Richardson Sales Performance is the global leader in sales training and performance improvement. When sales organizations across the globe want to improve performance, they turn to Richardson. Since 1978, Richardson has been an industry leader, pioneering agile sales training and other innovations. Our personalized approach to sales training also informs our employee development strategies, creating an ideal environment for career growth.
Our company is growing & evolving, and now is an exciting time to join our team.
That’s where you come in…
Overview:
We are seeking a sales professional with experience in building new relationships and expanding existing ones. The ideal candidate will have strong consultative skills and business acumen, able to connect dots quickly and create compelling recommendations aligned with clients’ business challenges.
Compensation:
Base Pay: $110,000 - $130,000
OTE: Up to $200,000+ with no cap on commission earning potential.
Primary Objectives:
1. Develop and execute a territory plan to acquire, retain, and grow target accounts based on fit for Richardson, industry experience, and propensity to buy.
2. Lead opportunity pursuits, guiding buyers through a differentiated journey with excellent call preparation, execution, and follow-up.
3. Spearhead revenue teams supporting key opportunities, collaborating effectively with Richardson Sales Performance Executives, SMEs, and stakeholders.
Responsibilities:
1. Employ a disciplined selling approach using Richardson methodologies: Follow our sales pursuit process to create, pursue, and win client business.
2. Develop compelling client communications: Create customized messaging, proposals, and presentations that differentiate Richardson, articulating solutions persuasively and demonstrating enthusiasm.
3. Demonstrate proficient customer discovery: Use guided questioning to uncover issues and opportunities, building a clear ROI supported by data.
4. Show business acumen & critical thinking: Understand clients’ businesses and share that knowledge effectively.
5. Manage momentum in the sales cycle: Drive outcomes and continually qualify opportunities.
6. Create the right solution: Use business knowledge and collaborate with SMEs to develop fitting solutions.
7. Influence decision-making & demonstrate value: Identify decision criteria, create urgency, and gain buy-in using facts and measurements.
8. Negotiate: Resolve resistance, demonstrate value, and maintain margins.
9. Manage account portfolios effectively: Develop strategies to retain and grow key relationships.
Job Requirements:
* 5+ years of successful sales experience in business development and strategic account management, preferably in professional services or related industries.
* Experience selling complex solutions to executive-level stakeholders in large companies.
* Proven ability to manage multiple senior relationships and grow client accounts.
* High initiative, independence, and effective time management.
* Coachable, agile mindset, and problem-solving skills.
* Proficiency with sales tools like ZoomInfo, Salesloft, Salesforce, etc.
* Experience in commercial excellence, human capital development, or sales enablement is a plus.
* Availability to travel up to 50%.
Key Traits of a Richardson Salesperson:
* Determined achiever focused on exceeding goals.
* Confident communicator and presenter.
* Curious and eager to learn about clients’ industries and challenges.
* Strong business acumen.
* Effective influencer capable of driving deals forward.
* Attentive to detail and tailored selling approach.
Additional Information:
* This is a full-time, salaried role with standard hours; additional hours may be required. We support a remote-first hybrid work policy.
* We offer comprehensive health & wellness benefits. Salary includes base pay plus commission.
Equal Opportunity Employer:
Richardson Sales Performance is committed to diversity, equity, and inclusion, ensuring non-discriminatory practices in hiring and employment.
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