GRM, a national information management company, located in Jersey City, NJ is currently recruiting for an experienced Director to lead the Human Resources marketplace for the Digital Division of GRM, and will have the primary responsibility of driving and delivering budgeted HR booking goals.  

Only applicants with experience will be considered

The Director will serve as the solution “champion” and subject matter expert for human resources, attain an individual sales quota for HR sales, and provide strategic direction for GRM’s HR product offerings.

The position requires a strategic thinker with a focus on driving HR revenue across enterprise business within multiple vertical markets. The Director will have a track record of success in sales of major HR initiatives, and a strong knowledge of customer solutions life cycles, sales processes, the competitive landscape, and the development and execution of go-to-market plans.

Key Responsibilities

1. Provide overall sales leadership within the HR market for developing plans and strategies for growing business and achieving the company’s sales goals.

2. Attain individual sales quota assignment, including building and maintaining an adequate pipeline, negotiating agreement terms and closing sales.

3. Responsible for meeting or exceeding budgeted quota targets by driving new business development in new and existing customers, including managing and overseeing negotiation processes to ensure acceptable outcomes on price and profitability.

4. Drawing on extensive Human Resources sales knowledge and experience, identify, implement and institute sales strategies for selling and managing large complex accounts in a multi-solution environment.

5. Serve as the Subject Matter Expert for Human Resources, providing input and direction for GRM HR solutions, marketing initiatives, business development and other HR-related functions.

6. Develop and execute the strategic marketing and new business plans for the HR market within the assigned territory to meet or exceed assigned business goals.

7. Actively work with GRM strategic partners to identify HR opportunities and create demand through lead generation activities and target account selling strategies.

8. Maintain a highly interactive relationship with accounts to achieve ongoing initiatives. Ensure proper customer service levels are maintained and customer satisfaction is exceeding expectations. Partner with GRM service delivery and other technical teams to manage client issues and expectations.

9. Manage and coordinate efforts of the extended GRM team including Sales, Operations, Sales Engineers, and GRM management, to deliver results.

10. Define and coordinate HR sales training programs to improve knowledge and expertise within the GRM sales team and support company sales objectives.

11. Monitor customer, market and competitive activity, providing feedback to GRM executives and constantly revising sales strategy.

Requirements:

• Strong and consistent track record in developing new business, managing a complex sales cycle, and delivering revenue targets within the Human Resources document solutions market.

• Can effectively interface at many levels with senior managers, with a focus on selling to the C-level.

• Strong background and knowledge of strategic account management, sales process and solution selling.

• Experience in sales of ECM solutions, BPM, document capture, and records management preferred.

• Excellent interpersonal, strategic and tactical planning, and analytical skills.

• Must have the ability to translate customer needs into solution requirements.

• Excellent written, oral and presentations skills.

• Ability to function and influence others in a matrix management environment.

• Ability to make decisions and think in broad terms, considering the impact on the entire company.

• Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners.

• Strong analytical, sales channel development, and marketing skills.

• Track record in high performance sales and delivering revenue targets through partners.

• Ability to translate customer needs into solution requirements.

• Strong interpersonal, strategic and tactical planning, and analytical skills.

• Ability to make decisions and think in broad terms, considering the impact on the entire company.

Business Expertise & Qualifications

• Demonstrated Human Resources document solutions experience, either working in a direct role within an HR organization or in strategic ECM sales to HR departments.

• Ability to work effectively with colleagues and staff to create a results-driven, team oriented environment.

• A collaborative professional who combines deep attention to detail with a broader strategic view, with the ability to manage large, complex projects.

• Excellent communication, analytical and strategic thinking, strong customer-facing, sales & marketing and presentation skills.

• Clear understanding of different sales models, selling methodologies and account strategies.

• Ability to work effectively with colleagues and staff to create a results-driven, team oriented environment.

• 5+ recent years selling complex, enterprise HR ECM solutions, BPM, document capture, and records management, preferably in a cloud-based environment.

• Education: Four year college degree, masters degree preferred. 

If qualified and interested, please send resumes by email to yharel@grmdocument.com