Head of Consulting

Mission

The Global Head of Consultant Relations plays a crucial role, bridging the gap between consultants' expectations and the company. Frequently interacting with top management, sales, and investment teams, this position promotes the business's culture and expertise to foster business with consultants. It also allows the business to continually assess that its investment proposition is competitive and fit for purpose.

The role holder’s core objectives are:

• Coverage of Consultants
  • Ensure appropriate coverage of the entire consultant ecosystem worldwide, including the research departments, field consultants, and senior management.
  • Proactively encourage, advise, and support the organisation’s local Sales teams in their coverage of local consulting firms in their markets.
  • Organise regular calls to update local sales force teams on developments with consultants including ratings, pitches, flows, and general intelligence on consultants’ activity.
  • Ensure consistency of approach across the firm.
  • Coordinate with the US-based consultants’ relations team.
  • Define, with the various sales force teams, a general approach to consultants.
  • Understand and map Consultants’ organisation and maintain regular relations with relevant researchers; arrange events where appropriate.
  • Arrange research meetings with relevant investment teams.
• Identify and promote strategies
  • Determine, together with the Consultant team members, the strategies to be presented based on an analysis of credibility, demand from consultants, and input from sales teams.
  • Proactively contribute to the conception, design, and promotion of new products, in partnership with marketing teams and respective product line teams.
  • Seek input from Consultants on prospective/new products to ensure relevant specification and buy-in from Consultants.
• Sales Process Management
  • For all RFPs received from consultants under the GCR team’s direct responsibility, run the full Sales process from RFP until finals presentation.
  • Formalization of the Consultant Sales Action Plan activity once a year.
  • Maintain record of Assets under Management and deal-flow either led or influenced by Consultants.
• Share Best Practices
  • Stay on top of any evolution of trends in consultants’ activities.
  • Ensure that the consultant activity is fully promoted to senior management.
  • Obtain and disseminate feedback after research meetings.
  • Identify thought leadership topics and work with the Consultants team to promote the firm's research.
  • Report progress/activity as necessary to various management bodies.
• Management
  • The Global Head of Consultant Relations manages directly a team of 4 individuals.
  • Ensure good communication/exchange of ideas within the team.
  • Encourage seamless communication between the team and the rest of the organisation.
  • Provide medium to long-term direction of the company to the team while managing short-term priorities.
  • Provide guidance and leadership where required, including undertaking performance reviews.