Aerotek
Clinical Account Manager
Aerotek, Raleigh, North Carolina, United States, 27601
Overview:
Actalent connects passion with purpose and our vision is to impact millions of lives through engineering and sciences efforts.
We're looking for a highly motivated Account Manager to join our team and help us support vital engineering and science initiatives at visionary companies. Building trusted, consultative relationships with our clients is a critical part of our business. If you're enthusiastic about partnering with bright and sharp individuals, understanding clients' business challenges, and collaborating across teams to develop and sell the best solution-keep reading, we might be a great match!
About Actalent
With global headquarters outside of Baltimore, MD, Actalent has an existing network of almost 30,000 engineering and sciences consultants and more than 4,500 clients across the U. S., Canada, Asia, and Europe, including many of the Fortune 500. We give clients access to specialized experts that drive scale, innovation, and speed to market, supporting engineering and science initiatives that advance how companies serve the world. An operating company of Allegis Group, the global leader in talent solutions, Actalent launched as a new specialized engineering and sciences talent services and workforce solutions brand in 2021.
You Will
Prospect, cold call and establish a list of target accounts
Set and conduct well-prepared face-to-face and virtual meetings with decision makers; get results by asking appropriate questions that qualify business and take advantage of opportunities to create value and meet client needs
Win new accounts, expand existing accounts, and provide exceptional service to all active and prospective customers
Maximize profitability by negotiating bill rates and terms
Partner with recruiting teams and customer support to ensure that the clients' talent needs and the consultants' payroll expectations are met
Ensure that client needs are met by thoroughly understanding their requirements and seeking feedback on our performance
Communicate account knowledge to team members (recruiters, field support, sales, director) during office meetings
Follow a disciplined sales operating rhythm within the CRM (Salesforce) to drive business development, increase future value proposition, and ensure effective execution
Utilize the Sales Execution Process (SEP) to create and execute on efficient and effective business development strategies.
Drive BD across a national account portfolio in a specific clinical segment (ARI, CRO, or Sponsor) - could require travel for national account meetings
Develop an effective prospecting gameplan and determine potential value propositions through research and analysis of strategic entry points with our clients.
Establish (and adjust when necessary) a list of target accounts and prospects using all available internal and external resources
Conduct well-prepared face to face meetings with decision makers; get results by asking appropriate questions that qualify business and take advantage of opportunities to create value, meet client needs and engage in valuable business dialogues with our clients
Maximize profitability by effectively negotiating bill rates and terms; ensure that direct labor rates are in line with market standards
Build and maintain relationships within accounts by providing quality consultants, proactively market resumes of ideal candidates
Perform sales related activities including, but not limited to leading meetings at client sites and client manager, and consultant lunches and performance reviews
Clinical teams are composed of virtual team members. Effective communication and team building skills in a virtual environment will be required
Adopt, leverage and embrace Actalent technology platforms and tools to elevate and improve business development activities (including but not limited to Connected Account Plans and Sales Opportunities, Seismic, Gong, Linked In Talent Insights and Actalent Clinical Trial Finder)
Communicate account knowledge to team members through Deal Zones, Pod Meetings and Red Zone meetings
Manage and develop business partnership with recruiter(s) by reinforcing recruiting fundamentals, requiring accountability and providing consistent feedback
Achieve spread growth (gross margin growth) by winning new accounts and expanding current account relationships
We will
We commit to providing continued education and training throughout your career to keep your skillset sharp and competitive:
You'll take part in a comprehensive, structured training program to prepare you for your role, including role plays, job shadows and teach-backs to create camaraderie and ensure you become a subject matter expert within your industry.
Throughout your career at Actalent, you will engage in both formal and informal mentorship programs to progress toward your personal and professional goals.
At every step of the way, you will be surrounded by a positive and supportive culture that encourages everyone to help develop themselves and others.
Actalent promotes almost exclusively from within. Employees have the opportunity to develop and advance into leadership, management or explore other opportunities across our business.
Skills and Qualifications
Experienced seller (3+ year) with a proven track record of success
Operationally sound - proven ability to drive the Sales Execution Process (SEP)
Ability to sell to C- level and executives
Ability to architect deals, price and negotiate contracts/ agreements
Strong communication skills
Strong analytical skills
Interpersonal savvy
Ability to drive for results
Action oriented
Love to compete
Benefits and Compensation
Unlimited commission potential
Base salary of $60,000 - $75,000
Our top 10% of account managers earned an average of $85,000 in year one, $183,000 in year two, and $246,000 in year five (2023 data).
