Richardson Sales Performance is the global leader in sales training and performance improvement. When sales professionals across the globe want to advance their careers, they turn to Richardson for training and help. So it’s no surprise that many of the world’s top sales leaders, thinkers, trainers, and other professionals ultimately chose to work for Richardson itself. Not only has Richardson been an industry leader since 1978, but this is where the latest thinking in agile sales training and other innovations are continuing to be developed. And because the same highly personalized approach that we take to sales training informs our approach to employee development, Richardson has created the ideal environment for great careers to take off.

Our company is growing & evolving and now is an exciting time to join our team.

That’s where you come in …

Overview:

We are looking for a sales professional with experience and capability in building new relationships and expanding existing ones. Someone with strong consultative skills and business acumen that can connect dots quickly and create compelling recommendations, linked to clients’ business challenges.

Primary Objectives :

• Lead the development and execution of your territory plan that defines target accounts based on best fit for Richardson Sales Performance, your industry sector experience and propensity to buy.
• Develop compelling client-specific strategic messages at the business-issue level to gain access to new customers and new stakeholders within existing customer accounts.
• Lead strategic opportunity pursuits, resulting either from your own business development activities or in response to assigned inbound leads from our demand generation team. Demonstrate excellence in guiding buyers through their buying journey, creating a differentiated experience at every interaction. Model superb call preparation, execution and follow up skills.
• Lead and organize a virtual winning revenue team of internal resources in support of key opportunity pursuits, ensuring you are effectively team-selling with Richardson Sales Performance Executives, SME’s and other primary stakeholders.
• Strategically plan to gain understanding of clients’ strategy, objectives, business challenges and metrics as well as gain access to the executive level and key decision makers.
• Effectively position the value of our solutions to the desired business objectives of our clients by delivering appropriate solution recommendations for the client’s needs, in the right context of the business impact to prospects/clients.
• Proactively and strategically manage existing client relationships to reinforce the value realized through our work, leveraging data and insights. Employ strategies that uncover white space for incremental revenue with new buying centers and additional solutions that extend the customer lifecycle.
• Revive dormant client relationships to uncover incremental revenue with existing and new buying centers and additional solutions.

Responsibilities :

• Develop Detailed, Concise and Compelling Client Communications : In conjunction with our Sales Enablement team, create dynamic, thoughtful and customized communications (letters, proposals, presentations, etc.) that differentiate Richardson and our solution; Persuasively articulate solutions, engage clients throughout a presentation, and demonstrate enthusiasm and belief in solutions
• Demonstrate highly proficient approach to customer discovery: With confidence and credibility, execute guided questioning strategy that uncovers customer issues and opportunities for Richardson Sales Performance. Proficiently build a buying vision for customers and prospects with clearly articulated ROI supported by data.
• Demonstrate Business Acumen & Analytical Thinking: Develop the knowledge and understanding of a prospect and client’s business – and prove your ability to display that knowledge to prospects and clients; make good judgments and quick decisions about that particular client with the information at hand; recognize a root problem and find underlying concepts that may impact a proposed solution
• Demonstrate Product Knowledge: Develop deep understanding of our content and solutions and use product and industry knowledge to create demand
• Manage Momentum in the Sales Cycle: Drive to verifiable outcomes that trigger progression in the sales process; continually qualify an opportunity to solidify and secure the business
• Create the Right Solution: Use the prospect or client knowledge of business needs – as well as commercial acumen – to create the appropriate solution that will fit with the prospect or client’s needs. Engage with Richardson SMEs to help guide the solution creation.
• Influence Decision-making & Demonstrate Value: Identify decision-making criteria and create urgency to act; confidently express ideas and opinions to gain buy-in and support within the prospect or client organization, aligning the interests of multiple stakeholders; use appropriate facts, measurements and findings to support the value of our solution
• Negotiate: Resolve resistance, position quantifiable value, and maintain company margins
• Efficiently Manage an Account Portfolio: Develop, update, and follow a business plan to optimize account portfolio and penetrate key accounts
• Employ a Disciplined Approach: Model practices defined by our sales pursuit process; provide accurate and up-to-date detail on progress towards plan achievement; diligently update our CRM.
• Manage Multiple Priorities: Effectively shift from business development to key account management activities and maintain the right urgency for each; employ effective time management to move all opportunities ahead, simultaneously
• Participate in opportunity, pipeline and account review meetings and internal meetings
• Deliver on defined KPIs that encourage achievement of sales and business targets
• Follow Richardson Sales Performance’s sales process, ranging from territory planning over opportunity execution to relationship development and account management
• Other responsibilities deemed necessary by Global Sales management.

Job Requirements/Desired Qualifications :

• 5+ progressive years of successful sales experience in a sales/business development and strategic account management role; preferably sales experience within a professional services, consulting, or other related industry
• Experience selling high ticket, complex, conceptual business services at the executive level in large companies (fortune 500-1,000) with multiple buyer stakeholders
• Prior work in the commercial excellence, human capital development or sales enablement space preferred but not required
• Determination to achieve ever-increasing levels of performance with a constant focus on achieving and exceeding goal; possess a dissatisfaction with average performance
• Necessities:
  • Strong oral and written communication skills – ability to convey confidence and credibility
  • Strong personal impact and presentation skills – ability to create a differentiated experience with each customer interaction
  • Extraordinary client/service focus – ability to have a customer mindset, be genuinely interested in understanding and solving issues that are their priority
  • High level of business acumen – ability to speak the language of the customer and quickly grasp relevance of their issues and operating models
  • Strong attention to detail – not satisfied with taking a generic approach (one size fits all) to selling. Prioritize what is specific and relevant to each customer
• Must be able to effectively influence and persuade individuals to gain buy-in and drive deals forward in a competitive, complex environment
• Proven ability to maintain multiple senior stakeholder relationships within customer environment
• Demonstrated track record of managing and growing accounts
• High level of initiative, and proven ability to work independently, manage workload and time effectively and efficiently
• Experience with MS Office and salesforce.com
• Availability to travel, up to 50% of the time

Additional Information :

• The RVP role is a salaried, full-time role, with standard working hours of 8:30 am – 5:30 pm, Monday – Friday; additional hours may be needed at times, upon request. Richardson Sales Performance has a remote-first hybrid work policy, meaning that employees are empowered to choose the work location that will allow them to be most productive.
• We offer a comprehensive employee health & wellness benefits program. Salary is commensurate with experience.
• The salary listed on the posting is base pay, please be aware that there is a commission package offered as well.
  • $200K+ total target compensation with commissions.

Equal Opportunity Employer

Richardson Sales Performance is committed to cultivating a workplace that is diverse, equitable, and inclusive, and we are continuously evolving our DE&I practices to make progress in this area. Our business policies and practices, including those around hiring, protect all individuals and organizations that we do business with from discrimination based on any and all non-merit based factors, including race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, genetic information (including family medical history), political affiliation, or military service.