Sr. Director, Client Development

Director

Business Talent Group (BTG), as a subsidiary of Heidrick & Struggles, is seeking a Director to advance our commercial efforts in key target accounts with a focus on Industrial. This individual will be working with a mix of current and future clients to surface and manage individual project opportunities and cultivate and establish enterprise and long-term relationship-based revenue growth. The successful candidate will develop and manage account-based strategies for client engagement, lead and build senior client relationships, cultivate and manage project evaluations, partner with client service teams on talent placements and active projects, and contribute to best practice sharing across the client development team. This role requires surfacing and exploring key issues of relevance to target account companies, planning and overseeing the execution of projects with clients, and supporting the development of and guiding internal strategy to better serve clients. This leader may also be called on to lead high-priority initiatives and collaborate with colleagues across the firm to explore and uncover business needs to deliver and grow the firms client base.

This role will have three primary job responsibilities, including new client / business development, ongoing client management, and internal collaboration.

Business Development

• 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, tailors 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.)

Ongoing Client Management

Internal Collaboration

Qualifications

Role is part of the Industrial Team