Career Openings at Krauthammer

Sales and Training Consultant (Switzerland)
Sales and Training Consultant

Overview and Purpose


Your purpose as Sales and Training Consultant is to bring out the best in your clients and participants. You engage prospects and clients to help them with their business challenges by designing, selling, and delivering Krauthammer programs. You are personally committed to improving the performance of organizations and teams, and to help the personal development of your participants.


Growth


Development as Sales and Training Consultant is both professional and personal. As a professional, your development is measured by seniority. And it is visible in your personal specialization, working strength based on Sales or Delivery. Your professional and personal skills, responsibilities, and targets increase with each level and are set with your Commercial Director.


Goal


As Sales and Training Consultant you perform in three result area’s: Sales, Delivery, and Contribution. The goals in these areas are defined with you in your team and under leadership of Commercial Director. We work strength based on Sales in compliance with Krauthammer’s Consultancy Based Sales (CBS) approach. As part of your Performance Management, primary and secondary result areas are defined.


Results


In discussion with your Commercial Director, you plan and execute your work to reach the targets you committed to. As example, working strength based on Sales, results in time investment of 70% Sales, 20% Delivery, and 10% Contribution. Working strength based on Delivery, results in time investment of 20% Sales, 70% Delivery, and 10% Contribution. According to the time invested, the primary and secondary result areas are defined. When starting with Krauthammer you will have a strong focus on professional development. And the more experience you gather the higher the expectations towards your sales performance will be.

Education, Experience, and Values

  • Minimum Bachelor's degree level (Level 6 EQF), higher level preferred.
  • 8+ year experience in commercial roles, such as B2B service sales, ideally in the training or consulting industry.
  • High interest in the topics of personal development, learning and behavior change.
  • Strong history in sales, account management and project-management.
  • Strong business acumen as combination of analytical skills, quickness in understanding, challenging a business situation towards a favorable outcome.
  • Ability to convince mid-level and senior business leaders, up to C-level executives.
  • Stress resistant, ability to manage sales, accounts, and projects simultaneously.
  • International experience and openness.
  • Active and well-maintained professional network.
  • Native language skills in country’s native language(s) (C2+) (proficiency in Swiss-German is highly preferred), and professional communication and interpersonal skills in English (B2).
  • Embrace and live Krauthammer Values and Principles.

Authority and Responsibility

Sales

  • Achieve sales results to contribute to Team’s sales target in accordance with Krauthammer’s
  • Consultancy Based Sales (CBS) approach in our core market of international companies with 500 - 5000 employees.
  • Identify and generate sales opportunities and leads, set up the best team to achieve sales results.
  • Actively develop a professional network and build client portfolio.
  • Account management to build long-term relationships with clients.
  • Account management to initiate up & cross-selling of new projects and programs.
  • Design customized programs based on Krauthammer product portfolio.

Delivery

  • Achieve delivery results to contribute to Team’s delivery target.
  • Deliver all modules in Krauthammer product portfolio.
  • Deliver customized programs including pilot groups and workshops.
  • Target audience of middle and senior management, in the country’s native language(s) and English.
  • In-context training on behavior, potentially co-delivering with another consultant.
  • Create impactful and long-lasting behavioral change with high training participant satisfaction.


Contribution

  • Contribute to development of Krauthammer product portfolio.
  • Recognize trends and opportunities to develop new modules in Krauthammer product portfolio.
  • Create new knowledge and capture best practices into modules of Krauthammer product portfolio.
  • Team up with partners to innovate our business.
  • Involve new technology in our offer and product portfolio.
  • Continuous self-development with Krauthammer Academy.

Core activities


Sales (Krauthammer’s 6 step CBS approach)

1. Selecting

  • Create and execute sales plan compliant to Team’s sales plan and Krauthammer’s sales strategy.
  • Use and grow your professional network with use of multi-channel sales.
  • Use active references to generate opportunities and leads.

2. Prospecting

  • Plan, organize and lead meetings with prospects and clients.
  • Build trusting relationships with prospects and clients.
  • Generate and follow-up on opportunities and leads.
  • Account management to proactive connect with new contact persons.

3. Framing

  • Work in strength-based project teams.
  • Challenge prospects and clients and define expected goals and objectives (pain & gain).
  • Understand the business of the client, create clear definition of situation and challenges.
  • Build link between prospects or client’s strategy and value proposition of our proposal.

4. Proposing

  • Write successful proposals with customized program as solution answering prospects or client’s challenges.
  • Define and propose customized solutions for prospects and clients.
  • Incorporate the proven Krauthammer product portfolio in proposals.

5. Closing

  • Discuss and negotiate price, terms, and conditions in compliance with Krauthammer policies.
  • Deal with complex negotiations and coordinate date proposals.
  • Transform clients’ willingness into signed contracts.
  • Involve and coordinate complementary skills of the Team needed for closing.

6. Accompanying

  • Account management of strength-based team, with colleagues involved at the right time.
  • Project-management of programs, possibly co-managing more complex projects.
  • Manage client and stakeholder relations and grow network of contact persons.
  • Develop up & cross-selling of new projects and programs, starting new sales processes again.

Delivery


Designing

  • Gather data, do interviews, and draw conclusions from research and analysis.
  • Act on an operational level.
  • Design programs by assembling core modules (Sales + Management).
  • Contribute to design solutions based on basket modules together with senior colleagues.

Performing

  • Prepare for delivery by getting to know participants and their learning-objectives.
  • (Co-)delivery of training, coaching, workshops, meetings with clients, colleagues and other partners.
  • Able to adapt role-plays to real-plays.
  • Act to turn role-plays into real plays.

Contribution (examples)

  • Develop modules of Krauthammer product portfolio under coordination by Head of Product.
  • Coach colleagues in their personal and professional development.
  • Share your specialized experience at Krauthammer Academy and/or become an internal trainer.

Other duties as assigned.

Send your details to recruitment@krauthammer.com