Monthly car allowance ($425/month) and monthly cell allowance ($100/month)
Performance-based incentives
Quarterly bonuses
All-expenses-paid annual trips for top performers
Company-funded investment plan with paid dividends
Benefits
Healthcare, dental, vision, and 401(k)
20 days paid time off (accrued per year)
Employee discounts
Tuition reimbursement program
Student loan debt management with CommonBond
Our Culture
The Actalent experience is one of high standards for professional and personal growth, integrity, and inclusivity. Everyone has ownership in the Actalent culture. We ask each member of our team to help us build our culture by:
Bringing their best selves to work every day in terms of caring, competitive spirit and character
Leading by example and working with purpose and pride
Committing to fostering an inclusive and safe workplace where everyone can be their authentic selves
Our Commitment
Actalent is an equal opportunity employer. We understand the power of a diverse team, celebrate differences, and promote inclusive and accessible environments. To support our colleagues in being their authentic selves and give everyone opportunities for allyship, we offer a range of employee resource groups.
Actalent PRIDE
Empowered Women at Actalent
BIPOC
Military and First Responder
Strong Voices (Bringing people of color together to successfully build relationships through mentorship and high performing partnerships)
Our Corporate Social Responsibility Strategic Partnerships
We form alliances with diversity related national organizations for the contributions they make to the communities we serve, their ability to help our organization make an impact on diversity recruitment in the marketplace and the development offerings they have for our internal employees and consultants. See below for a list of current strategic partners:
BEYA - Black Engineer of the Year Awards
SHPE - Society of Hispanic Professional Engineers
Women of Color Stem Conference
Linkage's Women in Leadership Institute
Girlstart
SAE Foundation
SMASH
National Urban League
SASE - Society of Asian Scientists and Engineers
Allegis Group Foundation
The Allegis Group Foundation is a central part of our commitment to giving back to the communities in which we work and live. Did you know that the Allegis Group Foundation can accelerate your efforts to create meaningful change in our communities? Incorporated in 2000, this philanthropic arm of our business awards direct grants to nonprofit organizations and provides additional financial support through our Employee/Office Match Program.
Check out our Instagram and LinkedIn to see what it's like to be part of our team: instagram.com/weareactalent | https://www.linkedin.com/company/actalentservices
#LI-Onsite
Telecommute
No
Actalent is an equal opportunity employer.
Actalent connects passion with purpose and our vision is to impact millions of lives through engineering and sciences efforts.
We're looking for a highly motivated Account Manager to join our team and help us support vital engineering and science initiatives at visionary companies. Building trusted, consultative relationships with our clients is a critical part of our business. If you're enthusiastic about partnering with bright and sharp individuals, understanding clients' business challenges, and collaborating across teams to develop and sell the best solution-keep reading, we might be a great match!
About Actalent
With global headquarters outside of Baltimore, MD, Actalent has an existing network of almost 30,000 engineering and sciences consultants and more than 4,500 clients across the U. S., Canada, Asia, and Europe, including many of the Fortune 500. We give clients access to specialized experts that drive scale, innovation, and speed to market, supporting engineering and science initiatives that advance how companies serve the world. An operating company of Allegis Group, the global leader in talent solutions, Actalent launched as a new specialized engineering and sciences talent services and workforce solutions brand in 2021.
You Will
Prospect, cold call and establish a list of target accounts
Set and conduct well-prepared face-to-face and virtual meetings with decision makers; get results by asking appropriate questions that qualify business and take advantage of opportunities to create value and meet client needs
Win new accounts, expand existing accounts, and provide exceptional service to all active and prospective customers
Maximize profitability by negotiating bill rates and terms
Partner with recruiting teams and customer support to ensure that the clients' talent needs and the consultants' payroll expectations are met
Ensure that client needs are met by thoroughly understanding their requirements and seeking feedback on our performance
Communicate account knowledge to team members (recruiters, field support, sales, director) during office meetings
Follow a disciplined sales operating rhythm within the CRM (Salesforce) to drive business development, increase future value proposition, and ensure effective execution
Utilize the Sales Execution Process (SEP) to create and execute on efficient and effective business development strategies.
Drive BD across a national account portfolio in a specific clinical segment (ARI, CRO, or Sponsor) - could require travel for national account meetings
Develop an effective prospecting gameplan and determine potential value propositions through research and analysis of strategic entry points with our clients.
