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Managing Director

Managing Director

RR DonnelleyColumbus, OH, US
7 days ago
Job type
  • Full-time
Job description

Managing Director

This individual is primarily responsible for sector growth by delivering the proposition to new-from-new and new-from-existing clients within their sector. This growth-focused role requires a strategic leader who has the knowledge and experience to anticipate client needs, understand the market environment, and identify new business opportunities. Senior-level client engagement and consultative skills are a prerequisite for success, as is working closely with Operations to ensure effective service delivery.

Base Salary : $160,000 $170,000 Preferred Location : Wheeling office (Columbus candidates will be considered) Travel : Approximately 10% (primarily between Wheeling and Columbus offices)

Key Responsibilities :

Sector Leadership

  • Establish sector platform, set sector strategy, develop proposition, and execute action plan.
  • Ownership of P&L, budget & EBIT delivery for sector.
  • Instill a growth culture across the sector.
  • Deliver on sector annual growth targets.

Client & Market Development

  • Establish and cultivate industry relationships that can be leveraged to develop new business.
  • Acquire and develop long-term relationships with key strategic clients at the executive (decision maker) level.
  • Develop growth plan for the sector leveraging market trends and industry intelligence.
  • Establish target list of prospective clients (in partnership with BD) and develop a portfolio of new business.
  • Establish target list of revenue streams with existing clients to support growth strategy.
  • Partner with Business Development, Operations, and functions to design and deliver saleable business solutions for both new and existing clients.
  • Lead client opportunities as the sector head including RFP processes, consultancy reviews, audit activities through to contract close.
  • Understand client's business priorities to effectively and expeditiously sell WLT services.
  • Sell full suite of WLT services with a focus on creative and strategic offerings related to the needs of the sector.
  • Ensure the sales-to-contract process is followed, including the updating of Salesforce.com.
  • Lead contract negotiation process.

    • Strategic & Financial Oversight

  • Identify sector investment priorities. Create business case for investment and measure ROI.
  • Manage client segmentation (separations and investments).
  • Responsible for client retention by maintaining senior-level relationships allowing proactive identification of client risks or opportunities and work with operations teams to effectively respond to these client needs.
  • Ensure account plans and relationship maps are understood at key accounts and executed by all relevant teams.
  • Ensure the Client Feedback Program is leveraged and action plans are developed sector-wide.
  • Consistent quarterly business & relationship reviews completed and action plans developed by client services team.
  • Ensure the business is clear about sector target metrics and support their achievements.

    • Qualifications :

  • Be alert to market opportunities, anticipating, exploiting, and cross-selling effectively.
  • A Bachelor's degree is required; an advanced degree is a plus.
  • 10+ years' experience with a proven track record as a manager of people in a national or global customer service, outsourcing, or professional services environment; demonstrated leadership ability (mentoring, developing, coaching).
  • Five+ years of business development experience interfacing with senior-level client contacts; demonstrated ability in developing senior-level client relationships and delivering new business.
  • Ability to lead a client through all phases of the sales cycle.
  • Ability to explain technical concepts to a non-technical audience.
  • Five+ years of P&L management responsibility; understanding of how day-to-day / strategic decisions impact P&L.
  • Proven experience in the development, implementation, and management of complex multi-service solutions for clients.
  • Comfort leading in a matrix management structure and ability to deal with ambiguity.
  • Possess a clear track record of growing business with current and prospective clients with focus on profit (EBIT) and client satisfaction.
  • Excellent communication and presentation skills.
  • Willingness to travel as necessary (approximately 10%).
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    Managing Director • Columbus, OH, US

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