The Adecco Group is the world’s leading HR solutions partner. We provide more than 700,000 people with permanent and flexible employment every day. With more than 34,000 employees in 60 countries, we transform the world of work one job at a time. Our colleagues serve more than 100,000 organisations with the talent, HR services and cutting-edge technology they need to succeed in an ever-changing global economy. As a Fortune Global 500 company, we lead by example, creating shared value that meets social needs while driving business innovation. Our culture of inclusivity, fairness and teamwork empowers individuals and organisations, fuels economies, and builds better societies. These values resonate with our employees, who voted us number 2 on the Great Place to Work® - World’s Best Workplaces 2017 list. We make the future work for everyone. The Adecco Group is based in Zurich, Switzerland. Adecco Group AG is registered in Switzerland (ISIN: CH0012138605) and listed on the SIX Swiss Exchange (ADEN). The group is powered by nine lead brands: Adecco, Modis, Badenoch & Clark, Spring Professional, Lee Hecht Harrison, Pontoon, Adia, YOSS and General Assembly.
Location Europe, multiple locations close to an airport Mission
Develop strategic relationship with all Alphabet brands in EMEA and APAC at all relevant hierarchical, functional, and zonal levels, unlocking revenue and margin growth with the Adecco Group’s comprehensive portfolio of HR solutions.The Global Account Manager is responsible for the definition and implementation of a holistic commercial plan, aligned with Adecco’s group strategy and business objectives.The Global Account Manager will provide direction to a virtual country based account management team to perform all prospecting, sales and customer service activities, to increase revenue & margin.
Responsibilities
Commercial Management/Customer Centricity
Build solid, deep and long-term customer relationships, i.e. a broad and meaningful relationships with HR, Procurement, Business Leaders to include C-level Leaders.
Create, own and drive the execution of the EMEA & APAC Alphabet account plan.
Ensure Customer Centricity is core to all activities by providing a positive customer experience before and after the sale in order to drive repeated/expanded business, customer loyalty and profits.
Problem resolution: understand and address customer’s issues quickly by engaging the right individuals in the Adecco Group network and escalating as needed.
Become the undisputed expert in understanding customer needs (“know the Customer better than they know themselves”).
Market & Industry influencing factors.
Full understanding of customer’s business and HR strategic plans.
Own and drive the approval for contract negotiations, new RFP’s and renewals.
Gain full understanding of customer’s spending profile i.e.; geographies, service areas, etc.
Expertise in the Adecco Group internal and client’s procurement strategy and policies.
Understand customer’s business and HR strategies, priorities and need states, as well as anticipate forthcoming business opportunities.
Expand geographic footprint by driving growth in countries not previously supported and increasing volume in historically low volume countries.
Research, analyse/assess and document competitors and their customers
Define, validate, communicate and implement a holistic commercial strategy targeting increasing revenue and gross margin.
Tailor-design solutions towards Customer’s needs by utilising the full breadth of the Adecco Group toolbox (cross-selling opportunities with all Adecco brands).
Forecast and predict future Customer opportunities, share internally aiming to anticipate the next RFP.
Initiate and develop innovations and service packages, explore sophisticated, differentiating, exclusive partnership models.
Defend Adecco’s market position and market share by implementing strategies to protect revenue in existing brands and countries to include effective delivery models, accelerated problem solving, internal and external stakeholders’ management, as well as researching and understanding competitor’s actions, strengths and weaknesses.
Develop forecast and yearly budgets for the account with full understanding of the account profitability and also ensuring alignment to countries and brands’ financial objectives.
Team leadership @ ADECCO
Lead, orient and motivate a regional, cross-Brand virtual team, pursue the selected opportunities and win together.
Lead the creation and collective maintenance of an EMEA-APAC Account Plan, champion disciplined and dynamic maintenance in the Adecco Group systems e.g. SFDC.
Work with the bid team and lead RFP submissions to create professional and value-add tender responses for Alphabet EMEA and APAC. Own the process and the result.
Take ownership of, and drive contract negotiations with the customer then mobilise a virtual team to negotiate profitable and valuable business for Adecco.
Engage with key internal stakeholders (Brand Managers, Country Managers, Key Account Managers, etc) to maintain senior-level relationships, drive contract fulfilment, revenue, profit growth and report performance.
Experience
At least 5 years of experience in a multi-national sales/ operational position.
Experience in a service industry environment and a complex international organisation.
Commercial Diploma or Bachelor's degree in Business Administration or related subjects
Track record of sales to senior level buyers in procurement, HR/Talent Management function and business owners.
Proven experience of winning and delivering B2B contracts in an international environment and driving improvement in key financial metrics such as revenue growth, %GM growth, DSO improvement.
Desirable to have client industry experience.
You are flexible and can travel on request (50%)
This job advert is posted by Adecco Group AG with registered address at Bellerivestrasse 30, 8008 Zürich, Switzerland. www.adeccogroup.com
