Description Responsible for spearheading growth through strategic engagements, solution selling, and collaboration with education, workforce development and corporate sales teams. Success will depend on your ability to meet and exceed predefined sales metrics, strengthen client retention, and expand market reach while aligning efforts with territory workforce initiatives. This role requires exceptional communication, strategic thinking, and a strong understanding of our value proposition to forge and nurture relationships with key decision-makers. The ERM represents Tooling U - SME's full range of products and services, oversees account strategy, and works with internal teams to achieve revenue targets and strategic account objectives. They will manage and expand relationships with large, strategic clients across multiple industries, including manufacturing, education, and workforce development. The individual will drive new business acquisition, strengthen client retention, and align account strategies with organizational goals and workforce development initiatives. Responsibilities include developing and executing comprehensive account strategies, leveraging solution-based sales approaches, and collaborating with internal teams to ensure the delivery of integrated solutions that meet client objectives. The role is accountable for achieving revenue targets, supporting strategic initiatives, and contributing to SME's overall market growth. MAJOR FUNCTIONS:
- Build and grow relationships with existing and new strategic clients through consultative sales approaches to identify and deliver comprehensive solutions that address workforce and organizational needs.
- Develop and execute strategic plans for assigned accounts, deploying internal resources to support growth initiatives.
- Establish long-term growth strategies for assigned accounts by prioritizing new business acquisition, cross-functional collaboration, and expansion into new markets.
- Deliver impactful customer presentations, manage solution selling, and oversee implementation planning for full cycle engagement with customers.
- Develop and implement workforce development solutions by collaborating with regional and national partners, fostering strategic relationships, and engaging with local communities to address talent needs.
- Collaborate closely with cross-functional teams (Workforce Development, Corporate Sales, Learning Services, etc.) to ensure seamless integration of SME products and services into client initiatives deliver value to clients while driving revenue.
- Maintain detailed strategic account profiles in Salesforce, including progress tracking, forecasting, and documentation of key initiatives.
- Lead discovery processes and oversee contract negotiations, pricing strategies, and client agreements for targeted accounts.
- Draft proposals, negotiate agreements, and manage administrative tasks critical to high-value client engagement and reporting.
- Achieve and exceed monthly, quarterly, and annual sales targets, with a focus on new client acquisition, upselling opportunities, and renewals as needed.
- Partner with clients to identify measurable business outcomes and oversee the successful implementation of workforce and learning solutions.
- Foster professional relationships with key decision-makers and influencers to strengthen strategic partnerships and drive growth.
- Provide actionable insights and timely progress updates to leadership, including revenue forecasts and strategic growth opportunities. Ensure high client satisfaction by delivering tailored solutions and proactively addressing challenges to exceed expectations.
- Other duties as assigned
RequirementsMINIMUM EDUCATION, EXPERIENCE AND SKILLS:
- Bachelor's degree in business, marketing, or related field required
- At least 10 years of experience in strategic sales within a B2B environment, with a proven track record of achieving measurable results.
- Experience selling training and development solutions or comparable consultative services, particularly to C-level executives or other high-level decision makers.
- Demonstrated success in acquiring and managing large, enterprise-level opportunities and building long-term strategic partnerships.
- Exceptional communication, negotiation, and relationship-building skills to engage and influence key stakeholders.
- Strong strategic thinking and problem-solving abilities, with a focus on aligning solutions to client needs and organizational goals.
- Highly organized and adaptable, capable of managing multiple priorities and responding to changing client demands effectively.
- Able to work independently while fostering collaboration within cross-functional teams.
KEY COMPETENCIES:
- Business development
- Strategic thinking
- Client relationship management
- Collaboration and cross-functional alignment
- Results orientation
- Negotiation and influence
- Adaptability and resilience
- Communication and presentation skills
WORKING CONDITIONS:
- Normal office environment
- Regular, in-person attendance required
- Primary office location: Cleveland, OH
- Travel required, including domestic and occasional international trips for client meetings, conferences, tradeshows, and events
- Frequent visits to client sites, including manufacturing facilities, educational institutions, and industry events, requiring adherence to safety protocols and appropriate attire.
- The role involves physical activity, such as traversing large event spaces, standing or walking for extended periods, and occasionally carrying materials (up to 25 pounds).
- Flexibility to accommodate dynamic schedules, client availability, and evolving business demands, including non-standard hours during travel or events.
- Travel required (up to 50%)