Job description
Client Development Director
Location: Columbus, OH
Position Summary
Location: Columbus, OH
Position Summary
We are looking for a dynamic Client Development Director to support our growing consulting practice. Success in this position will come through growing assigned existing client relationships and identifying new strategic targeted clients. By identifying, establishing, and developing these new targeted clients in conjunction with growing existing CSC client relationships, we will achieve our goal of a sustainable, long-term, profitable growth.
Situation Overview
CSC is growing by leveraging our core culture, operational structure, financial stability, our highly experienced and talented team, and through having a clear market and client strategy. The Client Development Director position is an opportunity for the successful candidate to develop and build new client relationships for the firm but also to build upon a solid base of current clients with a comprehensive product offering. This position is ideal for someone looking to develop professionally, make an impact, and be challenged for many years to come.
CSC is the consulting arm of Clark, Schaefer, Hackett Business Advisors, who has a long history of profitable growth. The ideal candidate will see this as a long-term career opportunity and not just a “job”. For the right candidate and with sustained performance, this position can lead to a future market leader position as we continue to grow. The Firm is performing well and has an outstanding reputation with both clients and employees. We operate in a team-based, high energy environment, with a creative professional workforce. The Firm has a reputation for the highest quality service to our clients and this commitment is rewarded in the market.
This is an outstanding opportunity for the right Client Development Director candidate because:
- They will be joining the Firm at a time of growth
- They will report directly to the Chief Operating Officer of CSC
- With sustained performance over time, this candidate will be considered for a Market Leader position
- They will be part of an organization that is large enough to be highly complex yet small enough where they can make a major impact
- The on-boarding and development plans for this position are substantial and will greatly support the candidate’s success
- They will have the opportunity to learn from some of the best talent in the industry, working within a dynamic and high-performing organization
- They will be joining an organization with an outstanding employee culture and a history of employee investment and professional development
The key success factors for this position include:
- Sales achievement resulting in consistent year-over-year revenue growth with targeted clients
- Ability to build and sustain high level relationships with key decision makers within client organizations
- Establish network of influencers within the markets in which we participate
Position Duties and Responsibilities
1.Client Relationships
- The challenge will be to build the territory which will be made up of a pre-defined group of approximately 40 Fortune 1000 companies to network within and penetrate.
- Identify and develop strategic target relationships aligned with the CSC principles and values
- Develop and foster a personal, high-level relationship with multiple key new and existing client contacts
- Build a business leader network with key client influencers
- Lead expectation setting with clients, coordinate contract negotiations, and coordinate expectations with CSC Managers
- Provide proactive recommendations to clients for their business as a value-added service
2.Performance
- Achieve targeted sales goals in collaboration with the respective market leaders
- Lead client relationship including, establishing multiple high-level points of contact, understanding of the client’s business goals and objectives, expectation setting, and contract negotiations
- Foster a personal, high-level relationship with multiple new and existing client decision makers
- Inform CSC Project Managers and key team members on client activities
- Proactively provide perspective and strategic recommendations to clients adding value to their business as a trusted partner and advisor
- Lead process to prepare response to Requests for Proposals (RFP’s)
- Develop a thought-leading voice in the market to build trusted relationships with new and existing clients
- Lead effort and coordinate with Marketing to capture CSC client stories that reinforce CSC’s go-to-market strategies
3.Personal Development
- Continuously develop critical personal skills required to advance the firm’s strategy
- Learn CSC processes, products and service offerings
- Promote a CSC-first priority through words and actions
4.Sales Management
- Utilize Sales process, tools, and behaviors to develop relationships in Fortune 1000 clients
- Be a significant producer of new business for the firm, meeting annual sales targets
- Work collaboratively across the CSC organization to optimize client opportunities
5.Professional Organization Participation
- Participate in professional/ community organizations to promote community engagement and the CSC brand
- Present CSC thought leadership at professional organizations supported by the market’s clients
Position Qualification
We are looking for a candidate with a record of success developing deep and long-lasting client relationships at high levels within organizations. They must have the drive and energy needed to advance the CSC brand in the market and among current and future clients.
The successful candidate will:
The successful candidate will:
- Have demonstrated ability to identify, secure and establish long-term relationships with new and existing clients
- Be skilled in engaging in strategic executive-level discussions within client organizations
- Have 10 years of client development experience working within a team-based environment
Other Skills and Abilities Required
- Have a record of success and growth in each position throughout their career
- Have a record of being innovative, putting forward creative ideas, collaboratively gathering the ideas of others, and demonstrating outstanding judgment
- Have a record of connecting people and projects, being innovative in making connections that others do not see
- Possess exceptional relationship-building skills and a passion for the sales process (strong desire and drive to generate revenue year-over-year)
- Have the ability to prepare clear, well-written client strategies and recommendations and present them in a concise and dynamic way
- Possess and demonstrate the personal integrity required of all CSC leaders
- Have experience with CRM systems and their effective use in supporting client development
- Be a trusted and respected leader exhibiting the skills and expertise to position himself or herself as someone whom is trusted and respected across the organization
- Have exceptional interpersonal skills. Possess the ability to work with many diverse personalities in challenging situations and have the flexibility to adapt as needed to drive optimal outcomes
- Communicate confidence and steadiness during difficult and opportunistic times
- Be self-motivated and hard-working balancing self-sufficiency with the collaboration needed within the complex technical and creative CSC organization
- Be intellectually curious seeking out problems and opportunities that are either unnoticed or simply not being pursued currently
- Possess excellent written and verbal communication skills, along with exceptional presentation skills
- Act in accordance with stated values, follow through on promises, and use ethical considerations to guide decisions and actions
- Make timely decisions; readily understanding complex issues; working with the Market Leader in developing effective and optimal solutions
- Will continuously look to improve as a professional and leader
- Be results oriented and accountable with a desire for measured performance
Education - Undergraduate degree required with Master’s in business or technical field preferred
Travel - Travel expectations will vary and average up to 40% of the time, but typically regional and not over-night
Compensation
Compensation will be competitive and commensurate with experience and capabilities. With base salary and performance-based commission, a successful performer should earn in the $200k range and higher once established. We also offer an outstanding benefits program above the norm and reimburse all out-of-pocket business expenses.
For more information about this opportunity, please contact our senior talent acquisition consultant:
Eric Simmons, Senior Talent Acquisition Consultant 513.746.2798 / essimmons@cshco.com
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