Top Employers Institute is the #1 global authority on HR strategies. We help organisations deliver excellent people practices with proved business impact to attract, engage and retain top talent. Together with our HR experts, actionable insights and trusted certification process, the Top Employers roadmap enables and support organisations to build and maintain excellence in their global people practices. Established more than 30 years ago, Top Employers Institute now certifies over 2,400 organisations in 125 countries. These certified companies positively impact the lives of over 13m employees globally.
Purpose and contribution to company strategy
Building upon the growth and impact of the Top Employer’s Certification Programme worldwide we are looking to recruit a new team member to support UK / European / Global HR Leaders in the development and branding of their organisations.
The Business Development Manager directly generates revenue by prospecting for, positioning and selling the HR Certification Programme and Advisory Services to multinational clients headquartered across the European region and the globe.
Key responsibilities
- Responsible for new business development via prospecting, social selling, qualifying and consultative selling
- Drive complex, multinational account-based selling initiatives, building strategic relationships across global stakeholders to secure high-value partnerships
- Drive sales growth and pipeline through the setting up of qualified meetings
- Be a subject matter expert and evangelist of Top Employers HR Certification
- Ability to connect and network with senior HR stakeholders and position the full value of the Programme across their areas of responsibility and areas of focus
- Conduct in-depth analysis of prospect clients HR strategies, aligning how Top Employers benchmarks, insights, data and advisory can help drive execution of strategy and measurable business outcomes
- Deliver accurate quarterly forecasting, ensuring visibility of pipeline health and alignment with revenue targets
- Work closely with global colleagues to align approaches, leverage regional expertise and secure high-value international accounts
- Conduct engaging dashboard demonstration to showcase benchmarks, data and insights that highlight value for prospective clients
- Prepare and deliver compelling value proposals following client meetings, clearly articulating solutions aligned to their strategic priorities
- Work closely with central and regional Marketing to support events and follow up digital leads
- Achieve growth targets for new business acquisition
- Building a strong professional network by initiating contact with HR decision makers
Key Success Competencies
- Company wide competencies: Collaboration, customer focus, global perspective.
- Role-specific competencies: Communicates effectively, manages complexity, interpersonal savvy, business insight, directs work, builds networks, persuades, drives results
Qualification Criteria
- Bachelor degree (or equivalent)
- 2-5 years working experience in Sales, preferably in the field of HR Tech or HR Services or SAAS (proven track record in new logo acquisition)
- Value Selling Skills: (meeting prep, conduct an effective needs analysis, deliver sales presentations, answer questions and handle objections)
- Negotiation skills: Knows how to prepare, how to make offers, how to respond to offers, how to respond to typical tactics, how to close, how to ensure the agreement lasts.
- Communication skills: Operate with confidence, can make formal persuasive presentations, can communicate 1-1 with confidence and discuss the company products/services and added value potential effectively.
- Native or fluent in business English in both writing and verbally. Any other language is a nice to have.
- Available for some travel to conferences, client sites and company meetings
Top Employers Institute offers
- Competitive fixed & variable remuneration
- Pension fund contribution (Scottish Widows) & Private Healthcare (Vitality)
- Human centric way of working: Flexible working conditions, including the flexibility to work from home or from the office
- Regional and global sales team meetings twice a year
- Leadership culture based on trust
- We pay you to pay it forward. 2 days company paid time off (VTO) for volunteering for causes you care about
- Dynamic and open business culture
- Plenty of room for initiatives and own responsibility
- Leader in HR, relied on by global clients
- Fast growing company, enabled by owner HAL Investments, which is one of the largest, long-term, investment companies of the Netherlands
- International environment: colleagues from all over the world and offices in 12 countries, including France, Germany, China, US, South Africa, Singapore and Brazil
