Assessment Solutions - Assessment Sales Executive

Profile

Aon Human Capital Solutions (HCS)Aon Assessment Solutions – Assessment Sales ExecutiveJob DescriptionSales Executives are accountable for identifying and producing assessment-related sales for the Assessment & Selection group within Talent.Essential Functions:Learn and maintain proficiency in the Aon suite of Assessment & Selection products and servicesSell the Aon suite of Assessment & Selection products and services to prospective customersExhibit strong prospecting and closing skillsGenerate new business through cold calling and emailing; and also through setting, and carrying out new prospect discussions, qualifying conversations, demos and presentationsMeet or exceed sales goals on a consistent basisKnowledge, Skills, and Abilities:Well-developed prospecting, qualifying, and closing skillsExcellent telephone and sales skillsAbility to effectively communicate at all levels including in person and over the phoneTime management skillsDatabase management (SFDC) and internet prospecting skillsSelf-starter and self-motivator with a strong work ethic, drive and determinationAbility to deliver credible and effective presentationsAdditional Responsibilities:Proactive prospecting within territory to identify and qualify new leads, with the main focus on generating and producing new logo business within Assessment & Selection.Initiate solutions-based selling of assessment products and services to new clients with a special focus on generating and nurturing new logo business.Understand client base for assessment solutions.Partner with prospects to understand their business need and present tailored solutions that solve the prospect’s assessment needs, and demonstrate business impact, folding in technical consulting resources as needed. For off the shelf products such as ADEPT, RJPs and VidAssess, present pricing ranges (per pricing guide) and project timing ranges.Work with team leadership to develop territory approach that focuses activities on the most productive prospects, issues, and opportunities that will generate sales. This includes considerable phone prospecting approach to reach sales quotas.Manage territory target list and leads. Track progress.Expand market presence by growing client share and product share in the marketplace. This includes activities such as supporting sales activities with events like conferences, networking events, and ADEPT certification courses.Establish credibility by communicating knowledge of issues and trends for the client account, in the client’s industry, and with assessment.Identify needs by uncovering wants and challenges through questioning and listening, qualifying, and checking for understanding.Present solutions by providing overviews, demonstrating solutions, connecting features and benefits, and handling concerns.Operate as a team member in the broader sales team by engaging in activities such as weekly pipeline calls, providing prospect updates, providing insight on buying trends, and sharing competitor insight as gained in the role.Conduct most sales activities in office using virtual prospect contact. Estimated in office time is 80% or more. Travel to prospect sites or approved lead generation events to build relationships and accelerate the sales process. Travel is estimated at up to 20%.The Sales Executive will complete other duties as needed in support of the Selection & Assessment team including following the North America sales process:Following-up with prospects resulting from lead generation activities from marketing efforts focused on North America (NA) market.Following-up with prospects resulting from lead generation activities from marketing (legacy cut-e or legacy Aon) and internal relationships and/or marketing initiatives generated from McLagan, AEs, Risk, Radford, etc.Conduct prospecting within territory at assigned and funded conferences, regional meetings, or activities where prospects may attend.Engage in qualification process of new leads through appropriate questioning and follow through on needs, timing, budget, etc.Provide input into sfdc to track pursuits. Adhere to practice guidelines for identifying opportunity owners. The opportunity owner is the individual who generated the lead and is primarily responsible for driving the pursuit.Following qualification, continue to lead the carry-to-close process with support from Amy, Ernie, Marinus, and John as first tier experts (with reach outs to other consultants as needed).Using the pricing guideline document as a guide, offer prospects typical price ranges for those types of projects outlined in the guide. Work with lead consultants on creating final pricing with expectation that lead consultants supply prospects pricing within 48 hours.For straightforward projects such as off-the-shelf assessment solutions like ADEPT, create SOWs using templates from the sales support team (John and Ann) and input from lead consultant. For more complex projects such as those that are most custom in nature like Prelude or ChatAssess, ensure lead consultant and/or sales support team is working effectively on proposal and provide connection to buyer as needed (i.e., submitting questions for RFP, asking for buyer for clarifications, etc.).When in receipt of RFIs and RFPs where you are opportunity owner, use qualification guide in SharePoint to quality the opportunity, then submit support request to the sales support team led by John and Ann.Work with sales support team to lead aspects connected with the prospect for the RFP and RFI in conjunction with assigned consultant resource.Submit requests and work with the sales support team to get appropriate materials to support your prospecting including presentations, proposals (trending to more PPT style) and sales documents such as one-pagers, demos, sample reports.Submit NDA requests to the appropriate legal mailbox; complete NDA cycle with prospect.Make requests for existing MSA and existing contract requests to legal.Bring in consultant resource to work with legal to finalize contracts. Opportunity owners are ultimately responsible for contracting work.Follow up with prospect through signature on contracts for projects where you are opportunity owner.Ensure lead consultant on sale makes request to PRT Revenue team