the growth in sales of SHRM’s training programs and services to existing and new corporations, government agencies, and association clients. The Specialist also promotes the bundling of SHRM products and services with clients to help support the organization’s corporate sales channel and business to business goals.


    Your Day:

    • Manage an existing pool of clients that are current purchasers of SHRM’s training programs, products, and services. Increase sales of other relevant SHRM training programs, products and services to existing clients.
    • Establish new relationships with clients to generate revenue through the sale of SHRM training programs, products and services.
    • Use a consultative sales process to engage and convert potential clients to purchasing clients.
    • Manage both inbound opportunities and active outreach to the marketplace.
    • Track daily activity and report on opportunity pipeline using Salesforce or other customer relationship management system (CRM).
    • Prepare weekly operating reports by collecting and verifying clients contracted data into spreadsheets.
    • Manage the negotiations and contract compliance with SHRM Legal.
    • Work cross-departmentally within SHRM, and extensively with SHRM program instructors, and clients, to ensure the successful delivery of programming, products and services to clients.
    • Field and complete Request for Proposal’s, Final Random Inspection’s, etc.
      Reach and exceed revenue and program target numbers.
    • Provide superior client support and services as measured by the TMSI score.
    • Identify meaningful content trends to assess potential new programming and competitor activity.
    • Collaborate with peers to identify opportunities to cross-market and sell SHRM products and services.
    • Support overall marketing and communication efforts in support of departmental initiatives.
    • Support forecasting efforts.
    • Other duties and projects as assigned.


    Must Haves:

    • Bachelor’s degree.
    • 3 years experience in a professional services environment conducting sales, consulting, account management, or business development is essential.
    • Experience with Salesforce or other CRM.
    • Experience in a revenue generating position.
    • Excellent oral and written communication skills, both listening and speaking in a persuasive manner to internal stakeholders and most importantly to existing and potential clients.

    • Excellent presentation skills, both to small and large groups of individuals at varying levels within an organization.

    • Excellent decision making, problem solving and critical thinking skills.

    • Excellent proposal creation skills.

    • Ability to handle multiple tasks and opportunities at once in an organized manner, with the ability to complete tasks within critical, client-centric deadlines.

    • Ability to work closely with a manager in a team setting.

    • Ability to proficiently use various software programs; MS Word, PowerPoint, Outlook, and Excel, and Salesforce.

    Physical Demands
    The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


    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. 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
    The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


    Work is regularly performed in a professional office environment and routinely uses standard office equipment. This job requires moderate travel 20-30%.


    The Society for Human Resource Management is an equal opportunity employer (Minority/Female/Disabled/Veteran).
    ACCESSIBILITY NOTICE: If you need a reasonable accommodation for any part of the employment process due to a physical or mental disability, please send an email to: or TDD (703) 548-6990.


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