Knowledge Management Solutions Manager

EQUAL OPPORTUNITY EMPLOYER

Position Title: Knowledge Management Solutions Manager

Functional Area: Sales 

Overview:

The chief responsibility of this position is to grow APQC’s business in knowledge management (KM) offerings.  The ideal candidate will have a proven track record selling to senior level professionals.   The position requires experience working with executives in understanding their business challenges and how to position and use research, benchmarks and best practices in their business environment as a solution to the challenges.  This position requires a strong background and knowledge in general business function, consulting, needs assessment, and project management along with a commitment to helping firms get results based on purchasing APQC services.  This key position requires creativity, superb communication skills, teamwork, and the ability to be a self-starting proactive individual capable of managing multiple efforts simultaneously.

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Responsibilities:

 

  • Responsible for overall knowledge management product revenue (includes advisory services and licensing products)
  • Create opportunities within APQC client base by working with current account managers
  • Create, lead and close opportunities within assigned house accounts
  • Build strategies for target accounts and industries working with account managers and product groups to understand current buying behaviors
  • Track and interpret analytics related to KM usage as a baseline for creating on-going strategies
  • Lead sales pursuits with level 1 and 2 account managers
  • Provide strategic and tactical guidance during the sales process with level 1 and 2 account managers
  • Support level 3 account managers if and when needed
  • Educate all sales managers on KM offerings
  • Work with APQC marketing to create programs which support sales team efforts in demonstrating the value of APQC KM offerings
  • Conduct in-depth organizational needs assessments to uncover needs in the areas of business research and analytics, performance improvement, measurement, planning, and knowledge management.
  • Develop broad and deep relationships with an assigned set of member organizations to increase the number of contacts within each assigned member account through cold calls, follow-up phone calls, selected site visits, and referrals.
  • Work with delivery personnel to maintain a seamless transition for delivery and continued relationship development and to uncover opportunities to share additional content and research.
  • Create and execute APQC customer site presentations on APQC services and research.
  • Maintain prospecting information in the customer database.
  • Creates proposals and work with content delivery professionals to develop project scope, approach, pricing, and timelines.
  • Serve on cross functional teams, as requested to offer insights into market needs and the ability to identify new research methodologies for serving the market.
  • Develop an understanding of industries in order to identify research needs and content that would help make decisions.
  • Develop a broad understanding of APQC’s research methodologies so that they can be applied effectively within the target audience. 
  • Conduct and support business development activities designed to meet revenue targets.
  • In collaboration with the finance, supply chain and human resource practices, Identify and develop research and other service offerings and respective go to market approaches.
  • Be a role model for good knowledge management practices inside APQC.
  • Mandatory 50-60% travel

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Qualifications & Skills:

  • Minimum 10+ year’s consultative sales experience with intangible products and services to business and professional environments. Strong closing skills.
  • Demonstrated  history of exceeding  aggressive sales target goals
  • Previous experience working in a team environment.
  • Innovative problem solving: intensely detail-oriented and results-focused
  • Must have excellent relationship-building and negotiation skills.
  • Flexibility and strong adaptation to a rapidly changing environment
  • Thorough knowledge and experience with PC-based computer systems, client management systems, work processing, spread sheets, and database software.
  • Excellent oral and written communications skills including previous experience with developing and delivering presentations to a wide range of audiences.
  • Strategic and creative thinker; self-starter with high accountability for completing tasks and following-through.
  • College degree required.
  • Knowledge of measurement, knowledge management, process improvement, and strategic planning a plus. 

Skill

Proficiency Level Required

Industry or functional knowledge – Professional Services

Level 4

Creativity

Level 5

   

Oral communication skills

Level 5

Writing skills

Level 4

Sales Skills

Level 4

Team building – providing feedback, problem resolution, empowerment

Level 3

Critical thinking and problem solving

Level 4

Leadership

Level 3

Relationship/stakeholder management

Level 2

Planning and budgeting, financial analysis

Level 2

Definition of Proficiency Levels:

Level 5 = Has comprehensive knowledge. Extensive and comprehensive experience able to mentor in a given area.

Level 4 = Has in-depth knowledge. Can perform without assistance. Repeated and successful experience.

Level 3 = Has applied knowledge. Can perform with assistance. Has performed independently in routine situations.

Level 2 = Limited ability to perform. Has general knowledge only. Very limited experience.

Level 1 = Limited knowledge. No experience.

Level 0 = No knowledge. No experience.

 

Interested candidates should forward their resume and cover letter to Ashley White (awhite@apqc.org).