The successful candidate will lead the continued growth of EORM’s Chicago Region. The Chicago Region is now 3 years “new”. EORM plans to grow our Chicago Region from a current headcount of 4 to 6 by the end of ‘04, 6 – 10 by end of ‘05, and 10 -15 by the end of ’06. This is a hands-on leadership position in the youngest of EORM’s seven regional U.S. offices. The right individual is a self-motivated, high energy, entrepreneur that practices management by walking around (MBWA) and is great at influencing others to get things done. This leader has a passion for change and strong desire to learn about business development and leading a business unit of the leading EHS management and technical consulting firm in the U.S.
The Chicago RM is seller-doer-leader EHS Consultant that that leads EORM’s Chicago Team. The RM is responsible for ensuring that the Chicago Operation meets its revenue and profit budgets. The RM makes sales to new and existing clients to meet the budget in the region. The RM recruits and hires new consultants, integrates them into the firm, and mentors staff. The position also manages certain client accounts and projects, and supports certain clients with billable project work. The billable target for this individual will be in the 50% range initially, with the balance focused on sales and administration.
Job Scope:
- Provides sales leadership and makes new and existing client sales in support of the Regional budget.
- Goes on 3 – 4 sales calls per week each week and sells EORM’s services and products in the Region.
- Manages the New Client Sales Process for the Region (define target, leads generation, meetings and proposals, closing, reporting, etc.).
- Interfaces cooperatively with all EORM offices to share leads, opportunities, and resources and optimize client development, helping firm to make overall objectives.
- Responsible for developing and implementing sales and marketing plan for the Region. Achieves sales goals by selling full range of EORM services to target prospects at all levels within the Client organization. Service offerings include large and small projects, projects at all levels of complexity, including management consulting.
- Manages Chicago region (currently a team of 4 EHS Consultants).
- Ensures that all business decisions are ethical, whether they are customer related, company related or employee related.
- Manages designated client relationships and designated technical projects.
- Supports EHS projects and meets an initial utilization target of approximately 40%.
- Participates actively in recruitment efforts for Region, and directly-related efforts in other regions.
- Models EORM employee standards (technically competent, consulting skills, business acumen, high work ethic).
- May be required to supervise technical, sales and/or administrative personnel.
- Provides active involvement and leadership in technical or business organizations (local/national) and the community, to support EORM’s business Objectives.
Experience / Education Required:
- BS/MS in Engineering or Science, plus MBA preferred.
- CIH and/or CSP and/or PE.
- 10 years of EHS Experience; at least 3 in consulting.
- Lives in Chicago Area.
- Strong network of important business contacts in Chicago Region.
- Manufacturing industries experience.
- Excellent communication skills (written and verbal).
- Strong computing skills (Microsoft Professional Office Suite of Software Applications).
- Business Development/Sales experience in consulting required.
- Demonstrated Sales Skills and knowledge of the consultative sales process.
- Ability to use mathematics, including basic algebra and statistics.
- Ability to communicate effectively, both verbally and in writing. Exhibits strong technical and proposal (scoping and pricing) writing skills.
- Listens attentively, responsively and displays understanding.
- Strong ability to network with other regions and partner to get and do work together.
- Excellent computer skills, with experience in Microsoft Word, Excel, and PowerPoint required. Experience using a formal Contacts Management Application is desired.
- Candidate must be a motivated self-starter.
- Ability to gather, analyze and organize data from multiple sources and pre-qualify prospective sales targets.
- Ability to write a sales and marketing plan to grow the Regional office.
- Proposals and project authorization orders are properly scoped and accurately prepared, peer reviewed, and submitted to client per committed deadlines.
