What Does A Director Of Client Development Do At Resources Global Professionals (RGP)
* Through a consultative sales approach, the Director of Client Development will sell across all of RGP’s service lines and delivery models.* Whether with a new client or an existing client, the Director of Client Development must have a keen ability to clarify the scope of projects, identify business solutions, align Consultants to projects, and negotiate billing arrangements.* Additionally, the Director of Client Development will utilize their exceptional communication skills to ensure that clients' expectations are continually met and to identify future project initiatives/opportunities.* The Director of Client Development will leverage their strong business acumen and professional services expertise to build credibility with clients.* The Director of Client Development must be committed to delivering the highest quality solutions to their clients, which in turn will accelerate market growth.* They should be passionate about networking, build relationships with ease, and be an ambassador of the RGP brand.* The Director of Client Development must be able to:* Produce revenue by generating leads, clarifying the scope of projects with clients, matching Consultants’ skill sets with client engagement needs, presenting qualified Consultants to the client and negotiating bill rates.* Lead the complete sales cycle, from initial outreach to closure, as it pertains to a professional services/business solutions organization.* Cultivate and expand existing business relationships through frequent communication and regular client visits.* Sell projects to new and existing clients, clarifying the scope of projects with clients, identifying business solutions, presenting qualified Consultants to the client, and negotiating billing arrangements.* Represent RGP in appropriate professional and community organizations.* Network within the greater Portland professional community.* Identify future project needs of client and minimizes engagement disruption through managing engagement and ensuring clients’ expectations are met.* Minimize Consultants “unassigned time” by managing Consultant roll off dates and communicating regularly with Consultants regarding additional client needs and/or other appropriate engagements in the pipeline.* Assist in the recruitment of Consultants, conduct interviews and assess skill set and competencies of candidates, negotiate Consultants’ compensation.* Ensure approved business contracts are executed by taking responsibilities for the completion of all engagement paperwork.* Support team goals of the office by participating in strategy meetings, including discussing candidate and Consultant pipeline, marketing strategies and current challenges.* Provide for timely collection of receivables by monitoring payment of client invoices.* Maintain strong communication with Consultants assigned to client engagements
What Does A Director Of Client Development Do At TIAA
* Designing, developing and delivering custom leadership programs including the Emerging Leaders Network and other client-specific engagements which require working in collaboration with peers and subject matter experts and using sound adult learning principles to develop appropriate tools and materials (guides, workbooks, on-line tool kits, job aids, etc.).* Facilitating programs to clients at external client meetings and events in large group, small group, and one-on-one situations.* Provide coaching to select frontline and mid-level leaders at client institutions.* Designing and administering an on-going evaluation process to measure the effectiveness of our initiatives.* Designing and implementing a coordinated communication plan to program participants and other stakeholders
What Does A Director Of Client Development Do At Resolution Media, Inc.
* Provide Strategic Leadership* For the Client* Uncover/Understand client objectives, challenges and needs by performing regular client needs assessments * Demonstrate RM thought leadership with clients by developing and presenting client industry/market research findings, search trends, benchmarking and other pertinent information * Develop quarterly plan to translate strategy into action * Lead quarterly planning process: Translation of client objectives into an overarching strategy Establishment of a plan budget Clear communication and delegation of tactical plan creation to assigned CS team Guide CS team in developing plan contingencies. * Actively participate in long range strategic planning for client * Coordinate with RM Client Service team to determine appropriate staffing plan* Grow Existing Business* Manage to RM's assigned client revenue and margin objectives * Allocate CS resources to allow for both meeting the client's current needs but also invest for growth * Identify, develop, present and transition new client opportunities that solve client problems and advance their business * Support business development team in winning/transitioning new clients * Lead development of client scope of work * Ensure all quarterly scope documents, contracts and other business terms are documented, signed, posted to CRM and are distributed to the appropriate Resolution Media personnel * Coordinate with RM finance team and department leads to map staff to fees * Ensure Client Satisfaction* Establish/grow senior relationships with both assigned clients and relevant Omnicom sister agencies * Resolve escalated client issues from CS organization that are beyond their authority * Meet with CS teams on a regular basis to ensure program is on track towards achieving client goals* Mentor junior CS staff * Lead senior level client meetings and attend regular client status meetings as appropriate* Establish and maintain a management framework that allows for visibility into account team performance on client(s) * Ensure CRM is complete and current * Weekly account team meetings occur (and you attend these) * Obtain weekly variance reporting from CS account team lead * Custom views in reporting system (RM3) are developed and leveraged* Lead implementation of other tools, processes and systems as needed to advance management framework
What Does A Director Of Client Development Do At Resources Global Professionals (RGP)
* Client Account Management & Sales Execution (85%)* Accountable for the sales activity and results for a defined portfolio of business (territory or assigned accounts) / Develops and implements tactical plans to achieve portfolio sales goals and objectives.* Conducts account planning and proactively seeks to bring innovative ideas and approaches to the account strategy / Owns and drives key strategic pursuits, leveraging the full range of RGP resources and enablers (including Technical Sales, Sales Support and National BD), as appropriate.* Develops and maintains effective relationships and communicates effectively with key client leaders and staff in order to drive account penetration and sales growth / continually develops new client business by pursuing account penetration with existing clients / Serves as the client’s expert on the RGP business model, risk management, client specific value-proposition and business impacts.* Monitors and coaches' consultants and account team members on best practices in generating leads, identifying opportunities and leveraging available RGP resources to enhance account penetration.* Fosters cross-functional collaboration to deliver the best of RGP to clients and drive continuous improvement in the services and solutions RGP brings to the marketplace.* Identifies monitors and manages delivery performance, project risk and new opportunities within assigned accounts in partnership with Talent Management and/or Delivery Management leads.* Responsible to execute and deliver against established KPIs and performance metrics.* Internal Business Planning & Management (15%)* Executes and supports account planning and forecasting activities, as appropriate, in support of enterprise and regional objectives.* Supports integration of enterprise and cross-functional initiatives across account portfolio, including account planning, forecasting and budgeting, and best practices.* Contributes to RGP continuous improvement through contribution to account-related case-studies, collateral and thought leadership and the identification of client and market trends relevant for future RGP opportunities and solutions.* Outcomes (Desired End Result)* Achievement of RGP revenue and profitability targets within portfolio accounts.* Trusted client business partner, with knowledge of client’s business, RGP value proposition, and ability to bring big/innovative ideas/insights to client (including outside of client’s industry when applicable).* Clear account vision, defined account plan, motivated account team to action, obstacles to performance removed, and increased velocity for the account’s sales activity.* Disciplined sales approach, by account, managed via rigorous metrics and performance objectives.* Competencies (How the Work Gets Accomplished)* Demonstrates TIEL 2* Talent, Integrity, Enthusiasm, Loyalty, Accountability & Focus).* Entrepreneurial and highly self-motivated, with willingness to be managed to a comprehensive set of performance metrics and quantitative measures.* Strategist, thought leader and trusted business partner to the Account/Client.* Executive presence with a strong ability to interact with senior/C-level leaders.* Excellent client service experience and acumen.* Excellent ability to build new business relationships as well generates new revenue within existing clients.* Excellent problem solving and negotiation abilities.* Ability to motivate and influence both internally and externally; demonstrates excitement and passion.* Manages stress and ambiguity