Director of Client Development

Business Talent Group (BTG) is the leading marketplace that connects high-end independent talent with top companies to solve their biggest business challenges. BTG provides just the right on-demand talent needed—on-site or remote, part-time or full-time, individuals or teams, all around the world.

More than 50% of the F100 trust BTG to curate, vet, and deliver talent who fuel growth, innovation, and performance improvement. Our commitment to project success has earned us a 99% fill rate on all talent requests and a 97% repeat rate among top global companies. BTG is a wholly owned subsidiary of global leadership advisory Heidrick & Struggles.

We pride ourselves on having developed a fast-paced, fun and dynamic culture. We encourage our employees to learn and grow personally and professionally so they can assume greater responsibilities and advance their careers. For more information on our company visit our website at businesstalentgroup.com.

Director/Senior Director, Client Development & Management (Life Sciences)

Business Talent Group (BTG) is seeking a Director of Client Development to advance our commercial efforts within our Life Sciences practice. This individual will be working with a mix of current and future clients to surface and manage individual project opportunities and cultivate and establish enterprise and long-term relationship-based revenue growth. The successful candidate will develop and manage account-based strategies for client engagement, lead and build senior client relationships, cultivate and manage project evaluations, partner with client service teams on talent placements and active projects, and contribute to best practice sharing across the client development team.

The role requires surfacing and exploring key issues of relevance to target account companies, planning and overseeing the execution of projects with clients, and supporting development of and guiding internal strategy to better serve clients. This leader may also be called on to lead high-priority initiatives and collaborate with colleagues across the firm to explore and uncover business needs to deliver and grow BTG’s client base.

Primary Responsibilities

Business Development

• Creates a targeted business plan that includes account-based client engagement strategy and market intelligence gathering that aligns to key functional areas / buying centers in target accounts
• Executes client outreach and engagement activities to drive new business development and opportunity creation (and directs dedicated client development team members, as relevant)
• Leads meetings and demonstrations of BTG services that are tailored to accounts and relationships and are in context of past/existing work streams; prepare and manage customisation and development of new BD materials and collateral (pitch decks, etc.) accordingly
• Proactively anticipates customer needs based on market activity and guiding firm investment in new areas; conducts market intelligence to understand and position against key competitors
• Manages to quarterly, half, and annual revenue goals, along with and other key commercial metrics (meetings, new opportunities, etc.)

Ongoing Client Service

• Establishes and maintains contact with top decision makers at key clients that facilitates buy-in on proposed solutions from top management levels at assigned accounts
• Serves as a senior advocate for client/prospective client needs – working as trusted advisor to help clients navigate our industry and support solution development in collaboration with experts across BTG
• Partners with client success and delivery team, advising and directing project scoping and talent search processes, supporting the proposal development process, the pricing, and contracting strategy, and managing project economics and risk
• Supports and executes directing project and talent oversight on active projects to ensure client satisfaction and engagement, supporting extension and expansion of BTG project opportunities with existing clients and new referrals

Internal Collaboration

• Synthesizes and communicates client, industry, and market trends to senior BTG leadership to support firm strategy and investments
• Borrows on previous experience to coach and develop others within specific buying center; contributes to development of other Client Development team members, through influence
• Contributes to firm visibility and marketing campaigns to support buying center goals
• Partners with other cross functional leaders and leverages shared services in service of our clients and firm commercial efforts

Qualifications

• 7+ years of business development, commercial relationship management, or related experience, experience with large, complex, multi-site accounts preferred
• Background in B2B client service with extensive experience within consultative sales where you exceeded business goals on a monthly, quarterly, and/or annual basis
• Experience working with clients in the pharmaceutical and/or medical device space and navigating a life sciences client base
• Superior verbal, written and presentation skills; comfort with engaging with and presenting to board-level and C-level executives
• Familiar with developing and maintaining sales plans, managing multiple initiatives/work streams simultaneously
• Proven ability to navigate an often ambiguous and complex organization to resolve customer issues and internal roadblocks
• Ability to collaborate without ego, preference for working in a team environment, commitment to building and maintaining positive relationship with colleagues across departments
• Tendency to pick up a wrench. Proactive mindset and approach: able to think several steps ahead anticipate teammates’ needs, and suggest improvements to existing processes
• Be comfortable taking appropriate action when individual performance is not meeting expectations
• Excellent communication skills—given the hybrid nature of our workforce, it’s critical to be an all-star communicator both written and verbally
• You are legally eligible to work in the UK

Compensation

• Bonus/Commission opportunities
• Comprehensive Benefits package including health and pension contribution

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