Senior Strategic Partnership Executive

Job Description

SUMMARY

For over four decades, Acro has been providing customized workforce solutions to meet the demands of its clients in a continually evolving market. Acro provides its clients best in class services to meet the contingent labor needs of our clients as a premier staffing provider across multiple public sector clients including state, county, city and other government entities through Acro’s Government Solutions Group (AGSG). The company provides total talent solutions in the areas of Managed Service Provider (MSP) programs utilizing a variety of Vendor Management Systems (VMS) including Acro’s own VMS application, XRM System; Recruitment Process Outsourcing (RPO); Employer of Record (EOR); Independent Contractor Compliance and Engagement / Agent of Record (AOR); and Human Resource Outsourcing (HRO) services. The Senior Strategic Partnership Executive (SSPE) will lead efforts responsible for driving revenue growth through the sale of Acro’s portfolio of comprehensive talent solutions to public sector entities (state, county, city, higher education, and other public sector entities), through Acro’s public sector division, AGSG. By leveraging past experience in the total workforce solutions space and deep understanding of the public sector space, this resource will be responsible for identifying opportunities, building relationships with key decision-makers, and tailoring solutions to meet the unique needs of each entity. The SSPE will be responsible for leading and navigating the entire sales cycles from prospecting to close, overcome objections, build relationships, and consistently exceed sales targets. As an integral part of the business development team, the SSPE will be instrumental in cultivating new public sector client relationships and expanding existing relationships pertaining to the variety of talent solutions offered by AGSG. Come and join an organization that has been recognized among the Best & Brightest Companies to Work for in the Nation seven years in a row!

DUTIES & RESPONSIBILITIES

Market Analysis and Opportunity Identification Conduct thorough market research and analysis to identify potential clients and key stakeholders within the public sector. Ensure that AGSG is appropriately positioned within each state, higher education, city and county to receive opportunities related to the solutions and services AGSG provides its customers. Identify emerging trends, competitive landscape, and opportunities for growth within the public sector space. Work with Acro’s leadership, program and account teams to identify, within AGSG’s current portfolio, opportunities to expand current business. Business Development Strategy Develop and implement strategic business development plans that align with AGSG’s goals and objectives. Obtain sales leads/prospects through networking with Procurement, Human Resources, Talent Acquisition, and additional key stakeholders to uncover external labor needs and leverage the appropriate AGSG solution. Define strategies to penetrate new markets and expand Acro’s footprint within the public sector. Relationship Management Maintain a consultative and proactive sales approach that leverages new and existing relationships. Build and maintain excellent working rapport with current and prospective users of AGSG’s services by (a) providing highly responsive service; (b) being fully knowledgeable of every solution and service being provided or those that will be provided; and, (c) wherever possible and appropriate, business entertainment (lunches, sporting events, etc.). Contact current customers on a regular basis to acquire an accurate understanding of their expectations from AGSG and communicate those expectations to the appropriate team member. Collaborate closely with internal teams to ensure alignment of strategies and effective execution of business development initiatives. Proposal Development and Negotiation Act as the Sales Lead as it relates to the preparation and submission of proposals, bids, and tender responses. Have a solid understanding of the proposal process, scoring methodology, pricing models and pursuit strategy as it relates to clients in the public sector space. Actively participate and lead sales presentations as it relates to business development efforts and proposal processes. Negotiate contracts, terms, and pricing with clients while ensuring compliance with regulatory requirements. Pipeline Development, Management and Reporting Identify and prioritize target account based on strategic criteria. Manage the sales pipeline effectively, tracking progress and reporting on key metrics. Work with AGSG’s account and program teams to review current client portfolio and uncover areas of potential growth beyond current service offerings being provided. Provide regular updates and forecasts to senior management regarding sales performance and market trends. Partner with Acro’s sales and marketing teams to create campaigns to drive an increase in the number of prospective public sector clients, including attending appropriate industry events throughout the United States. Cross-functional Collaboration Work closely with marketing, product development, and operations teams to support the successful delivery of solutions to clients. Collaborate with internal stakeholders to ensure seamless transition from sales to implementation phase. Share best practices, insights and feedback to contribute to the continuous improvement of the sales organization. Leverage Acro leadership teams in all aspects of the sales cycle to ensure a ‘deep and wide’ approach to each prospect. Account Management Functions Responsible for uncovering opportunities within current AGSG public sector clients as it relates to talent acquisition solutions, such as Staff Augmentation, Employer of Record (EOR), IC Compliance, and Agent of Record (AOR). When appropriate, work with AGSG’s delivery team to ensure all contingent labor needs are fulfilled within the public sector portfolio assigned to this role. Have an active role as it relates to the implementation and hypercare related to solutions sold to any AGSG clients (i.e. MSP, VMS), including, as needed, serving as the initial account manager on a new account win until a critical mass of business is developed and a steady-state account manager for this account is appointed.

REQUIRED QUALIFICATIONS

EDUCATION

Bachelor’s Degree in Business Administration, Sales, Marketing, Public Policy, Economic Development, Urban Planning, Business, Communications or related field (preferred)

EXPERIENCE

Proven track record of success in B2B sales or account management, with focus on public sector. Knowledge of how government agencies procure goods and services. This includes familiarity with procurement rules, bidding processes, and compliance requirements. 8-10 years of general staffing industry experience with a focus on business development and account management within the public sector space. 3-5 years of staffing industry experience in a sales role selling and closing deals directly to clients, that included at least two of the following services: Managed Service Provider (MSP), a standalone or combined (with a MSP solution) Vendor Management Systems (VMS), large national Master Vendor solutions and/or Recruitment Process Outsourcing (RPO), Contingent Labor staffing solutions direct to an end client.

SKILLS

Ability to effectively communicate, which include listening and understanding, as well as conveying ideas and opinions in writing. Able to handle conflict well. Ability to work in a fast-paced, matrixed environment. Extensive experience in consultative selling and relationship management. Strong understanding of industry trends, competitors, and market dynamics. Excellent communication, presentation and negotiation skills. Ability to thrive in a fast-paced, target driven environment. Ability to define problems, collect data, establish facts, and draw valid conclusions.

WORK ENVIRONMENT

Travel (up to 50%) Acro values diversity in our workforce and is an affirmative action & equal opportunity employer. Acro is also committed to hiring veterans and offers sponsorship opportunities. #J-18808-Ljbffr 6AM City, LLC