Decision Toolbox begins each project by developing a "job description on steroids." This marketing piece helps to attract qualified candidates who are motivated
by the challenges of the position, not just a paycheck. It also helps to reduce the volume of
unqualified applicants.
All advertising and direct recruiting efforts direct prospects to this description as the first step.
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J O B I N F O W R I T E U P
Professional Services Manager
Location: CA - Los Angeles
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Opportunity Snapshot
Your mission as Professional Services Manager is twofold: 1) to lead the business development and sales efforts for our consulting and onsite training services; and 2) to manage the project teams responsible for developing these customized solutions to our members' complex HR challenges and needs. You also will support new member development efforts.
Employers Group offers an ideal combination of support and independence to enable you to open the next chapter in your HR career. Whether or not you have consulting experience, this role is an excellent career segue and a rewarding challenge for professionals who enjoy interacting with a variety of people and companies and designing solutions to complex HR needs.
Our Requirements:
- Bachelor's degree
- 10+ years of generalist Human Resources experience in a corporate/ business setting, consulting practice, or a sales environment including:
- History of aggressively and proactively driving improvements in HR processes
- Outstanding process and project management abilities
- Experience managing outside HR vendors, consultants and/or subject matter experts
- Demonstrated success in achieving goals on a consistent basis
- Proven experience with consultative sales
- Financial aptitude demonstrated by 5+ years of Profit and Loss responsibilities or commensurate accounting background, and preferably experience pricing projects and services
- Very strong computer skills and administrative organization
- Excellent interpersonal and communications skills
- Ability to effectively manage multiple and changing priorities and activities simultaneously
Preferred but not required:
- SPHR certification or other relevant certification(s)
Overview
Originally founded in 1896 as the Merchants and Manufacturer's Association, the Employers Group (EG) is the nation's largest (and oldest) nonprofit association dedicated solely to human resource management. We offer custom consulting services, training, seminars, publications, and products. Our members also enjoy unlimited access, through phone or email, to our in-house human resources experts. All in all, we provide one of the most comprehensive HR resources in the West.
Our members rely on our team of experts to answer a broad variety of questions and concerns within the realm of HR. Many of these questions are answered by our HelpLine Consultants (also experienced HR generalists, like yourself) and other members gain insight by attending our many briefings, training seminars and special events throughout the year. But as you well know, many HR issues require complex solutions and customized implementation plans.
Within our Professional Services department, we are placing a special emphasis on proactively promoting the customized Consulting and Training services that relatively few of our members utilize. Here is where you will fit in.
Position Details
As our Professional Services Manager, your mission will be to identify EG members who may be interested in our consulting services and to lead the project team responsible for designing the best solution to the member's specific HR challenges and/or needs.
Focusing on members within either our LOS ANGELES or INLAND EMPIRE regions, you will divide your time between business development, project management, and retention of existing members.
Business Development
It is important to note that while you will be acting in a consultative sales capacity, you will be contacting primarily existing Employers Group members who already have some knowledge of the association. In addition to leads that you develop, you also will receive referrals from the HelpLine Consultants (based in our Los Angeles corporate offices), from your two Business Development Representatives, and from researching our member database.
You'll follow up on all leads and strive to fully understand the members' needs and/or challenges and then use that insight to develop a formal proposal outlining how EG can provide a solution. Through this regular contact (both over the phone and in person), you will build strong relationships with our members, which will be of value as you strive to develop business and improve member retention.
Your interaction with these members will be split between phone and travel to member offices. You also will travel to local industry and EG events.
Project Management
Once you have successfully sold a member on an EG service, you will manage the project from contract negotiation to final delivery. For each project, you will:
- Select the Internal HR Generalist and Contracted Consultants and Trainers from our corporate approved list of subject matter experts, and reach agreement with them regarding scope of activities to be conducted, timing, and cost.
- Determine the project pricing in conformance with our annually established profit and expense margins.
- Prepare integrated proposals which address the member's comprehensive needs across both Consulting and Training and contain (at minimum) the following components: 1.) project objective(s); 2.) detailed scope of work activities to be delivered; 3.) proposed price and 4.) any required statements of confidentiality or liability.
- Manage each project to ensure that all stated deliverables are completed accurately and in a timely manner, and also ensure the member's ultimate satisfaction with the result.
- Manage the Administrative Coordinator in closing out projects, generating invoices, and accounts receivable collection activity.
Finally, as a senior manager on the EG leadership team, we will look to you to contribute insights gained from your interactions with members in the field. To this end you will make suggestions to expand our product and service knowledge base, actively participate in weekly and monthly EG Professional Services sales results and development meetings and contribute to the Content Development Division by providing recommendations for 1099 consultants or trainers, and recognizing trends in association member calls, project management and other contacts.
Keys to Success
Your overarching goal is to increase member utilization of our consulting services. To reach this goal, you will need to exceed expectations by delivering excellent results on the projects you manage and balance your focus on member satisfaction with an emphasis on financial management as you strive to meet or exceed quarterly and annual revenue and margin performance objectives.
To achieve your goals in an environment such as ours, you will rely heavily on several key skills:
- Excellent relationship building skills: whether you are explaining a new law to an HR Generalist, discussing strategy with the VP of HR or another executive, or planning a project with one of our consultants, your ability to listen, build a rapport, establish credibility and communicate verbally and in writing are essential.
- Strong project management ability: you will juggle multiple projects in various stages of completion, and contacts with the many members within your region. With the help of our sophisticated technology infrastructure and your own organizational skills, you will ensure that every "i" is dotted and "t" is crossed.
- Knowledge: our members turn to the Employers Group with their most complicated -- and critical -- HR concerns. The depth of your HR knowledge will enable you to build the relationships necessary for success.
- Leadership: much of your success will flow from your ability to drive your projects to completion by leading cross-functional teams that include external and internal resources.
- Passion and dedication: our team is passionate about what we do, and you will demonstrate this same dedication by your strong work ethic and by consistently meeting or exceeding your goals.
- Flexibility: ours is an extremely fluid environment, and you will need to be comfortable changing gears and re-prioritizing quickly.
If this sounds like the right mix of challenge and opportunity for you, and you meet the position requirements, we look forward to hearing from you.
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