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Client Director Job Description

Job Purpose-Client Director Job Description


The Client Director will build significant, profitable and enduring high quality relationships with large and medium sized companies.


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They will take overall accountability for profitability and growth for several new and existing clients, includes qualifying, shaping, agreeing, contracting and mobilising agreed programmes.


The Client Director will also introduce new productsand and offerings as appropriate.


Key responsibilities-Client Director Job Description


Business Development


1. Responsible for proactively sourcing, targeting, and winning new Custom business, as well as introducing new Programmes. Ensure all opportunities are fully captured, explored and, through working closely with colleagues, take responsibility for the production and/or coordination of proposals or tenders, often to tight deadlines, and for subsequent presentations and negotiations


2. Lead multi-disciplinary bid teams, including Programme Directors, senior administrators and business development and support staff to win new business


3. Identify, qualify and scope custom corporate enquiries. Provide strategic direction to

support staff in relation to the filtering of enquiries, proposal preparation and on-going relationships with clients or prospects


4. Prepare and deliver new business proposals:


• Carry out client needs analysis with client’s contacts and business executives

• Project scoping

• Conceptualise and prepare proposal documents, including all commercial elements (in line with profitability metrics and commercial terms)

• Lead pitch presentations – both preparation and delivery

• Lead negotiation of pricing and commercial terms



Project, Account and Relationship Management


1. Project level

• Set up / manage all necessary project governance, project management and on-boarding processes as agreed with the client


• Liaise with the legal team/advisors and the Operations Manager to secure appropriate contract terms for new work


• Accountable for overall programme teams (staff, support services, etc.) to ensure all required programme deliverables are developed


2. Account/Relationship levels


a) Ensure that all programmes are delivered to agreed budget so that financial targets are met whilst quality is maintained:


• Review and approve programme budgets in a timely manner

• Implement contracts and budgets, including negotiate with Programme Directors and contributors to ensure programme budgets and profit targets are achieved

• Review regularly the client’s financial position



b) Manage and cultivate existing key accounts, working with Programme Directors and others as appropriate


c) Responsible for defining and executing on account plans:


• Draw up account development plans working with the Client Relationship Manager

• Build and enable all appropriate connections between the business and key client

stakeholders at a senior level

• Ensure quality execution and follow-up with client

• Define revenue targets / forecasts


3. Accountable for monitoring the quality and impact of the service delivery, working closely with Programme teams

• Review programme evaluations with client and Executive teams

• Take remedial action where needed to ensure consistent high-quality programme and service

• Ensure post-programme impact studies are completed

• Interact with client during and outside of programme delivery

• Support rankings activities, as needed


Capacity and Capability Development


1. Contribute to the development of programme direction, and relationship skills


2. Cultivate and demonstrate leadership in the knowledge of market trends, individual

learning and organisational development needs, partnership models (where applicable) and most up-to-date solutions in order to inform strategic planning market positionning (offerings, capability development, sales strategies, etc.)



3. Contribute to the sourcing and development of a responsive and high-quality network that complements the expertise of internal staff


4. Develop, with the Director, and according to the agreed strategic priorities, partnerships and alliances with institutions, consultancies, professional service firms and corporate partners that build the visibility, reputation, reach and expertise of the Business


5. Maintain an up-to-date knowledge of the capabilities and current research interests of the business and key associates / regular external contributors


6. Develop good relationships with senior management as well as other key resources (Corporate Partnerships team, etc.) - to maintain a wider knowledge of the experience and expertise of the business


Reputation Development


1. Contribute to developing a public presence in the industry and network at a senior level through a variety of B2B business development and networking activities (professional networks and events, public conferences, etc.)


2. Demonstrate a reputation as a trusted advisor to client organisations by understanding their business and applying knowledge of the capabilities to address client needs


Team Contribution


1. Contribute to the development of the Executive strategy


2. Contribute with team and colleagues to the writing of websites, brochures, blogs and other promotional material


3. Provide full and timely information for the team’s pipeline report and other business reports (e.g. Annual report, submission to accreditation bodies) as required


Financials


1. Develop, implement and manage an attractive and profitable portfolio of 5-10 (depending on size and complexity) custom clients per year, matching customer needs and the strengths of the wider resources and competencies


2. Achieve annual revenue, profit, growth and new business targets, as agreed with the Director of Custom Programmes


3. Work with the Director of Custom Programmes and Operations Manager to

oversee/manage internal contributor contracts and ensure that external contributors are compensated and managed effectively.


Other Responsibilities

1. As a senior member of staff, the post holder will also be expected to contribute to the wider activities of the business be an ambassador in external communities.


Performance Metrics


• Annual revenue and profit targets (self and team)

• New business / new programmes / new accounts (generated by self)

• Existing account growth (revenue and contribution)

• Revenue pipeline (Y + Y+1 prospects)

• Programme quality and customer satisfaction targets (as measured by programme evaluations, participants’ feedbacks and external measures such as external rankings)

• Personal contribution to development of delivery capabilities internally and externally

• Direct contributions to other (non-Custom) revenues


Knowledge Skills Experience Education-Client Director Job Description


Education

  • A degree of equivalent plus a number of years’ experience in a L&D, OD or Exec environment

  • MBA or equivalent business-related postgraduate qualification

Experience


  • Proven success and track record in a B2B customer facing role at the highest level, with

  • demonstrated ability to identify, establish and maintain relationships with clients.

  • Proven experience in the development and management of international partnerships

  • Experience and skills of operating effectively in a large complex organisation

  • Experience of managing third party suppliers and contractors

  • Experience of working in an international, multi-cultural environment

  • Demonstrable experience of executive market and trends

  • Proven experience of business development within a business school or commercial training / consultancy context


Knowledge


  • Well-developed knowledge and experience of management development process and practice

  • Broad sector/commercial awareness

  • Interest in organisational development and management development research

  • Fluency in a second language

  • Acquired world-class expertise in at least one area of specialisation (region of world, industry, content, etc.)

  • Well networked within the executive community


Skills & Abilities

Demonstrated ability to think creatively to drive business growth and profit

Strong commercial acumen and negotiations skills, experienced at managing budgets and familiar with general commercial contract terms


Excellent project management and planning skills


• Evidence of entrepreneurial drive, enthusiasm, resilience and initiative

• Ability and willingness to build and lead networks and develop contacts

• Exceptional communication, interpersonal and networking skills

• Accomplished presentation skills

• Able to write and present clear and persuasive proposals

• Proven track record as a team player; ability to work with internal and external teams

• Ability to develop strong working relationships with facult

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