at RSM US LLP in ChicagoChicago, Illinois, United States
Job Description
We are the leading provider of professional services to the middle market globally, our purpose is to instill confidence in a world of change, empowering our clients and people to realize their full potential. Our exceptional people are the key to our unrivaled, inclusive culture and talent experience and our ability to be compelling to our clients. You'll find an environment that inspires and empowers you to thrive both personally and professionally. There's no one like you and that's why there's nowhere like RSM.
RSM US is looking for an experienced Pipeline Development / Inside Sales leader to oversee and support our pipeline development team. The successful candidate will be responsible for developing and implementing sales strategies, managing and mentoring the pipeline development team, and building a strong culture of pipeline initiation. The ideal candidate should have a proven track record of success in sales management, excellent communication skills, and the ability to lead and motivate a team.
This strategic leadership role supports a team that is pivotal to our ability to drive new client revenue growth for the firm. Our pipeline development team initiates prospect meetings, nurtures key strategic prospects and strategic business alliances to generate qualified opportunities via a variety of channels and outreach methods. This could include making outbound calls/emails to potential prospects, creating and executing marketing nurture campaigns and events, fostering relationships with third party strategic business alliances, etc.
This position will collaborate closely with Sales, Marketing and Service Line Leaders to identify trends and opportunities to drive new pipeline to the firm. The ideal candidate will also have an ability to innovate our outreach efforts as the market changes and requires new techniques and technologies.
Lead and coach a team of pipeline development/inside sales professionals the art of initiation/hunting for new prospect meetings with C-level executives (CFO, CEO, CIO, COO, etc.) within middle market companies.
Develop and coach up the team specific to best practices to generate/initiate new prospect meetings via cold and warm outreach efforts (i.e. outbound calling, email, LinkedIn outreach, etc.).
Work collaboratively with sales leadership to develop an annual prospecting plan for North American Sales Core 50 targeting efforts. This would include agreed upon goals/metrics that are developed jointly with sales leadership specific to core 50 account penetration (net new meetings).
Ability to upskill/continuously educate and improve our pipeline development/inside sales professionals to ensure they develop deep knowledge within their assigned industries and solution sets.
Collaborate with service line, industry and marketing leaders to co-develop and support outbound campaign efforts (i.e. Strategic Business Alliance events, webcasts, campaigns, etc.).
Develop a high performing pipeline development/inside sales team that is rooted in key performance metrics (# of outreaches, # of contacts, # of converted prospect meetings, etc.) along with regular monthly reporting to key stakeholders (i.e. sales, practice, marketing leadership) for priority outreach efforts.
Manage and mentor the pipeline development/inside sales team.
Upskill our pipeline development/inside sales professionals within their assigned industries and solution sets.
Collaborate with appropriate marketing personnel on campaigns, events and webinars and provide market-facing feedback to assist with the improvement of the firm's marketing efforts (Return on Investment (ROI) of campaigns).
Responsible for ensuring that all pipeline development team outreach efforts are captured and tagged appropriately within CRM system
Qualifications:
Bachelor's degree in business administration or related field
Master of Business Administration (MBA) preferred
Prior experience leveraging social media technologies for research and outreach efforts
Experience leveraging a CRM tool for report generation and prospect meeting tracking
5+ years of sales management experience
Experience working with Big Four or other national professional services fimr a plus
Experience managing a remote team a plus
Excellent influence and negotiation skills, strong executive presence and business acumen required
Strong leadership and team management skill required
At RSM, we offer a competitive benefits and compensation package for all our people. We support and inspire you to prioritize your wellbeing by delivering personalized, holistic programming for your physical, emotional, financial and community wellbeing. RSM has a generous time off policy with at least 14 paid holidays, wellbeing days and associate and above access to self-managed... For full info follow application link.
RSM is an equal opportunity/affirmative action employer. Minorities/Females/Disabled/Veterans.