and the Assessment & Selection Financial lead for project set up.Conduct one call (likely half hour) to hand off to new consultant, if necessary.Work collaboratively with cut-e sales leaders, AEs, consultants with sales goals and other Aon people focused on sales.Collaboration will work both ways with the following guidelines: a courtesy reach out (e.g., consultants, other members of commercial team) regarding plans and contacts. This will help with (1) coordination of efforts, (2) alignment of our messaging into organizations, and (3) our ability to assemble the most appropriate sales team. The key is conversation and case by case coordination with focus on building NA pipeline.If a lead, proposal, etc. is produced by an AE, consultant, or other person at Aon then that lead is “owned” by the person who produced it. If the solution is assessment-based and in a territory assigned to a Sales Executive, the Sales Executive should share and align with the opportunity owner on any relationship and previous information he/she has on the prospect to ensure the prospect sees Aon as organized on the solution. The determination of the role of the Sales Executive moving forward and produced outside of the Sales Executive team will be based on the decision of the opportunity owner owning the opportunity.How we support our colleaguesIn addition to our comprehensive benefits package, we encourage a diverse workforce. Plus, our agile, inclusive environment allows you to manage your wellbeing and work/life balance, ensuring you can be your best self at Aon. Furthermore, all colleagues enjoy two “Global Wellbeing Days” each year, encouraging you to take time to focus on yourself. We offer a variety of working style solutions, but we also recognize that flexibility goes beyond just the place of work... and we are all for it. We call this Smart Working!Our continuous learning culture inspires and equips you to learn, share and grow, helping you achieve your fullest potential. As a result, at Aon, you are more connected, more relevant, and more valued.Aon values an innovative, diverse workplace where all colleagues feel empowered to be their authentic selves. Aon is proud to be an equal opportunity workplace.Aon provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, age, disability, veteran, marital, domestic partner status, or other legally protected status. Aon is committed to a diverse workforce and is an affirmative action employer. People with criminal histories are encouraged to apply.We provide individuals with disabilities reasonable accommodations to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment in accordance with applicable law. Please contact us to request an accommodation on ****Nothing in this job description restricts management's right to assign or reassign duties and responsibilities to this job at any time. 2516791,qualifications:UNAVAILABLE,responsibilities:Aon Human Capital Solutions (HCS)Aon Assessment Solutions – Assessment Sales ExecutiveJob DescriptionSales Executives are accountable for identifying and producing assessment-related sales for the Assessment & Selection group within Talent.Essential Functions:Learn and maintain proficiency in the Aon suite of Assessment & Selection products and servicesSell the Aon suite of Assessment & Selection products and services to prospective customersExhibit strong prospecting and closing skillsGenerate new business through cold calling and emailing; and also through setting, and carrying out new prospect discussions, qualifying conversations, demos and presentationsMeet or exceed sales goals on a consistent basisKnowledge, Skills, and Abilities:Well-developed prospecting, qualifying, and closing skillsExcellent telephone and sales skillsAbility to effectively communicate at all levels including in person and over the phoneTime management skillsDatabase management (SFDC) and internet prospecting skillsSelf-starter and self-motivator with a strong work ethic, drive and determinationAbility to deliver credible and effective presentationsAdditional Responsibilities:Proactive prospecting within territory to identify and qualify new leads, with the main focus on generating and producing new logo business within Assessment & Selection.Initiate solutions-based selling of assessment products and services to new clients with a special focus on generating and nurturing new logo business.Understand client base for assessment solutions.Partner with prospects to understand their business need and present tailored solutions that solve the prospect’s assessment needs, and demonstrate business impact, folding in technical consulting resources as needed. For off the shelf products such as ADEPT, RJPs and VidAssess, present pricing ranges (per pricing guide) and project timing ranges.Work with team leadership to develop territory approach that focuses activities on the most productive prospects, issues, and opportunities that will generate sales. This includes considerable phone prospecting approach to reach sales quotas.Manage territory target list and leads. Track progress.Expand market presence by growing client share and product share in the marketplace. This includes activities such as supporting sales activities with events like conferences, networking events, and ADEPT certification courses.Establish credibility by communicating knowledge of issues and trends for the client account, in the client’s industry, and with assessment.Identify needs by uncovering wants and challenges through questioning and listening, qualifying, and checking for understanding.Present solutions by providing overviews, demonstrating solutions, connecting features and benefits, and handling concerns.Operate as a team member in the broader sales team by engaging in activities such as weekly pipeline calls, providing prospect updates, providing insight on buying trends, and sharing competitor insight as gained in the role.Conduct most sales activities in office using virtual prospect contact. Estimated in office time is 80% or more. Travel to prospect sites or approved lead generation events to build relationships and accelerate the sales process. Travel is estimated at up to 20%.The Sales Executive will complete other duties as needed in support of the Selection & Assessment team including following