Society for Human Resource Management

  • Director, Global Business Development - Europe & Sub Saharan Africa

    Job Locations US
    Job ID 2019-1359
    Category
    Chief GDO
  • Overview

    SHRM's Global Enterprise Sales creates and manages new and existing partnerships to advance SHRM's global enterprise strategy, primarily revenue-generation with multinational enterprises, industry associations, universities and vendors; expansion and servicing of international membership outside the US; and relationship management with other national, regional and worldwide HR associations, including the World Federation of People Management and its constituent regional confederations and local members.

     

    Establish and grow business relationships with potential global partners (i.e., key business leaders and HR executives in multinational corporations [MNCs] and large national companies [LNCs] across multiple global regions; accredited universities with strong executive education programs; HR associations; and training companies). Leverage relationships to gain a thorough understanding of the key global human capital challenges of HR practitioners and identify SHRM products and services that aid business leaders in addressing their organizations’ challenges with an emphasis on SHRM education, training and certification programs. Develop winning proposals that will meet the challenges of corporations and grow SHRM’s global business primarily in Europe and support Sub-Saharan Africa partners. Work to evaluate current global business strategy and continuously update for potential growth.

    Responsibilities

    Your Day:

    • Support implementation of and continuous refinement of SHRM’s global business development strategy.

    • Develop, execute and maintain overall global enterprise sales strategy.

    • Partner with VP of Global Enterprise Sales to set KPIs, seasonal budgets and roadmap strategy to ensure consistent achievement.

    • Support strategic partners in their development and execution of promotional efforts including but not limited to events, launches, social media push.

    • Assist with recruiting, training, and developing a team of direct reports.

    • Schedule sales appointments and maintain sales pipeline in SalesForce.com.

    • Review orders and ensure consistency of image and commerciality throughout sales efforts.

    • Work closely with VP of Global Enterprise Sales on promoting plans for all product categories.

    • Analyze customer experience, sell-through data and feedback with clients, making appropriate recommendations.

    • Establish and grow business relationships with potential global clients.

    • Gain thorough understanding of SHRM’s organization and product/service offering.

    • Drive new global revenue through a combination of new client engagement with MNCs, LNCs, and global partnerships with training companies, colleges and universities and industry associations.

    • Develop winning proposals to grow SHRM’s global business in Europe and Sub-Saharan Africa.

    • Facilitate the effective delivery of SHRM programs to global clients working closely with SHRM departments with operational responsibility for these programs.

    • Assure client satisfaction through effective account management practices and work to continually deepen and broaden SHRM’s business relationship with key clients to create annuity revenue for SHRM’s global business.

    • Establish viable business relationships with global partners (including training companies, industry associations, colleges and universities, etc.) to serve as marking distribution, and/or delivery channels for SHRM offerings in global markets.

    • Continually evaluate the performance of partners to ensure that these relationships produce anticipated and established results.

    • Identify new HR-related products and services that meet the needs of MNC/LNC business leaders and work with appropriate SHRM stakeholders to bring these offerings to market.

    Qualifications

    Must Haves:

    • Bachelor’s degree in a related field
    • 10 or more years of experience in business development or account management across multiple global markets
    • Executive-level selling experience in a consultative, solution oriented environment, preferably in a trade or professional association, educational products/services company, or consulting firm
    • Successful past performance in business development (developing customer relationships, account strategies, developing a qualified pipeline, and capturing large scale deals)
    • Established industry working relationships
    • Lived in other countries
    • Familiarity with consultative sales and negotiating contracts
    • Ability to serve as a credible representative of SHRM to the business community throughout the world
    • Thorough understanding of cultural nuances and business customs / practices in global markets
    • Strong understanding of global human resource trends and challenges across multiple global markets, particularly in MNCs and LNCs
    • Strong problem-solving and analytical skills
    • Proactive, product-forward focus
    • Strong executive presence, ability to cultivate relationships with senior executives
    • Demonstrated ability to close viable business deals and grow a global business for SHRM’s HR products and services
    • Excellent communication and presentation skills. Ability to create and deliver presentations and proposals targeted to senior business leaders and HR executives
    • Ability to gain thorough understanding of SHRM products and services to collaborate closely with internal stakeholders who have delivery responsibility for SHRM offerings and to bundle these offerings in creative ways to meet client requirements
    • Ability to negotiate large scale deals, strategic thinking, business acumen, attain results, lead change, communicate effectively, possess knowledge of the human resources industry

     

    Let us know if you also have:

    • MBA
    • Bilingual in English and German or other language(s)

     

    Physical Requirements

    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. 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

    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 combination of home office and conference settings, and routinely uses standard office equipment. It may require the maintenance of home office and proximity to an airport for work related travel. This job requires frequent travel 40% or more.

    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: accessibility@shrm.org or TDD (703) 548-6990.

    Options

    Sorry the Share function is not working properly at this moment. Please refresh the page and try again later.
    Share on your newsfeed