Business Development Manager (Enterprise Sales Executive) Team USA

Top Employers Institute is the global authority recognising excellence in people practices. We assist companies to accelerate these practices and further enrich their worlds of work. Through the Top Employers programme, participants are audited, certified and recognised as employers of choice. Established more than 30 years ago, Top Employers Institute now certifies over 2,300 organisations in 121 countries. These certified companies positively impact the lives of over 12m employees globally. 

Purpose and Contribution to the Company Strategy

Seeking an entrepreneurial, results-driven, competitive professional to help us build the impact of the Top Employer’s Institute certification program in the USA. We are building a nimble new sales team to advise North American HR Leaders in developing and branding their organisations.

Over a 5-year study, organizations certified by Top Employers Institute outperformed their non-certified peers by 36% in shareholder value creation. Why? Access to highly useful data for benchmarking their people practices and improving their employer brand.

Through our annual certification program, clients gain access to net-new data insights for benchmarking their HR practices against industry and geographic standards. With proactive data-based decision-making, our clients realize maximized shareholder value, avoid personnel risks across large teams, and avoid being left behind in a rapidly changing world.

The Business Development Manager directly generates revenue by prospecting for, positioning and selling the HR Data-Benchmarking & Certification Program to multinational clients headquartered across North America.

Key Responsibilities

Responsible for new business development via prospecting, social selling, qualifying and consultative selling
Drive sales growth and pipeline through the setting up of qualified meetings
Be a subject matter expert and active promotor of Top Employers HR Certification

Ability to connect with senior HR stakeholders and position the full value of the Program across their areas of responsibility and areas of focus

Work closely with 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

Responsible for winning around $350K in new revenue

Competencies

Company competencies (for everyone):

Collaboration
Customer focus
Global perspective

Key success competencies (in addition to company competencies):

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 at the most senior level with confidence, can make formal persuasive presentations, can communicate 1-1 with confidence and discuss the company products/services and added value potential effectively.
entrepreneurial mindset, looking to grow your designated territory.

Qualification Criteria

Bachelor degree (or equivalent)
4-7 years working experience in B2B consultative selling to C-suite level individuals, preferably in the field of HR Tech or HR Services
Value Selling Skills (meeting prep, conduct an effective needs analysis, deliver sales presentations, answer questions and discover prospect concerns)
You must have a growth mindset.
Experience in working with different cultures and nationalities is a plus
Fluent in 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
Experienced Sales/Client-facing professional.
Bit of a people / HR-nerd, passionate about improving the workplace for people.
Aiming to play a meaningful role on high-growth team.
Hunger for new skill acquisition at an advanced pace.
Team player that is high-integrity, high-trust, and high-humility
Confident, and aiming to build our US business while accelerating and up-leveling their own skills
Open to helping build out our New York hub for team collaboration.
Wants to work for an international company and travel to our Amsterdam HQ once in a while for work 🌍

Top Employers Institute offers

Purposeful Impact. Global Connections. Versatile Working Environment.At Top Employers Institute, you collaborate with colleagues worldwide as you shape a career focused on enriching the world of work, bringing your best self.

At Top Employers Institute, we believe in:

Living our human-centric approach (flexible working conditions, including the flexibility to work from home or from the office)
Thriving in a multicultural environment
Growing meaningfully
Leadership culture based on trust
Plenty of room for initiatives and own responsibility
We pay you to pay it forward: we grant you 2 days of paid time off for volunteering for causes you care about
We want you to stay with us: you will enjoy a 4-week sabbatical leave paid by the company after 5 years
Dynamic and strong international culture (more than 30 nationalities spread over 12 offices all around the world)
Fast growing (20% YoY revenue growth) and sustainable company (founded 30 years ago)

Top Employers Institute is an Equal Opportunity Employer. We respect and celebrate each other’s differences. We know that a diverse workforce enhances our success. We are conscious that having the freedom to be yourself is the basis of sustainable growth. To us, it doesn’t matter where you were born, what you believe in, how old you are, what you look like, or who you love. We believe that different perspectives and backgrounds actually lift Top Employers Institute to new heights and increase our way of thinking for a better world of work. Join us, as there is a place for you here!