Aon Hewitt - BD - HRIS/MS Solution Sales

Posting Description:

Overview

- This position is responsible for managing sales / business development efforts for New Logos in the Work Force Administration space. Market coverage will include Bangalore, Hyderabad, Kerala and Kolkotta.

- The role also includes market development, prospect interaction activity and achieving growth targets.

- This role coordinates selling efforts and operates at all organization levels where the outsourcing solution is purchased and influenced.

Sales Portfolio Includes

1. HRIS/HRMS solutions – Collectively called Work Force Administration (WFA)

Responsibility Areas

Business Planning

- Formulation and executing the sales strategy for WFA sales in the south market

- Ability to segment and target the market vis-à-vis Aon Hewitt’s value proposition and product strategy

- Ability to articulate needs to marketing in order to aide sales

- Create demand and generate interest in Aon Hewitt’s WFA offering

- Participate in produce development initiatives by sharing market specific feedback

- Developing/ managing a pipeline of future outsourcing business opportunities across the market to achieve market business development objectives/ targets

- Ability to identify upsell opportunities for existing clients

Sales Forecast

- Works with the Region Head, with specific focus on:

- WFA HRO sales opportunities

- Pro-active and/or opportunistic WFA sales opportunities

- Sales forecasting, pipeline management and allied planning and executing frameworks in the market

- Work diligently on sales CRM – Salesforce.com

Process Management

- Working with Region Head to ensure

- Consistency - Sales processes, targeting, prospecting, branding

- Primary responsibility and ownership of sales targets

- Planning and executing strategy around Cross Selling for existing accounts

- Endorsing and ensuring use of appropriate client development tools, processes and systems for client planning, monthly forecasting

- Maintenance of Salesforce database for individual accounts

- Continuously build on existing domain expertise in sales function

- Develop pursuit strategy for each account.

- Work on scope and technical solution in conjunction with Operations & technology

- Lead the Bid process and work with pre-sales in formulating a winning bid.

- Develop and deliver product demos.

- Negotiate skills, SLAs/SOW finalization.

- Contracting facilitation and protection of Hewitt’s interests.

Market Intelligence

- Collects and communicates market intelligence on competition, products/services and incorporates it into sales client planning process and shares it with the Sales Organization, Leaders and the Delivery teams.

- Validate our capabilities against scope.

- Draft competitive strategy and market share enhancement plans.

Posting Qualifications

Formal Education & Certification

- Bachelor’s degree in related field or equivalent professional level work experience. Advanced degree is preferred.

Knowledge & Experience

- Must have worked in an organization which deals in HR IT Solution sales/ HRMS or HRIS service providers

- Must reside in, and have strong, current relationship with, prospective clients in the defined territory

- Strong domain expertise in at least one of the specialty areas.

- Demonstrated selling success/sales track record in HR Services will be an added advantage.

- Strong MS Office and good presentation skills.

- Excellent solution selling using a consultative approach.

- Should have demonstrated capability to initiate, manage and grow relationships at the CXO level within client organizations.

- Ability to close large value deals independently.

- 9 years demonstrated selling success/track record selling to the large market (5,000+ employees)

- Ability to determine good business opportunities for the organization

- Ability to apply the firm’s positioning and brand strategy to all aspects of business development efforts

- Experience prospecting/cold calling to large market prospects

- Internal and external communication and presentation skills – ability to articulate and sell value

- Negotiation skills with working knowledge of contractual/legal terms and conditions.

- Should have an inclination to understand technology based solutions.

- Project management skills during the sales engagement cycle

- Experience in promoting team environment while leading & participating in large services sales.

Work Conditions

- Based in Bangalore

- Ability to work and collaborate with a remote manager

- Considerable travelling within South India

- Office work environment

- Occasional evening and weekend work to meet business needs

- Frequent computer use at a workstation for extended periods of time

- Travel as necessitated by business needs

To apply, please click on the button below.