Relationship Director NZ

Commerce / Vente : Sales Auckland, New Zealand New Zealand
Contract Type: Full-time


Description

Position at Lee Hecht Harrison (Global)

 

 

 

What does an exceptional NZ Relationship Director do?

The NZ Relationship Director (RD) reports to the Sales and Marketing Director, APAC, within the Sales function. This role is responsible for establishing relationships, understanding the customer needs, and then creating opportunities to solve those needs with LHH solutions. This role will be responsible for selling both Learning and Talent Development solutions and Career Transitions solutions. The Relationship Director will understand these are complex solutions so will both learn the basics through our Sales enablement resources but also partner and draw on subject matter expertise from the Leaders and Client Partners. Once a solution is sold the role will have overall responsibility for all phases of the engagement and ensure client satisfaction as well as maintaining and expanding that relationship (account management).

 

The NZ RD will operate with passionate collaboration and balanced perspective with (1) customers, to bring innovative solutions that deliver business impact, (2) the CIPO, to bring the voice of the customer and ensure innovative continuous product development, and (3) with the Customer Success, Engagement and Delivery teams internally to ensure all Clients receive an excellent experience and use quality of delivery as a reason to expand within accounts.

 

Reporting Relationships:

Reports to the Sales and Marketing Director, APAC

Direct Reports:

None

 

 

Major Responsibilities

Phase of Implementation

NZ Relationship Director responsibility

Sales

      Create new relationships, opportunities and make new sales to meet Sales target

  • For target accounts, identifies opportunities for expansion

Opportunity Qualification

      Through discussions with customer and the LHH business development team assesses the viability of the project, our competitive advantages, our ability to deliver the right solution for a customer and our ability to achieve margin. 

      Determine a design that meets the objectives of the client

Winning the Deal

      Instils confidence in the customer through subject matter and learning methodology expertise; has a strong POV on client needs, LHH solutions and capabilities, competitive considerations and the best way to win and scale the deal

      Designs the proposed solution to respond to client requests (e.g., RFP)

      Writes and/or sources content on solution and POV to be included in client-facing materials (e.g., RFP response, pitch deck, etc.)

      Works with the leaders and Client Partners and presents our solution to the customer

 

Implementation

      Has overall responsibility for the successful execution of the project and the ongoing customer relationship.

Data Gathering and Analysis

      Uses SalesForce to record all activity and interactions

  • Follows up in a timely manner for any marketing generated interest and leads
  • Understands and tracks performance to meet or exceed all relevant activity and results metrics for sellers

Solution Design

      Finalises design and learning methodology

      Leads LHH instructional design, assessment, technology, coaching and project management teams

 

What you’ll need to be successful

  • Demonstrated expertise in the field of human capital management
  • Demonstrated ability to sell complex solutions that require deep analysis of customer needs and solution design to ensure the outcomes resolve the identified needs for customers
  • Knowledge of the outplacement market, leadership development practices and principles
  • Experience in identifying opportunities to create customized development interventions
  • Consulting skills and an ability to build strong relationships internally and externally
  • Network of line executives, senior HR contacts, and external resources
  • Well-developed business acumen
  • Experience influencing at executive and senior stakeholder level
  • Multilingual and excellent oral and written presentation skills essential
  • Project management and co-ordination skills
  • Self-starter attitude combined with strong collaboration skills
  • Track record managing diverse teams developing, selling, implementing, and consulting talent development with global clients

 

Required Attributes

        Results oriented

        Ability to think laterally/ systemically; complex solution orientated

        Ability to navigate ambiguity

        Excellent influencing and stakeholder engagement skills

        Attention to detail

        Numerical reasoning

        Verbal reasoning

        High levels of initiative / self-motivation and drive

        Exceptional communication and interpersonal skill

        Effective team player

        Ability to self-direct