MRCC Group is looking for dedicated and talented individuals to join our sales team. This is a business development role reserved for sales professionals who have several years of proven success in selling corporate client engagements for the provision of outsourced training services including any combination of custom learning content development, program delivery, blended learning, emerging learning technologies, learning consulting, project staffing, and other learning and development services that enable clients to increase business value from their investment in training. Candidates are expected to have former and present clients and professional corporate relationships allowing her/him to make an immediate and significant impact on the revenue goals of MRCC Group.
Responsibilities:
- Sell MRCC’s learning’s services and products to qualified target clients
- Execute sales process diligently with targeted client prospects from initial contact through signing of long-term contract
- Identify and qualify new prospective clients to build pipeline of sales qualified leads and opportunities
- Conduct initial discovery to analyze and document client needs
- Conduct initial assessments with client decision makers, stakeholders, and influencers to understand performance challenges and goals throughout the learning function
- Develop strategies to win client business
- Partner with appropriate MRCC team members to ensure successful development of client solutions
- Partner with appropriate MRCC resources to develop targeted proposals and Master Service Agreements (MSA) and Statements of Work (SOW)
- Manage pricing activities in partnership with MRCC’s team members and executives
- Negotiate terms of client contracts; support execution of Agreements including MSAs and SOWs
- Collaborate with MRCC teams to transition clients from sales to implementation phases and provide ongoing account management support
- Develop strategic account growth plans
- Accurately forecast personal pipeline by regularly documenting detailed status of all accounts and opportunities
- Develop industry knowledge and experience by attending conferences, reading industry periodicals and white papers, reviewing MRCC deliverables, and assessing competitive offerings
- Lead generation and manage all aspects of the sales cycle.
- Responsible for attaining monthly, quarterly, and yearly sales objectives
- Responsible for contributing to the identification of new services and expansion opportunities
- Manage and develop executive relationships with clients and prospective clients
- Manage proposal development effort, resource planning, and quality control in support of operating business units
- Manage existing account base to ensure client satisfaction and to proactively seek expansion opportunities
Education/ Experience Required:
- Bachelor’s degree. MBA / Master’s degree is a plus
- Minimum of 5+ years of experience with DIRECT consultative sales of outsourced learning and development services, project staffing, and professional learning consulting services
- Strong direct (‘Hunter’) sales experience along with proven experience in growing (“Farmer”) existing accounts
- Ideal candidates will have experience establishing and strengthening relationships at the senior manager through ‘C’ level corporate executives with a demonstrated track record of attaining high revenue goal, selling training or custom blended and e-Learning solutions or related services
- Strong executive presence, professional image, and overall business acumen
- A team player, someone comfortable in a highly collaborative, collaborative culture
- Excellent communication, consulting, and customer service skills
- Hands-on, roll-up-your sleeves team member
- Excellent time management skills and ability to effectively execute and prioritize business initiatives
- Solid knowledge of the corporate learning and business process outsourcing industry players and trends
- Solid knowledge of the learning industry competitive landscape