Director - Business Development/Sales - Professional Services/Research & Advisory

Director - BD/Sales

Job Overview :

- The global client director is responsible for the development and execution of the strategic management plan for multiple global accounts. This includes client acquisition, retention, sales process execution, account management, business development, channel strategy, and revenue attainment.

Responsibilities :

Sales Attainment :

The incumbent will be responsible for attaining sales goals as set by the organization by :

- Independently owning end-to-end sales cycle for standard CLIENT Group subscription offerings

- Generate leads by identifying custom client needs, working collaboratively with practice leaders to develop custom research / advisory solutions, and taking them to closure

Account management :

The incumbent will play a key role within the global strategic account management program by :

- Proactively leading the acquisition of new accounts, along with retention and growth of existing accounts

- Focus on developing and deepening senior executive relationships within the portfolio of accounts

- Functioning as the first point of contact for a portfolio of accounts, and orchestrating internal and external resources throughout the customer lifecycle

- Collaborate with Marketing and other functional groups on an organization-wide account management plan and oversee its execution

Sales Management :

The incumbent will display robust sales management skills on a day-to-day basis by :

- Ensuring disciplined documentation at all stages of the sales cycle

- Working in collaboration with associated stakeholders such as Finance and service line leaders for timely and accurate planning, documentation, invoicing, etc.

- Engage effectively with firm leadership in strategic planning sessions

Experience, Education, and Skillset :

- We are seeking a high calibre individual to maintain our exceptional standards.

This person should have :

- 10 to 15 years of overall experience in the professional services/research and advisory industry

- Proven track record of proactive opportunity generation for custom advisory solutions, over and above standard product subscription sales

- Proven track record of successfully expanding relationships within a base of strategic accounts

- Experience in the global services industry (ITeS) is desirable

- MBA from a top tier B-school will be an advantage

- We believe that to be successful in this role, the incumbent should possess the following skills and behavioural traits :

- Demonstrate ability to think strategically, prioritize successfully, and develop long-term trusted relationships

- Be able to engage senior executives with appropriate gravitas and industry context

- Should be highly relationship oriented, yet have strong negotiation skills and be assertive when required

- Be able to operate successfully in a fast-growing, highly fluid environment in a highly disciplined and collaborative manner

- Above all, the candidate must be a fast learner

Candidates with the following profiles may be a good fit :

- Senior business developmentand account management executives from management consulting/research and advisory/KPO firms with a successful track record of achieving direct sales quotas

- Senior business leaders from management consulting/research and advisory/KPO firms with a proven track record of managing and growing a revenue line/P&L, with defined year-on-year targets