客户经理，新客户获取
Account Executive, New Client Acquisition
Melita，Allvia旗下公司，正在寻找一位以结果为导向的客户经理，负责开拓新客户。该职位通过两个相互关联的途径来拓展Melita的业务：将市场和渠道合作伙伴产生的潜在客户转化为实际客户，并通过主动外呼开拓新业务并完成交易。理想的候选人应有在PEO（专业雇主组织）或人力资源管理服务环境中直接、可验证地销售人力资源服务的成功经验，并能熟练完成从首次沟通到签订协议的完整销售流程。
Melita，Allvia旗下公司，是一家人力资源管理服务提供商，帮助中小型企业优化核心人力资源职能，包括薪资发放、福利管理、合规性和风险管理。通过结合专业的HR专业知识与可扩展的技术，Melita使客户减少行政负担和成本，同时为其员工提供企业级的人力资源支持。
主要职责：
新客户开拓（占工作内容的100%，平均分配于两个渠道）：
市场与渠道潜在客户转化（约50%）
- 及时响应通过市场活动、网站、推荐合作伙伴、经纪人和渠道关系产生的潜在客户。
- 执行“Melita销售流程”，了解客户的需求，并引导其选择适合的解决方案以实现其业务目标。
- 与市场团队紧密合作，提供关于潜在客户质量、信息传递效果和转化趋势的反馈。
- 保持快速且专业的跟进节奏，以最大化潜在客户到成交的转化率。
外呼开拓与转化（约50%）
- 主动识别、研究并优先考虑符合Melita理想客户画像的目标客户和购买者角色。
- 执行持续的外呼开拓活动，包括冷电话、邮件联系、LinkedIn/社交媒体销售和社交网络拓展。
- 从初次接触开始，建立并管理自主获取的销售管道，涵盖发现、提案、谈判和成交阶段。
- 与销售管理层协作，开发和优化外呼信息和跟进节奏，以提高回应率和转化率。
- 持续达成或超越每月和每季度的外呼活动及新增客户收入目标。
在两个渠道中均需：
- 进行初步电话访谈和需求评估，清晰传达Melita的价值主张，并匹配合适的解决方案给潜在客户。
- 提供精炼的前期准备
查看英文原文
Melita, an Allvia company, is seeking a results-driven Account Executive to lead new client acquisition efforts. This role is responsible for growing Melita's book of business through two connected motions: converting warm leads generated by marketing and channel partnerships, and proactively prospecting and closing net-new business through outbound efforts. The ideal candidate brings direct, verifiable success selling HR services in a PEO (Professional Employer Organization) or HR managed services environment, and is comfortable owning a full-cycle sales process from first conversation to signed agreement.
Melita, an Allvia company, is an HR managed services provider that helps small and mid-sized businesses optimize core HR functions, including payroll, benefits administration, compliance, and risk management. By pairing dedicated HR expertise with scalable technology, Melita allows clients to reduce administrative burden and cost while offering their employees access to enterprise-grade HR support.
Key Responsibilities:
New Client Acquisition (100% of role, split evenly between two channels):
Marketing & Channel Lead Conversion (~50%)
- Respond promptly to inbound leads generated through marketing campaigns, the website, referral partners, brokers, and channel relationships.
- Execute the “Melita Sales Process” to understand prospect needs, and guide them through to a recommended solution to achieve their business goals.
- Partner closely with Marketing to provide feedback on lead quality, messaging effectiveness, and conversion trends.
- Maintain fast, professional follow-up cadences to maximize lead-to-close conversion rates.
Outbound Prospecting & Conversion (~50%)
- Proactively identify, research, and prioritize target accounts and buyer personas within Melita's ideal customer profile.
- Execute consistent outbound prospecting activity, including cold calling, email outreach, LinkedIn/social selling, and networking.
- Build and manage a self-sourced pipeline from first touch through discovery, proposal, negotiation, and close.
- Develop and refine outbound messaging and cadences in collaboration with sales leadership to improve response and conversion rates.
- Consistently meet or exceed monthly and quarterly outbound activity and new-logo revenue targets.
Across Both Channels
- Conduct discovery calls and needs assessments to clearly articulate Melita's value proposition and match solutions to prospect needs.
- Deliver polished presentations and proposals to prospective clients, including HR leaders, business owners, and executive decision-makers.
- Accurately manage and forecast pipeline activity in the CRM, keeping records current and reporting complete.
- Collaborate with implementation, HR, and client services teams to ensure a smooth handoff and onboarding experience for new clients.
- Stay current on PEO/HR managed services industry trends, competitive positioning, and compliance considerations that affect the sales conversation.
Required Qualifications:
- 3-5 years of direct sales experience selling HR services, either for a PEO (Professional Employer Organization) or an HR/employee-benefits managed services provider.
- A proven, verifiable track record of new client acquisition success (e.g., quota attainment history, references, or documented production that can be validated).
- Demonstrated experience managing a full-cycle sales process, including both inbound lead conversion and self-sourced outbound prospecting.
- Strong consultative selling skills with the ability to speak credibly to HR, payroll, benefits, risk management, and compliance topics.
- Excellent communication, presentation, and negotiation skills.
- Comfortable operating in a metrics-driven environment with defined activity and revenue targets.
- Proficiency with CRM systems (e.g., Salesforce, HubSpot) and standard sales engagement/prospecting tools.
- Self-motivated, organized, and able to manage a pipeline that spans two distinct lead sources simultaneously.
What Success Looks Like:
- Consistent achievement of monthly/quarterly new-client acquisition and revenue targets across both channels.
- A well-managed, accurately forecasted pipeline reflecting both inbound and outbound sourced opportunities.
- Strong conversion rates on marketing/channel leads and a healthy, self-generated outbound pipeline.
- Positive, collaborative relationships with Marketing, channel partners, and internal implementation teams.