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Managing Director

2 weeks ago

Arlington Heights, Illinois, United States Williams Lea Full time $160,000 - $170,000

This individual is primarily responsible for sector growth by delivering the proposition to new-from-new and new-from-existing clients within their sector. This growth-focused role requires a strategic leader who has the knowledge and experience to anticipate client needs, understand the market environment, and identify new business opportunities. Senior-level client engagement and consultative skills are a prerequisite for success, as is working closely with Operations to ensure effective service delivery.

Base Salary: $160,000 – $170,000
Preferred Location: Wheeling office (Columbus candidates will be considered)
Travel: Approximately 10% (primarily between Wheeling and Columbus offices)

Key Responsibilities

  • Sector Leadership

    • Establish sector platform, set sector strategy, develop proposition, and execute action plan.*

    • Ownership of P&L, budget & EBIT delivery for sector.*

    • Instill a growth culture across the sector.

    • Deliver on sector annual growth targets.*

  • Client & Market Development

    • Establish and cultivate industry relationships that can be leveraged to develop new business.

    • Acquire and develop long-term relationships with key strategic clients at the executive (decision maker) level.*

    • Develop growth plan for the sector leveraging market trends and industry intelligence.*

    • Establish target list of prospective clients (in partnership with BD) and develop a portfolio of new business.*

    • Establish target list of revenue streams with existing clients to support growth strategy.*

    • Partner with Business Development, Operations, and functions to design and deliver saleable business solutions for both new and existing clients.*

    • Lead client opportunities as the sector head – including RFP processes, consultancy reviews, audit activities through to contract close.*

    • Understand client's business priorities to effectively and expeditiously sell WLT services.

    • Sell full suite of WLT services with a focus on creative and strategic offerings related to the needs of the sector.

    • Ensure the sales-to-contract process is followed, including the updating of *

    • Lead contract negotiation process.

  • Strategic & Financial Oversight

    • Identify sector investment priorities. Create business case for investment and measure ROI.

    • Manage client segmentation (separations and investments).

    • Responsible for client retention by maintaining senior-level relationships allowing proactive identification of client risks or opportunities and work with operations teams to effectively respond to these client needs.

    • Ensure account plans and relationship maps are understood at key accounts and executed by all relevant teams.

    • Ensure the Client Feedback Program is leveraged and action plans are developed sector-wide.

    • Consistent quarterly business & relationship reviews completed and action plans developed by client services team.

    • Ensure the business is clear about sector target metrics and support their achievements.

    • Be alert to market opportunities, anticipating, exploiting, and cross-selling effectively.

Qualifications

  • A Bachelor's degree is required; an advanced degree is a plus.

  • 10+ years' experience with a proven track record as a manager of people in a national or global customer service, outsourcing, or professional services environment; demonstrated leadership ability (mentoring, developing, coaching).

  • Five+ years of business development experience interfacing with senior-level client contacts; demonstrated ability in developing senior-level client relationships and delivering new business.

  • Ability to lead a client through all phases of the sales cycle.

  • Ability to explain technical concepts to a non-technical audience.

  • Five+ years of P&L management responsibility; understanding of how day-to-day/strategic decisions impact P&L.

  • Proven experience in the development, implementation, and management of complex multi-service solutions for clients.

  • Comfort leading in a matrix management structure and ability to deal with ambiguity.

  • Possess a clear track record of growing business with current and prospective clients with focus on profit (EBIT) and client satisfaction.

  • Excellent communication and presentation skills.

  • Willingness to travel as necessary (approximately 10%).