Who We Are: Blanchard is the global leader in management training. For nearly 40 years, Blanchard has been creating the best managers in the world, training over 150,000 people each year. From the award-winning First-time Manager program-based on the best-selling business book, The New One Minute Manager, to SLII, the most widely taught leadership model in the world, Blanchard is the expert in management training across all levels of an organization and is the provider of choice by Fortune 500 companies as well as small to medium businesses, governments, and educational and nonprofit organizations. Our headquarters is in Escondido, California with remote locations across the United States, Canada, and the United Kingdom. We are a dog-friendly company that encourages our colleagues to establish a healthy work-life balance. Our company culture and values are critical to who we are and how we build connections with our colleagues and clients. Together we want to grow as a company and as individuals, as we look for authentic, diverse talent to join our team. Role Purpose: This is a senior level key account sales position working from a home office within an assigned portfolio of named customer accounts and prospects. A successful Director of Client Solutions (DCS) is the lead of our customer-facing team, effectively teaming with Project Managers, Solution Architects/designers/sales engineers, Consulting Partners/facilitators, Coaching Solution Architects, Learning Services Specialists, and CST Leader/Sales Lead. A DCS is the team member with the primary accountability to acquire, nurture, retain, develop and grow large customers, working in a highly collaborative and team-based manner. As a result, the DCS creates substantial value for all stakeholders (customers, colleagues and the company). Base Salary Range: $75,000 - $90,000 + Commission Duties include:
- Successfully achieve annual sales and profitability targets.
- Lead development and execution of a portfolio plan and account development plans.
- Use of a consultative selling approach to discover customer needs and desired outcomes, link to Blanchard solution(s) that best address the customer's needs and outcomes, and share evidence of how we have addressed similar needs with other customers.
- Effectively team and collaborate with Project Managers, Solution Architects/designers/sales engineers, Consulting Partners/facilitators, Coaching Solution Architects, and Learning Services Specialists on customer engagements.
- Conduct virtual and face to face presentations with existing and prospective customers, including sharing the full suite of Blanchard's capabilities.
- Expand business within designated high potential accounts.
- Write persuasive sales proposals, teaming with our Proposal Team on larger RFPs.
- Develop and nurture relationships with decision-makers and other key stakeholders to ensure extraordinary customer experiences and long-term partnerships.
- Utilize CRM system to manager your business-capturing customer activities, actively managing pipeline-and provide needed visibility to Customer Success Team (CST) Leader, Business Unit (BU) Leader and BU Operations Leadership.
- Price business deals and manage costs to ensure desired level of profitability.
- Effective self leadership, communicating regularly with your manager (Customer Success Team (CST) Leader or Sales Lead) in 1:1 conversations, sharing your development level on key goals and tasks and asking for the leadership you need to succeed.
Knowledge, Skills & Abilities
- Strong written, and virtual presentation skills
- Listening and interpersonal skills
- Ability to partner effectively with internal associates
- Ability to manage multiple accounts
- Strong analytical and forecasting skill
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Aptitude
- Strong customer orientation
- Problem solving skills
- Business acumen
- Consultative selling approach
- Driven to achieve results and self motivated
- Influencer and negotiator
Education & Experience
- Bachelor's Degree or equivalent work experience
- Advanced Degree a plus
- Previous record of attaining and exceeding sales goals
- Demonstrated success selling to new and existing accounts
- Experience growing customer accounts over a long period of time
- Proficient in the use of Microsoft Office Suite (Word, Excel, Powerpoint) and CRM system
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Work Environment: Normal office environment to include operating a computer and using the phone. Requires adaptability, quick decision making, ability to juggle multiple priorities, oral communication, ability to interpret data, dependability, good judgment, reading, social skills, influence and relate well to others, stress controls, ability to work independently. Some travel required primarily in region. Blanchard isan equal opportunity employer and is committed to providing a workplace free from harassment and discrimination. We celebrate the unique differences of our employees because that is what drives curiosity, innovation, and the success of our business. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, gender identity or expression, age, marital status, veteran status, disability status, or any other status protected by the laws or regulations in the locations where we operate. Accommodations are available for applicants with disabilities. #LI-Remote
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The Ken Blanchard Companies
Jan 22, 2025