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Senior Consultant, Online Sales

Control Risks

This is a Full-time position in Los Angeles, CA posted June 4, 2021.

Control Risks is looking for a highly motivated and experienced Senior Consultant to join our Online Solutions team in the Americas.

The successful candidate will manage and grow a diverse range of subscription clients across the region and key sectors.

Working with our broad range of analytical and online-based services, this role is responsible for driving sales, generating demand and maximizing revenue growth, while developing and maintaining long-term, sustainable, senior-level client relationships with our key clients in the Americas.

The successful candidate should be a proven salesperson/account manager with a broad range of experience within a sales environment.

 

Responsibilities
Manage a portfolio of Online Solutions clients in the Americas region, and meet or exceed annual retention and upsell targets for the existing book of business Meet or exceed new business targets for Online Solutions to new clients in the region Create a clear and compelling growth strategy for the portfolio in the region, to include white space analysis, prospect identification and prioritization, competitor displacement, value propositions and sales tactics Actively manage own pipeline of new business from lead qualification through to close Engage clients by actively encouraging utilization of existing services, communicating new enhancements and products, and providing training to users Collaborate with and support Control Risks’ experts to deepen client relationships and position Online Solutions with their clients Act as an Online Champion within the region and as part of the wider global team by helping internal education and promotion of Online Services Facilitate client interaction with Control Risks’ expert analysts and consultants Grow and expand the value of the Online Solutions client base through renewals and up
– and cross-selling of other subscription and consulting services Contribute to product innovation and the iterative development of Control Risks’ Online Solutions by gathering client feedback and playing an active role in the development process Contribute actively to the development of the infrastructure and processes to support best-in-class account management Develop relationships and collaborate with Control Risks’ partner organizations to coordinate account management, service delivery and new sales opportunities Support the Regional Director in day-to-day business administration, including but not limited to forecasting, invoicing and reporting In the Regional Director’s absence, act as the subject-matter expert for Online Solutions for joint venture partners, internal and external clients, escalating to the global team where appropriate

Knowledge and Experience

Essential
Significant proven sales experience which will ideally have been gained in a business-to-business environment across multiple sectors Significant experience selling into and maintaining strong relationships at a senior level within Fortune 500 companies Experience managing complex relationships with a main objective of increasing revenue streams year-on-year and building pipeline Experience negotiating complicated sales and dealing with contractual variations Ability to communicate complex ideas concisely, articulately and appropriately
Preferred
Experience using Microsoft Dynamics and CRM systems Understanding of travel, security and political risk services and use cases

Qualifications
Strong organizational skills with the ability to manage multiple sales in parallel, while maintaining excellent attention to detail Strong analytical skills and ability to think laterally Ability to meet internal/external deadlines Ability to listen, learn quickly and demonstrate initiative Ability to present and negotiate with senior-level management Capable of taking on broader responsibilities in the future Able to organize self and others, including effective prioritization Clearly communicate expectations and accountabilities

Control Risks is committed to a diverse environment and is proud to be an equal opportunity employer.

All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age or veteran status.