Global Account Director - LHH Global Sales (UKI)
Regno Unito CandidatiGlobal Account Director – LHH Global Sales
The Global Account Director partners with strategic accounts through client advice to create sustainable impact whilst driving account development and growth at global and local level.
They work translating client needs into solutions with support of subject matter experts, leading opportunity generation and client development on national and global level for strategic accounts.
Their primary metric will be total account sales both global and local, conversion rate to multi-solution account in percentage, number of sold products per managed account, key account and customer penetration, renewal rates, customer satisfaction and percentage of cross-sell.
Reporting Relationships:
- Report directly to the Head of Sales, UKI
- No direct reports
What you will do
The Global Account Director provide consultative services and advice to strategic accounts to identify client needs and opportunities. They drive account development and growth by holistically understanding client's strategy at country and global level. Therefore, they support clients with transformation and organizational effectiveness. . In parallel, they provide expertise and thought leadership to client on industry and labor market trends. Together with identified resources, they assemble relevant client solution teams from LHH and the wider TAG ecosystem (GBU counterparts) to sell and structure integrated solutions.
The Global Account Director owns:
- the client development strategy for strategic accounts at country and global level
- the solution design process for standard solutions and start the advice on complex projects involving the right stakeholders.
- drive and coordinate accounts’ strategy across all verticals
- the final sales and pricing decision for strategic accounts.
The Global Account Director influences:
- Client development strategy on national level for strategic accounts
- Solution design for complex deals (not out of the shelve solution)
Competencies
KNOWLEDGE, EDUCATION & TECHNICAL COMPETENCIES (recommended)
- Understands market and how LHH/TAG solutions fit in. They build and leverage market knowledge to understand customer needs. They demonstrate strong LHH/TAG solutions knowledge (360 offering) and understand our Unique Value Proposition in the market compared to our competition. On an ongoing basis they identify and provide feedback about direct and indirect competitors (products, prices, market share, strategies…)
- Drives strategic planning and solutions selling. Understands customer’s needs and requirements to scope the opportunity. Plans strategically for short, mid & long-term. Prospects new opportunities & grows existing business footprint. Focuses time and resources on the highest potential and develops effective account/opportunity strategies. Has the ability to develop & pitch tailored solutions to appeal to what is important to the buyer.
- Is a role model for sales discipline. Demonstrates diligence and discipline in full use of SFDC, account planning & pro-active sales campaigns. Manages pipeline effectively. Delivers on forecast consistently. Builds solid stakeholder and power mapping. Leverage the TAG ecosystem to support the business. Drives compliance at every step of the planning & sales process
- Drives superior business outcomes. Leverages data to consistently exceed targets. Understands financials as well as pricing strategy & tools to design proposals that will optimize the customer’s and TAG’s business outcomes. Develops value-based negotiation strategies, and has a strong ability to close the deal. Drives contract fulfilment, revenue and profit growth.
- Builds strong relationship turning customers into fans. Drives customer delight to the point of turning every customer into a TAG advocate. Gains the respect of a trusted advisor to the customer, supporting their long term goals. Engages with customers’ stakeholders at all levels and across all relevant functions up to C-level. Effectively leverage TAG executive to strengthen the partnership. Identifies lighthouse wins that will impact the industry
LEADERSHIP COMPETENCIES (recommended)
Customer Centricity. Places the customer outcome at the heart of all activities. Knows the customer/industry and their business needs. Prioritizes and focuses all efforts towards the customer’s needs
Effective Communication and Influence. Listens to understand and communicates clearly. Has strong presentation skills. Drives impactful and trustful conversations. Is able to make a point and defend an argument. Can persuade and influence across hierarchies and different stakeholders. Is aware of biases and cultural differences while dealing with stakeholders.
Drive For Results. Goes “all in” and always “the extra mile” to deliver results, staying true to customer centricity and compliance at all time. Develops and proactively manages opportunities, drives end to end delivery including deals. Demonstrates accountability and ownership. Prioritizes for impact.
Growth mindset.Demonstrates curiosity and hunger to learn, challenges for greater performance, can be challenged, shares feedback and asks for feedback. Embraces change as an opportunity to grow. Demonstrates resilience in the face of business hurdles.
Collaboration. Orchestrates and coaches a global, cross-brand virtual team to win together. Shares insights opportunities and connections across teams and BUs as needed, in support of 360 offering and global delivery.
Requirements
Work Experience:
- At least 10 years of experience in a multi-national company in a Sales, Customer Success, key account ownership at similar level
- Business development or key account management experience in a Human resources service industry environment and a complex international organisation. Track record of sales to senior level
- Proven experience in multicultural key account management. Desirable to have experience in selling HR Solutions and/or client industry specific experience in e-Commerce/Retail.
Education: Commercial Diploma or Bachelor’s degree in Business Administration, Marketing or related subjects. MBA or Equivalent preferred.
Expert English language proficiency and country language, if different. Additionally, in English speaking countries an additional language is a plus, such us French or Spanish.
Ability to travel 25%
- Growth opportunities within a human resources global leader.
- We prioritize learning to stay agile in an increasingly competitive business environment.
- We foster an open-minded environment where people spark new ideas and explore alternatives.
- Flexible working model
- Private medical insurance (PMI)
- Group personal pension plan
- Career support for family and friends
- 25 working days paid holiday with the opportunity to buy extra days off each year.
- So much more!
