Job Profile
Job Title
Line Manager
Direct Reports
Location
Senior HR Consultant
Lead Employer Engagement Manager
n/a
CIPD Head Office Wimbledon
Job Purpose
To increase the reach and influence of the CIPD in building capability
and creating learning cultures from mid-sized organisations to key
national and multi-national enterprises. They will hold key account
management responsibilities, and play a key role in supporting the
development of enhanced B2B services.
Key accountabilities
1. Develop and manage key accounts from mid-range (80k pa) to large multi-national and
national clients (100k+ pa) – develop long term sustainable relationships and revenue via
framework agreements where possible
2. Support the wider EE team in business development/engagement activities where the
complexity of the relationship or opportunity requires consultancy skills (e.g. facilitation
of HRLT sessions to determine specific needs)
3. Maintain effective targeting and pipeline management processes, ensuring ‘next steps
selling’ is applied to increase conversions, transaction values and creation of sustainable
accounts
4. Support the creation of new revenue generating B2B services and the
enhancement/blending of existing ‘Employer Solutions’ services. Work in close
partnership with the Lead EE manager, Knowledge and Capability, membership and
assessment, ensuring new CIPD products and services are created or adapted to meet the
specific needs of B2B clients as they strive to raise capability and introduce CPD/learning
cultures across HR and their people management teams
5. Lead on consultancy projects with larger clients, managing associates teams as required
6. Engage in a wide range of networking events to build relationships with HRDs and senior
HR professionals across multiple organisations. Work as a ‘prolific connector’ within and
outside the CIPD – enabling introductions to connect the wider CIPD matrix (i.e. policy,
research, events) to clients and vice versa.
7. Contribute to the promotion and marketing of the Employer Solutions proposition
including the creation of collateral (testimonies, case studies) and support colleagues and
the team to engage with the ES proposition and the client stories that bring it to life.
Nature and scope
The role exists within the UK Employer Engagement team. Set up in 2015, the EE team leads
on the delivery of CIPD’s Employer Solutions proposition to mid to large UK organisations
(nationals and multi-nationals). The purpose of the team is to engage organisations with the
whole institute – to promote CIPD services across membership, research, training and
assessment and encourage participation of key organizations in CIPD’s purpose. The aim is to
a) Create sustainable, mutually beneficial relationships between the CIPD, the private and
public sectors and b) build market confidence in a strong B2B brand enabling EE to generate
significant year on year revenue growth.
Experience of working at HRLT level, employing their HR/L&D consulting skills to engage with
and shape CIPD core services to meet client’s specific needs is an essential requirement of this
role. So too is a keen interest to keep abreast of the latest thinking in HR, a genuine passion
for the CIPD’s purpose, a strong commercial drive and a desire to meet challenging sales
targets.
Contacts
Internal
All CIPD departments
External
Customers – HRLT members, key contacts in HR and L&D
functions, consultants and trainers
Dimensions
Financial
Department target (15/16)- circa £2.7M
Personal target – circa £350k
Staff
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Knowledge, qualifications and experience
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Graduate calibre – able to deal with multiple issues, assuming a detailed or conceptual
/ strategic perspective as required
Strong HR/L&D consulting skills – experience of working as an HR/L&D professional
is highly desirable
Experience of business and customer relationship/account development at senior
levels – able to forge strong, deep relationships with internal/external stakeholders
and customers
Excellent track record of building key accounts within a professional services/B2B
environment
Good knowledge of working with UK organisations ranging from FTSE 100 to midsized, nationals and multi-nationals
Experience in producing high quality customer proposals and commercial deals,
covering multiple services over longer term contract periods
Decisive, action-centred, ‘gets things done’, able to work under pressure and meet
deadlines
Possess impact and presence, able to converse with people at all levels
Outstanding interpersonal, communication and commercial skills