Regional Account Manager

İşin təsviri

Regional Account Manager

Hay Group is a global leader in Management and HR Consulting. Hay Group works with business leaders to “transform strategy into reality”; we help organizations work.
Within Hay Group the Productized Services (PS) Business Unit provides a range of online tools supporting recurring HR processes in the domains of Pay, Talent and Effectiveness (http://atrium.haygroup.com/ww/).

We have an impressive client portfolio of global and local players in Russia, Turkey, and Ukraine and we are also rapidly developing in Kazakhstan. We have ambitious growth plans for PS in the CIS region. Therefore, we seek a highly motivated, results oriented Regional Account Manager based in Azerbaijan to focus on increasing PS revenues from existing clients as well as developing business with new clients in the CIS region. We expect an enthusiastic candidate to expand our market survey activities in pay and benefits and to develop our market position in Talent and Effectiveness.
Armed with the knowledge of the products and services we have on offer, you are able to identify opportunities to sell these products primarily through the strong commercial and business development skills you possess. Excellent relationship management and communication skills and the ability to work with limited supervision are essential. Being a member of Hay Group’s CIS team, you will work together with Russian, Kazakh and Turkish colleagues, but will be responsible for your own territory and sales targets.

We offer you a very challenging opportunity in a highly effective international consulting group, a competitive pay package, and interesting training and development opportunities.
We hope to receive your (English written) curriculum and a motivation letter at [email protected] (applications without cover letter will not be considered).

 
Role Description:
Purpose of the role of Regional Account Manager Productized Services is to drive profitable growth of Hay Group’s Productized Services in Azerbaijan and surrounding countries through effective sales and execution of global, regional and local go to market strategies. 

The Regional Account Manager will be accountable to manage and sell Productized Services in CIS. The role will focus on understanding client’s HR and business issues, build knowledge of all products and services available in  the domain of pay (salary reviews, total compensation statements, etc.), talent (talent review, hi-potential detection, leadership development, etc.) and effectiveness (employee engagement and enablement) and be able to identify opportunities to introduce these products primarily through the strong relationship and account management they provide. The role must ensure end delivery of products, typically by coordinating resources and technology, and then manage the client satisfaction to guarantee renewal and extended usage of products.

The products focus on recurring HR processes throughout the employment lifecycle that assist clients in:
• attracting the right talent,
• assessing applicants consistently and effectively,
• presenting an appropriate package to prospective employees,
• assessing employee performance and potential,
• developing employees for promotion and/or exit, and
• ensuring equitable and competitive rewards throughout an employee’s career

This position will report to the Productized Services Regional Director for European Fast Growing Markets.

Opportunity exists to develop into a Regional Coordination role managing a rapidly growing team of (today 4) people in the region across multiple CIS countries.

Primary Accountabilities:
• Directly account manage, drive revenue within existing clients, invest time proactively in building relationships with the key client decision makers across Pay, Talent and Effectiveness. This includes understanding the client organization, businesses, locations, internal structure, immediate/long term needs, roles, how they manage their HR processes.
• Proactively manage commercial opportunities within client portfolio and work with client from proposals/quotes to coordination of delivery.
• Create high levels of customer loyalty within accounts and ensure all aspects of client satisfaction by delivering on our promise to clients.
• Identify new client opportunities and develop business with new Hay Group clients. This will encompass leveraging existing Hay Group relationships / contacts to build local revenue streams as well as initiating conversations from scratch.
• Develop relationships and liaise closely with PS and Consulting staff in Hay Group offices in Russia, Turkey, Kazakhstan and across EurAsia to identify leads and cross-sell opportunities.
• Work closely with our Processing Center and dedicated resource to coordinate the delivery of our pay survey activities across multiple countries (Georgia, Azerbaijan, Kazakhstan, Turkmenistan, Uzbekistan, Kyrgyzstan).
• Partner with marketing to establish appropriate client campaigns and materials available for an increase in response and client satisfaction.
• Monitor the effectiveness of the products we sell and actively look for opportunities for client stories and case studies.
• Provide feedback to Product Managers about the suitability of products and how we can improve them, or opportunities for new products in the market.
• The jobholder is responsible for client prospecting and the identification of promising segments and regions/cities for Hay Group’s services. Thereby the jobholder will be contributing to the business plan for the region.
• Prepare a variety of status reports, including activity, closings, follow-up, sales pipeline, and adherence to goals.

Experience:
• Proven business account management skills in order to create, maintain and enhance client relationships, specifically in a B2B context.
• A proven ability to work with clients and develop relationships/business and is driven by the commercial accountability of growing and renewing client revenue.
• Experience in working across countries and cultures is a plus
• About 5 years of relevant business experience

Personal competencies and characteristics:
• Excellent at networking, selling, influencing, communication and presentation skills
• The ability to open and close business at senior levels, including cold calling
• Excellent relationship building skills and client empathy
• A high achiever with enthusiasm, self confidence, initiative taking, eagerness to learn, and resilience
• A strong team player
• Well organized, good project management skills
• Interest in organizations and people, affinity with a HR focused clientele
• Willingness and ability to travel (based in Baku)
• Fluent in Azerbaijani, Russian, Turkish and English

Recommended Education:
• A degree in Business Administration; Business Management, Sales & Marketing or closely related field or equivalent experience