JOB SUMMARY: 

The Client Executive is responsible for the development and execution of sales plans for all Background and Drug Screening products and business opportunities in the Southwest region.(Texas, Oklahoma, New Mexico, Louisiana) This individual will be responsible for managing and growing Kroll products and services and accomplishing plans on schedule and on budget. 

In addition, the Client Executive will be responsible for working closely with Operations, Client Care and Sales Support, to help manage the acquisition, implementation and retention of all assigned clients.  The Client Executive must be familiar with the variety of concepts, practices and procedures of delivering background and drug screening services.  Each project must be handled professionally and in a timely manner, adhering to company policies and procedures.

This position can be located in Nashville, TN or located in the territory (Texas, Oklahoma, New Mexico and Louisiana) and will report to the Chief Sales Officer, Background Screening.

ESSENTIAL FUNCTIONS:  

·         Responsible for developing, managing and growing the sales of Kroll's Background Screening products and services. 

·         Must take ownership and be accountable for meeting sales quotas as agreed upon with the Vice President of Sales/Chief Sales Officer.

·         Responsible for managing the entire sales process and communicating with the customer from the first interaction through the close

·         Responsible for research and identification of appropriate prospects

·         Accountable for generating new sales leads and opportunities for the organization for membership or affinity clients

·         Develop relationships with other MMC company divisions to plan for and sell new business to existing and current clients

·         Originate outbound cold/warm calls to prospects based on industry knowledge, website hits, leads from marketing initiatives, prospect lists purchased or generated internally

·         Conduct prospect specific research to assist in prospecting and closing additional business

·         Recommend additional products or services to meet prospect needs based on initial data gathering

·         Develop pricing schemas to win contracts where competitors are currently in place

·         Acquire and maintain expert knowledge of Background Screening products on an ongoing basis.

·         Manage time to complete projects and meet deadlines

·         Work well with others to achieve Kroll sales and profit goals

·         Maintain open lines of communication with Vice President of Sales/Chief Sales Officer

·         Be willing to learn new tasks and procedures and take on new responsibilities when needed, as directed by the Vice President of Sales/ Chief Sales Officer

·         Interact with other departments as situations necessitate

·         Conduct all company business communication in a professional manner

·         Follow friendly competitor guidelines

·         Other duties as assigned

CANDIDATE EDUCATION / EXPERIENCE: 

·         Bachelor's degree or equivalent experience is required.

·         Minimum 7 years experience in sales strongly preferred.

·         Demonstrated record of superior performance in sales/new business development, particularly in both short and long sales cycle processes.

·         Familiarity with background screening products or like industry is preferred, but not required.

·         Must be able to develop new business opportunities at high levels of the prospect's organization.

·         Ability to offer strategic insights, operational alternatives and constructive criticisms for development plans and their execution.

·         Interested and enthusiastic about Kroll products and alert to the relevance of the product to the daily operations of current and potential clients.

·         Ability to think and act strategically in building and sustaining relationships with clients and an ability to track and manage details while keeping focused on the longer-term objectives.

·         Should be able to work within corporate style guidelines, handle high-volume, fast-pace work levels and deliver assignments according to agreed upon timelines.

·         Demonstrated understanding and experience with best practices and CRM tools such as Salesforce.com a plus.

·         Must demonstrate the ability to work collegially and effectively with current and potential clients, as well as staff at all levels of company (Kroll, MMC).

·         Ability to communicate effectively particularly with external clients and internal colleagues demonstrating the ability to reach the desired project outcome.

·         Must be:

1.    flexible, enthusiastic, demonstrate resourcefulness and possess good interpersonal skills with a professional demeanor at all times.

2.    able to think independently or in a team environment and make sound decisions

COMPETENCIES: 

• Client Focus - Dedication to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; talks and acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.


• Respect - We will show respect for our colleagues, customers, partners, and all those with whom we interact. 


• Privacy and Confidentiality - All colleagues are held accountable to ensure that the privacy of our customers is not infringed upon and information is accessible only to those authorized. 


• Results Oriented - Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results.


• Negotiating- Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.


• Presentation Skills- Effective in a variety of formal presentation settings; one-on-one, small and large groups, with peers, subordinates, and bosses; is effective both inside and outside the organization, on both cool data and hot and controversial topics; commands attention and can manage group process during the presentation; can change tactics midstream when something isn't working.


• Business Acumen- Knowledgeable in current and possible future policies, practices, trends, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.


• Interpersonal Savvy - Relates well to all kinds of people, up, down, sideways, inside and outside the organization; builds appropriate rapport; listens; builds constructive and effective relationships; uses diplomacy and tact; truly values people; can diffuse even high-tension situations comfortably.


• Perseverance- Pursues everything with energy, drive and a need to finish; seldom gives up before finishing, especially in the face of resistance or setbacks.


• Integrity - Is widely trusted; is seen as a direct, truthful individual; can present the unvarnished truth in an appropriate and helpful manner; keeps confidences; doesn't blame others for his/her mistakes or misrepresent himself/herself for personal gain or protection.


• Written and Verbal Communications - Is able to write and speak clearly and succinctly in a variety of communication settings and styles; can get messages across that have the desired effect.


• Intellectual Horsepower- Is bright and intelligent; deals with concepts and complexity comfortably; described as intellectually sharp, capable, and agile.


• Embrace Change - We believe in initiating, accepting, and embracing change.


• Innovation - We encourage innovative thinking and creative solutions from our employees that allow us to deliver the best value to our clients. 


• Diversity and Inclusion - We promote a culture where sharing different ideas and diverse points of view are encouraged.   

TRAVEL REQUIREMENTS:

 Some business travel is required approximately __20_ to _25__ %.

WORK ENVIRONMENT:

 - Climate-controlled office building located on a campus and composed of offices, cubicles, conference rooms and computer data center.

- Individual must have the ability to work independently and as a member of a team.

Additional Information:

• Travel Percentage: 50%