Apply on Employer Site

Heidrick & Struggles · 1 month ago

Director, Client Development

Chicago

Full-time

Hybrid

Director/Executive

Business Talent Group (BTG) is the leading talent marketplace that connects independent management consultants, subject matter experts, project managers, and interim executives with the world’s best companies. The Director of Client Development will advance BTG's commercial efforts by cultivating relationships with key accounts, managing project opportunities, and leading client engagement strategies.

Management Consulting

Growth Opportunities

Responsibilities

Creates a targeted business plan that includes account-based client engagement strategy and market intelligence gathering that aligns to key functional areas / buying centers in target accounts

Continuously hones sales techniques, deepens understanding and practice of the full sales cycle, and learns and utilizes sales enablement tools

Proactively prospects to identify and target potential leads through various channels, and effectively assessing and qualifying new leads to ensure they meet our criteria

Executes a high volume of outbound top of funnel activity to engage prospects in discovery calls, drive new business development, opportunity creation and follow-up

Through call prep, tailor's demonstrations of BTG services to specific accounts and relationships, considering past and existing work streams. Prepares and manages the customization and development of new business development materials and collateral

Manages quarterly, half, and annual revenue goals, along with other key commercial metrics (meetings, new opportunities, etc.)

Proactively anticipates customer needs based on market activity and guiding firm investment in new areas; conducts market intelligence to understand and position against key competitors

Establishes and maintains contact with top decision makers at key clients that facilitates buy-in on proposed solutions from top management levels at assigned accounts

Serves as a senior advocate for client/prospective client needs – working as trusted advisor to help clients navigate our industry and support solution development in collaboration with experts across BTG

Partners with client success and delivery team, advising and directing project scoping and talent search processes, supporting the proposal development process, the pricing, and contracting strategy, and managing project economics and risk

Maintains 100% project and talent oversight on active projects to ensure client satisfaction and engagement, supporting extension and expansion of BTG project opportunities with existing clients and new referrals

Maintains open communication with all departments, regularly updates and shares information, and leverages departmental strengths through teamwork and cooperation to achieve common goals

Promotes a positive and supportive work culture by encouraging colleagues, recognizing their contributions, and ensuring everyone feels valued

Demonstrates a mindset of focus on achieving better outcomes by working harmoniously with all departments i.e. 'solution oriented'

Qualification

Business developmentClient relationship managementContract negotiationSales planningIndustrial industry experienceVerbal communicationWritten communicationPresentation skillsTeam collaborationProblem-solving

Required

A BA/BS Degree is required

Experience building and broadening client relationships across all key influencers and serve as a trusted advisor and consultant

Superior verbal, written and presentation skills; comfort with engaging with and presenting to board-level and C-level executives

Ability to spend significant time (60%+) “in market” with clients – mostly virtual with some amount of in-person as relevant

Proven contract negotiation and management skills, able to work collaboratively with both client and internal teams (e.g., procurement, legal, finance) to balance needs of BTG and client

Familiar with developing and maintaining sales plans, managing multiple initiatives/work streams simultaneously

Ethical, confident, and creative, with a persistent “can do” attitude

Proven ability to navigate an often ambiguous and complex organization to resolve customer issues and internal roadblocks

Ability to multi-task and prioritize with relative ease

Ability to collaborate without ego, preference for working in a team environment, commitment to building and maintaining positive relationship with colleagues across departments

Tendency to pick up a wrench. Proactive mindset and approach: able to think several steps ahead anticipate teammates' needs, and suggest improvements to existing processes

Runs to criticism, continually seeking feedback and making improvements

Approaches work with a spirit of generosity. Endeavors to serve everyone—colleagues, clients, partners—beyond expectation, and with appreciation

Preferred

Ideally a mix of business development, commercial relationship management, or related experience, experience with large, complex, multi-site accounts preferred

Experience selling into the Industrial industry