Director, Client Development

Business Talent Group•Chicago, IL

About The Position

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 .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.

Requirements

A BA/BS Degree is required
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
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

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”