About LHH
The world of work is ever-changing and unpredictable. Organizations are constantly fighting a battle to find and maintain their competitive advantage: their talent. To succeed, they can’t just rely on what works today, working tomorrow. They need to be ready for next.
LHH exists to help individuals, teams, and organizations find and prepare for what’s next. With integrated, end-to-end solutions that include Advisory, Professional Recruitment, Career Transition, and Learning & Talent Development, we are uniquely positioned to work together to make a positive impact on the future of every person we work with at every key career moment.
LHH is at the forefront of change to build a bigger, bolder workforce. Every day is a new day to prepare for, and we’re here to make sure the future works for everyone.
A division of the Adecco Group – the world’s leading HR solutions provider – LHH’s 8,000 colleagues and coaches work with 15,000 organizations in over 60 countries around the world. We successfully help close to 500,000 candidates to enhance their careers every year. Our local expertise, global infrastructure, and industry-leading technology allow us to manage the complexity of critical workforce initiatives and the challenges of transformation. It’s why most of the Fortune Global 500 companies choose to work with us.
This is LHH.
Ready for Next.
LHH is an Equal Opportunity Employer.
Posting date: 22-08-2024
Scopri chi siamo
Unendo i punti di forza complementari dei nostri vari marchi, il nostro team si unisce attraverso una missione potente - abbinare il talento giusto all'opportunità giusta. Creiamo sinergie che soddisfano le esigenze di talento dei nostri clienti ovunque si trovino nel loro percorso, offrendo un'esperienza abilitata dalla tecnologia e guidata dall'esperienza umana. Con LHH, avrai il potere di realizzare il nostro scopo di rendere a prova di futuro organizzazioni e carriere, abilitando la trasformazione della forza lavoro. Unisciti al nostro team appassionato e orientato al successo, dove diamo priorità alla flessibilità, all'autonomia e al lavoro significativo. Con un team di supporto, percorsi di carriera su misura e un impegno per il benessere, puoi prepararti per qualsiasi domani con noi.
Diversità e Inclusione presso LHH
Siamo impegnati a far funzionare il futuro per tutti. Come azienda focalizzata sulle soluzioni per il talento e i servizi di consulenza, immaginiamo un mondo in cui tutti abbiano la possibilità di partecipare al mondo del lavoro. Il nostro obiettivo è riconoscere e apprezzare prospettive diverse, incoraggiando processi decisionali inclusivi che valorizzano i contributi, le competenze, l'esperienza e il potenziale di ciascun collega. Lavoriamo attivamente per creare le condizioni che supportano una cultura e un ambiente di lavoro di appartenenza, fiducia e partecipazione. Il nostro approccio alla diversità e all'inclusione si basa su diversi pilastri che sostengono il nostro lavoro, tra cui l'inclusione strutturale e consapevole, il leadership e la responsabilità.
Cultura
Siamo un team eterogeneo e altamente qualificato proveniente da tutto il mondo, che lavora insieme per un futuro alla portata di tutti. La nostra cultura è plasmata dal nostro personale, che rappresentano la chiave del nostro successo: sono loro che ci consentono di avere un impatto sul mondo del lavoro, in continua evoluzione a livello globale, con soluzioni basate sulla comprensione e sull’esperienza dei contesti locali. Insieme, offriamo ai candidati percorsi di carriera entusiasmanti e presentiamo ai nostri clienti i migliori talenti sul mercato. Per rendere possibile tutto questo, riteniamo essenziale investire nelle risorse umane, adottare una comunicazione aperta e creare opportunità di sviluppo individuali. Là fuori, c’è tutto un mondo di possibilità.
Scopri di più su LHH
Siamo l'azienda di selezione talenti del Gruppo Adecco, un partner di soluzioni end-to-end che risponde alle esigenze dei clienti relative a competenze e trasformazione per promuovere la crescita. La nostra missione è abbinare i talenti giusti con le opportunità perfette: unendo i punti di forza complementari dei nostri brand, creiamo sinergie che soddisfano le esigenze dei nostri clienti, ovunque si trovino nel loro percorso di trasformazione. In qualità di membro del team, avrai gli strumenti, l'ispirazione e gli stimoli giusti per contribuire al nostro obiettivo: rendere le aziende e le carriere a prova di futuro, costruendo le giuste capacità e favorendo la trasformazione della forza lavoro. Abbiamo standard estremamente elevati e diamo sempre il massimo, perché siamo consapevoli che il nostro lavoro fa la differenza.
Profilo di successo
Siamo fatti l'uno per l'altro? Dai un'occhiata alle caratteristiche che stiamo cercando. (1 Beginner – 10 Expert)
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Evolvere con un obiettivo Svolgere il proprio lavoro con passione e desiderio di cambiare il mondo.10
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Vincere insieme Costruire rapporti basati sulla fiducia, sulla trasparenza e sulla collaborazione per avere successo come team.8
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Avere gli strumenti giusti Poter prendere decisioni e assumersi la responsabilità dei risultati.10
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Puntare in alto Agilità, flessibilità, rapidità, capacità di anticipare le esigenze future di clienti e candidati.9
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Divertirsi Realizzare i nostri obiettivi con energia e motivazione, divertendoci insieme ai colleghi.8
Ricompense
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Le nostre condizioni d'uso, la Cookie Policy e la Privacy Policy spiegano come raccogliamo e utilizziamo le informazioni e quali sono i tuoi diritti. Inviando i tuoi dati, confermi di aver preso visione di questi documenti e accetti di ricevere comunicazioni e job alert via email da The Adecco Group.