Establish (and adjust when necessary) a list of target accounts and prospects using all available internal and external resources
Conduct well-prepared face to face meetings with decision makers; get results by asking appropriate questions that qualify business and take advantage of opportunities to create value, meet client needs and engage in valuable business dialogues with our clients
Maximize profitability by effectively negotiating bill rates and terms; ensure that direct labor rates are in line with market standards
Build and maintain relationships within accounts by providing quality consultants, proactively market resumes of ideal candidates
Perform sales related activities including, but not limited to leading meetings at client sites and client manager, and consultant lunches and performance reviews
Clinical teams are composed of virtual team members. Effective communication and team building skills in a virtual environment will be required
Adopt, leverage and embrace Actalent technology platforms and tools to elevate and improve business development activities (including but not limited to Connected Account Plans and Sales Opportunities, Seismic, Gong, Linked In Talent Insights and Actalent Clinical Trial Finder)
Communicate account knowledge to team members through Deal Zones, Pod Meetings and Red Zone meetings
Manage and develop business partnership with recruiter(s) by reinforcing recruiting fundamentals, requiring accountability and providing consistent feedback
Achieve spread growth (gross margin growth) by winning new accounts and expanding current account relationships
We will
We commit to providing continued education and training throughout your career to keep your skillset sharp and competitive:
You'll take part in a comprehensive, structured training program to prepare you for your role, including role plays, job shadows and teach-backs to create camaraderie and ensure you become a subject matter expert within your industry.
Throughout your career at Actalent, you will engage in both formal and informal mentorship programs to progress toward your personal and professional goals.
At every step of the way, you will be surrounded by a positive and supportive culture that encourages everyone to help develop themselves and others.
Actalent promotes almost exclusively from within. Employees have the opportunity to develop and advance into leadership, management or explore other opportunities across our business.
Skills and Qualifications
Experienced seller (3+ year) with a proven track record of success
Operationally sound - proven ability to drive the Sales Execution Process (SEP)
Ability to sell to C- level and executives
Ability to architect deals, price and negotiate contracts/ agreements
Strong communication skills
Strong analytical skills
Interpersonal savvy
Ability to drive for results
Action oriented
Love to compete
Benefits and Compensation
Unlimited commission potential
Base salary of $60,000 - $75,000
Our top 10% of account managers earned an average of $85,000 in year one, $183,000 in year two, and $246,000 in year five (2023 data).
Monthly car allowance ($425/month) and monthly cell allowance ($100/month)
Performance-based incentives
Quarterly bonuses
All-expenses-paid annual trips for top performers
Company-funded investment plan with paid dividends
Benefits
Healthcare, dental, vision, and 401(k)
20 days paid time off (accrued per year)
Employee discounts
Tuition reimbursement program
Student loan debt management with CommonBond
Our Culture
The Actalent experience is one of high standards for professional and personal growth, integrity, and inclusivity. Everyone has ownership in the Actalent culture. We ask each member of our team to help us build our culture by:
Bringing their best selves to work every day in terms of caring, competitive spirit and character
Leading by example and working with purpose and pride
Committing to fostering an inclusive and safe workplace where everyone can be their authentic selves
Our Commitment
Actalent is an equal opportunity employer. We understand the power of a diverse team, celebrate differences, and promote inclusive and accessible environments. To support our colleagues in being their authentic selves and give everyone opportunities for allyship, we offer a range of employee resource groups.
Actalent PRIDE
Empowered Women at Actalent
BIPOC
Military and First Responder
Strong Voices (Bringing people of color together to successfully build relationships through mentorship and high performing partnerships)
Our Corporate Social Responsibility Strategic Partnerships
We form alliances with diversity related national organizations for the contributions they make to the communities we serve, their ability to help our organization make an impact on diversity recruitment in the marketplace and the development offerings they have for our internal employees and consultants. See below for a list of current strategic partners:
BEYA - Black Engineer of the Year Awards
SHPE - Society of Hispanic Professional Engineers
Women of Color Stem Conference
Linkage's Women in Leadership Institute
Girlstart
SAE Foundation
SMASH
National Urban League
SASE - Society of Asian Scientists and Engineers
Allegis Group Foundation
The Allegis Group Foundation is a central part of our commitment to giving back to the communities in which we work and live. Did you know that the Allegis Group Foundation can accelerate your efforts to create meaningful change in our communities? Incorporated in 2000, this philanthropic arm of our business awards direct grants to nonprofit organizations and provides additional financial support through our Employee/Office Match Program.
Check out our Instagram and LinkedIn to see what it's like to be part of our team: instagram.com/weareactalent | https://www.linkedin.com/company/actalentservices
#LI-Onsite
Telecommute
No
Actalent is an equal opportunity employer.