Sales Account Manager

Aon is an industry-leading professional services company providing innovative solutions through its Rewards Solutions group within the Human Capital Solutions business. The Sales Account Manager will own and grow a large portfolio of client accounts, prospect for new business, manage renewals, negotiate and close sales, and build relationships with clients and internal teams across North America.

Responsibilities:

• Direct sales owning and managing a large book (100+ client accounts) while developing new clients and maintaining existing corporate clients across North American headquartered companies in the technology, life sciences, retail, manufacturing and a variety of sub-industries
• Prospecting and outbound outreach to develop own pipeline for new business development is crucial to success; daily determination, perseverance, confidence and organization required
• Work with prospects up through multiple levels of client organizations (up to CxO levels), spanning emerging companies to global enterprises, proactively developing and maintaining mutually beneficial positive relationships
• Focused, active listening skills with innovation in solving to client and prospect objectives/needs with Radford solutions in a professional manner, always representing Aon/Radford principles
• Exercise discretion and independent judgment with respect to negotiating terms of sales and closing business, within context of internal guidelines
• Share responsibility for retention of clients with an internal Client Services team. Lead annual client renewal including expanding survey participation and other offerings. As required, ensure survey inputs are received as of scheduled survey deadline when retention of client is at risk
• Communicate efficiently with internal teams including sales colleagues, survey operations, order process and retention team, marketing, accounting, and consulting group when appropriate
• Active and continuous initiative to learn and maintain knowledge of all surveys, survey processes and value proposition for prospects and clients
• Understand Rewards Solutions Advisory expertise, coordinate on clients and prospects, understand various broader Aon offerings to both inquire and listen for expanded engagements and cross-sell referrals across Human Capital Solutions and other business units
• Work closely with the Sales Director to incorporate coaching, follow internal processes, and apply skills development to consistently improve performance
• Collaborate with peer Sales Account Managers to support portfolio coverage, knowledge sharing, and team-wide success
• Demonstrate strong personal ownership of assigned accounts, while proactively seeking help when appropriate for complex situations or escalations

Requirements:

• Outstanding professional selling and account management skills, negotiation and closing via phone and online environment
• Minimum of 5 years Sales experience in a hybrid account management and new-business role, preferably with both high volume account responsibilities and new business to business success in a solution/services selling environment with consistent quota achievement
• Home office/workspace set up for uninterrupted daily execution of calls and video interactions; virtual work locations available for short or long term depending on proximity to Aon office
• Strong organizational and time management skills to establish and meet goals and daily priorities independently while managing a large, potentially varied, client portfolio
• Prior use of Salesforce and online meeting presentation tools for selling (WebEx); Outlook efficiency and Excel experience crucial
• Ability to actively listen and act autonomously on a prospect/clients' questions, goals and objectives to provide outstanding service
• Quick analytical listening to assess what drives client reliance on Aon/Radford's resources
• Expertly seasoned verbal and written communication skills
• Team player required - Internal cooperative sales team environment encourages goal-oriented collaboration among sales team members with focus on both individual and team achievement
• Human Resources related experience, products, services and/or prior survey knowledge
• Experience operating within an industry vertical or transitioning from generalist to specialized coverage