Relationship Lead – Associate Director

BSR•Washington, DC

34d•$107,045 - $123,102

About The Position

This role is designed to advance BSR’s mission and commercial agenda through strategic account leadership with BSR member companies, prospective members, and other partners. The Relationship Lead will serve as the primary account manager for a portfolio of large U.S based corporations, owning senior member relationships and leading end-to-end sales and account development efforts. The successful candidate will bring deep experience in relationship management, consultative selling, and complex sales cycles, with a demonstrated ability to identify member needs, shape value propositions, and drive growth across existing and new accounts. The role requires close collaboration with internal technical and advisory teams to develop proposals, respond to member inquiries, and co-create new offerings aligned with evolving member demand. You should have deep understanding of broad themes and trends in sustainable business, plus familiarity with some of BSR’s priority sustainability topics (e.g.,business transformation /sustainability management, human rights, climate and nature, responsible technology, and supply chain).

Requirements

8+ years of relevant professional experience, including roles in consulting, sustainability advisory, professional services sales, or corporate sustainability/commercial functions.
Proven experience managing and growing strategic member accounts, including ownership of complex, consultative sales cycles and long-term member relationships.
Demonstrated ability to engage credibly with C-suite and senior executives, translating sustainability and ESG sustainability issues into business-relevant insights and value propositions.
Strong understanding of corporate sustainability, including environmental, social and governance issues
Experience collaborating with technical and advisory teams to develop proposals, respond to member inquiries, and design integrated consulting offerings.
Excellent communication and presentation skills, with the ability to produce executive-ready materials and facilitate high-level member discussions.
Sound commercial judgment and comfort with ambiguity, balancing mission, member value, and revenue objectives in a dynamic consulting environment.
Bachelor’s degree required; advanced degree (MBA, MA or similar) preferred.
Proven leadership and people skills, including a demonstrated ability to mentor other team members to improve skills and effectiveness.
Outstanding verbal, written, and facilitation skills.
Willingness to undertake business travel (~ 20% time).
English required, secondary language preferred.
Capacity to work and thrive in a growing, fast-paced entrepreneurial organization with a collaborative environment.
High ethical standards and commitment to BSR core values of Leadership, Respect, and Integrity.
Any offer of employment is conditioned upon the successful completion of a background investigation.

Responsibilities

Own and grow a portfolio of strategic accounts: Serve as the primary account manager for up to 20 large member companies, with responsibility for relationship management, account strategy, and growth across existing and new engagements.
Engage credibly with C-suite and senior executives: Build and sustain trusted relationships with CEOs, board members, and senior leaders across sustainability, risk, legal, strategy, procurement and operations functions, positioning BSR as a long-term strategic partner.
Lead complex, long-term consultative sales cycles: Identify member needs, shape advisory opportunities, and manage end-to-end sales processes—from initial engagement through proposal development, contracting, and transition to delivery teams.
Translate sustainability expertise into business value: Articulate the business relevance of sustainability issues, including environmental, social, and governance topics, in ways that resonate with executive decision-makers facing evolving regulatory, investor, and stakeholder expectations.
Collaborate closely with internal technical and advisory teams: Work with Area of Expertise staff and delivery teams to develop high-quality proposals, respond to technical member questions, and design integrated offerings that align member demand with BSR capabilities.
Contribute to the development of new offerings and services: Identify emerging member needs and market trends, inform the evolution of BSR’s insights and offerings, and support the incubation and commercialization of new services and solutions.
Drive account planning and pipeline management: Develop and maintain account plans, track opportunities, and manage pipelines to support forecasting, prioritization, and long-term growth objectives.
Engage credibly with senior leaders in industrial and asset-intensive sectors — including manufacturing, energy, transport, mining, and other heavy industries — demonstrating fluency in operating models, commercial drivers, regulatory pressures, and material sustainability risks
Demonstrate strong business acumen, applying a clear understanding of BSR’s economic model to drive sustainable growth, margin performance, and measurable impact.
Represent BSR externally: Act as a visible ambassador for BSR in member engagements, industry forums, and select external events, reinforcing the organization’s thought leadership and market positioning.
Operate with senior-level judgment and autonomy: Exercise independent judgment in managing member relationships, navigating complex stakeholder dynamics, and balancing mission, member value, and commercial objectives.