the North America sales process:Following-up with prospects resulting from lead generation activities from marketing efforts focused on North America (NA) market.Following-up with prospects resulting from lead generation activities from marketing (legacy cut-e or legacy Aon) and internal relationships and/or marketing initiatives generated from McLagan, AEs, Risk, Radford, etc.Conduct prospecting within territory at assigned and funded conferences, regional meetings, or activities where prospects may attend.Engage in qualification process of new leads through appropriate questioning and follow through on needs, timing, budget, etc.Provide input into sfdc to track pursuits. Adhere to practice guidelines for identifying opportunity owners. The opportunity owner is the individual who generated the lead and is primarily responsible for driving the pursuit.Following qualification, continue to lead the carry-to-close process with support from Amy, Ernie, Marinus, and John as first tier experts (with reach outs to other consultants as needed).Using the pricing guideline document as a guide, offer prospects typical price ranges for those types of projects outlined in the guide. Work with lead consultants on creating final pricing with expectation that lead consultants supply prospects pricing within 48 hours.For straightforward projects such as off-the-shelf assessment solutions like ADEPT, create SOWs using templates from the sales support team (John and Ann) and input from lead consultant. For more complex projects such as those that are most custom in nature like Prelude or ChatAssess, ensure lead consultant and/or sales support team is working effectively on proposal and provide connection to buyer as needed (i.e., submitting questions for RFP, asking for buyer for clarifications, etc.).When in receipt of RFIs and RFPs where you are opportunity owner, use qualification guide in SharePoint to quality the opportunity, then submit support request to the sales support team led by John and Ann.Work with sales support team to lead aspects connected with the prospect for the RFP and RFI in conjunction with assigned consultant resource.Submit requests and work with the sales support team to get appropriate materials to support your prospecting including presentations, proposals (trending to more PPT style) and sales documents such as one-pagers, demos, sample reports.Submit NDA requests to the appropriate legal mailbox; complete NDA cycle with prospect.Make requests for existing MSA and existing contract requests to legal.Bring in consultant resource to work with legal to finalize contracts. Opportunity owners are ultimately responsible for contracting work.Follow up with prospect through signature on contracts for projects where you are opportunity owner.Ensure lead consultant on sale makes request to PRT Revenue team and the Assessment & Selection Financial lead for project set up.Conduct one call (likely half hour) to hand off to new consultant, if necessary.Work collaboratively with cut-e sales leaders, AEs, consultants with sales goals and other Aon people focused on sales.Collaboration will work both ways with the following guidelines: a courtesy reach out (e.g., consultants, other members of commercial team) regarding plans and contacts. This will help with (1) coordination of efforts, (2) alignment of our messaging into organizations, and (3) our ability to assemble the most appropriate sales team. The key is conversation and case by case coordination with focus on building NA pipeline.If a lead, proposal, etc. is produced by an AE, consultant, or other person at Aon then that lead is “owned” by the person who produced it. If the solution is assessment-based and in a territory assigned to a Sales Executive, the Sales Executive should share and align with the opportunity owner on any relationship and previous information he/she has on the prospect to ensure the prospect sees Aon as organized on the solution. The determination of the role of the Sales Executive moving forward and produced outside of the Sales Executive team will be based on the decision of the opportunity owner owning the opportunity.How we support our colleaguesIn addition to our comprehensive benefits package, we encourage a diverse workforce. Plus, our agile, inclusive environment allows you to manage your wellbeing and work/life balance, ensuring you can be your best self at Aon. Furthermore, all colleagues enjoy two “Global Wellbeing Days” each year, encouraging you to take time to focus on yourself. We offer a variety of working style solutions, but we also recognize that flexibility goes beyond just the place of work... and we are all for it. We call this Smart Working!Our continuous learning culture inspires and equips you to learn, share and grow, helping you achieve your fullest potential. As a result, at Aon, you are more connected, more relevant, and more valued.Aon values an innovative, diverse workplace where all colleagues feel empowered to be their authentic selves. Aon is proud to be an equal opportunity workplace.Aon provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, age, disability, veteran, marital, domestic partner status, or other legally protected status. Aon is committed to a diverse workforce and is an affirmative action employer. People with criminal histories are encouraged to apply.We provide individuals with disabilities reasonable accommodations to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment in accordance with applicable law. Please contact us to request an accommodation on ****Nothing in this job description restricts management's right to assign or reassign duties and responsibilities to this job at any time.,skills:UNAVAILABLE,workHours:UNAVAILABLE,jobBenefits:UNAVAILABLE,datePosted:2022-10-26T17:42:00 0000,employmentType:FULL_TIME,educationRequirements:UNAVAILABLE,salaryCurrency:USD,baseSalary:{@type:MonetaryAmount,currency:USD,value:{@type:QuantitativeValue,value:0,minValue:0,maxValue:0,unitText:YEAR}},validThrough:2023-10-26T17:43:19.000Z,industry:UNAVAILABLE,hiringOrganization:{@type:Organization,name:Aon Corporation,sameAs:****York,addressRegion:New York,streetAddress:165 BroadwaynOne Liberty Plaza,postalCode:10006,addressCountry:United States}}}

Company info

Sign Up Now - SellingCrossing.com