Sr. Director, Client Development en Heidrick

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. BTG provides just the right on-demand talent needed: remote or on-site, part-time or full-time, individuals or teams. That’s why more than 50% of the F100 and hundreds of other leading companies trust BTG to curate, vet, and compliantly deliver talent who fuel growth, innovation, and performance improvement. BTG is a Heidrick & Struggles company.

We pride ourselves on having developed a fast-paced, fun, and dynamic culture. We encourage all our employees to learn and grow personally and professionally so they can assume greater responsibilities and advance their careers. For more information on our company, visit businesstalentgroup.com

Job Description:

Who We Are:

Heidrick & Struggles (Nasdaq: HSII) is a premier provider of global leadership advisory and on-demand talent solutions, serving the senior-level talent and consulting needs of the world's top organizations. In our role as trusted leadership advisors, we partner with our clients to develop future-ready leaders and organizations, bringing together our services and offerings in executive search, diversity and inclusion, leadership assessment and development, organization and team acceleration, culture shaping and on-demand, independent talent solutions. Heidrick & Struggles pioneered the profession of executive search more than 70 years ago. Today, the firm provides integrated talent and human capital solutions to help our clients change the world, one leadership team at a time.   Additional information on the firm can be found at www.heidrick.com.

Position Overview:

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 firm's client base.

Position Responsibilities

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, 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.)

Ongoing Client Management

• 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

Internal Collaboration

• 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”

Qualifications

• A BA/BS Degree is required
• 5+ years of business development, commercial relationship management, or related experience, experience with large, complex, multi-site accounts preferred
• Experience selling into the Industrial industry
• 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

Position Reporting:   Role is part of the Industrial Team

BTG is an equal opportunity employer committed to hiring qualified protected veterans and individuals with disabilities. All qualified applicants will be considered for employment without regard to race, color, religion, creed, age, sex, national origin, gender identity or expression, sexual orientation, disability, marital status, veteran or military status, or citizenship status.

BTG is committed to providing reasonable accommodations and/or adjustments during our recruitment process. If you are selected for an interview and require an accommodation and/or adjustment, please inform your Talent Acquisition professional.