Manager Corporate Solutions

About Hogan

Hogan Assessment Systems, an international authority in personality assessment and consulting, helps businesses reduce turnover and increase productivity by hiring the right people, developing key talent, and evaluating leadership potential.

The Hogan portfolio of employee selection, development, and leadership tools, administered through a secure platform, is available in 46 languages across 57 countries. Since 1987, Hogan has worked with over 1,500 companies worldwide, and nearly half of the Fortune 100 companies.

Summary/Objectives

The Manager of Corporate Solutions will be responsible for the day-to-day leadership of Hogan’s Direct Corporate Solutions Consulting team to drive revenue and profitability. Reporting to the Sr. Director of Business Development, the Manager of Corporate Solutions is accountable for the performance and development of the Corporate Solutions Consultants, profitable achievement of revenue targets, acquisition of new enterprise clients, delivery of high-quality services to Hogan’s Direct clients, and collaboration with cross-functional partners to ensure the highest quality customer service for Hogan’s enterprise clients.

Essential Functions:

• Understand Hogan’s business, its products and services, its competitive environment, and its people to remain successful in providing customers with an exemplary level of service that will continue to differentiate Hogan from the competition.
• Execute Hogan’s consultative sales plan focused on business development, client growth and retention, and delivery to Tier 1 enterprise clients.
• Serve as the primary consultant for a subset of strategic accounts, including growing, delivering, training, and educating clients on Hogan products and services.
• In coordination with the Senior Director of Business Development and the Manager of Client Programs, implement an internal account planning process and cadence for Tier 1 accounts to ensure the maintenance and growth of Hogan’s most critical accounts.
• In coordination with the Senior Director of Business Development and the Manager of Client Programs, implement a client business review process and cadence to ensure a deeper understanding of a client’s business and future talent strategy and learn how Hogan can provide more value to that client in the future.
• Lead, develop, and coach a team of Corporate Solutions Consultants to ensure consultants have the knowledge, skills, and abilities required to engage in business development, account management, and strategic delivery of Hogan products and services to Tier 1 clients. This may include formal training, working side-by-side with consultants to prepare for, execute, and follow up on client scoping and deliverables, delivering client services alongside consultants, and coaching consultants in business development best practices.
• Work with the Senior Director of Business Development to identify key metrics and realistic growth targets for your team. Regularly prepare, monitor, and analyze the team’s performance against critical metrics including client retention, account growth, new business acquisition, and revenue. Achieve goals through effective planning, goal setting, analyzing data, and projecting future performance.
• Utilize the systems including the CRM and CMS to manage team sales tasks, pipeline, lead assignment, and closing. Hold consultants accountable for maintaining accurate and current data in the CRM.
• Participate in outbound business development activities directly and through the Corporate Solutions Consultants to support expansion into new or current markets. Activities may include the execution of online campaigns, new lead discovery calls, and attendance at conferences.
• Represent Hogan at conferences and other professional engagements.
• In conjunction with the Senior Director of Business Development, collaborate with Hogan’s Distributor channels to manage global clients by facilitating internal resource coordination, executing work steps, and ensuring expectations are met regarding timelines, deliverables, and billing.

Please note this description is not designed to cover or contain a comprehensive list of activities, duties, or responsibilities required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice. Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.

Competencies:

1. Sales Focus: Generates revenue by promoting products and services to others.

2. Managing Ambiguity: Comfortably handles unclear or unpredictable situations.

3. Driving Performance: Provides guidance and feedback to maximize the performance of individuals and/or groups.

4. Decision Making: Uses sound judgment to make timely and effective decisions.

5. Negotiating: Explores alternatives to reach outcomes acceptable to all parties.

6. Business Insight: Applies business knowledge to achieve organizational goals and objectives.

7. Customer Focus: Provides courteous, timely, and helpful service to encourage client loyalty.

Experience and Education Requirements:

• 5-10 years of industry-related experience.
• Experience using CRM tools and tracking sales pipelines.
• Experience working with, selling to, and or delivering services to an executive-level audience.
• Computer literacy skills (Microsoft Office - Word, Excel, PowerPoint, Access, Outlook) and comfort with technology (CRM, wireless tablets, etc.) as a valuable productivity tool.
• An ability to frequent the Tulsa head office while also accommodating an extensive travel schedule, and,
• Master’s degree in I/O psychology (or a closely related field), or an MBA
• Management consulting and/or international account/channel sales experience preferred

Work Environment/Physical Demands

This position routinely uses standard office equipment. The physical demands described here are representative of those that must be met by an employee to successfully meet the essential functions of the job. While performing these duties, the employee is regularly required to talk or hear, frequently required to stand, walk, use hands or fingers, handle or feel; and reach with hands and arms.

Travel

Up to 30% travel (domestic and international)

Work Authorization

In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document upon hire.

EEO

We are an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.