Spencer Stuart Los Angeles , CA 90009
Posted 2 months ago
Technology, Media, Telecommunications & Services (TMT&S)
Converging technologies have shaped the opportunities and challenges facing major multinationals, growth companies, startups, private equity and venture capital funds alike.
Our global TMT&S Practice has helped build the leadership teams and boards of a number of preeminent companies around the world, as well as emerging players beginning to make their mark in the industry.
Within the TMT&S Practice, we further refine our expertise by operating within specific industry specialties or sectors, including, Software, Computing Systems, Semiconductors, TV/Film/Audio Production & Distribution, Digital/Print Publishing, Ecommerce, Information Services, Communication Services & Technologies, Business & Professional Services, Tech Services.
The Role
Spencer Stuart is investing in our approach to business development, with a focus on more effective client targeting, improving the quality and impact of our interactions with potential clients, and creating a more competitive approach to business development.
The primary role of the Client Development Manager (CDM) in TMT&S is to partner with consultants on strategic 'hands on' business development and content-creation. The CDM will work in close collaboration with consulting teams and other cross-functional teams to enable world-class business development and opportunity pursuit. They will facilitate the development of BD materials and client-interaction approaches that build our firm's reputation as the preeminent global leadership advisory firm.
Key Relationships
Reports to:
TMT&S Global Practice Director, Marija Popovic
Team members:
TMT&S Global Practice Director, Marija Popovic
Client Development Team Senior Analyst, Elaine Lucero
TMT&S Global Insights Director
Other key relationships:
TMT&S Consultants, Associates, Analysts and Executive Engagement Administrators
Corporate Marketing Team
Other Client Development Managers across Practices and Regions
Position location: Any city with a Spencer Stuart office; preference for central time zone
Key Responsibilities
Business Development and Opportunity Pursuit
Serve as go-to resource and the "face" of client development for the NA TMT&S Practice, partnering with consultants on regional/local BD efforts
Partner closely with TMT&S consultants to design pitch strategies and create supporting materials
Quarterback pursuit teams in preparing for client meetings, ensuring preparation and rehearsal meetings are scheduled, meeting objectives and timelines are shared and well understood, and content-plan is co-created in a manner that satisfies the internal stakeholders and ultimately the external stakeholders
Create insightful, customized qualifications packs and pitch materials for new business development opportunities, and orchestrate regular updates of key materials
Partner closely with TMT&S Consultants to develop content/material for specific Strategic Client situations/meetings (e.g., pitch, annual/quarterly review, relationship-building)
Identify opportunities to leverage knowledge/insights/data/analytics to enable BD and pursuit activities
Content Creation, Sharing and Management
In partnership with Practice Leadership, redefine and continuously improve the TMT&S go-to-market narrative - incorporating new service lines and evolving solutions
Translate and tailor firm-level intellectual capital strategy/themes being driven by Marketing, ensuring dots are connected
Gather learnings from pitches and business development to share internally to ensure we are continuously refining and improving our processes, responsiveness, and pitch effectiveness
Actively contribute and participate in the global community, by sharing insights, ideas and best practices with fellow CDMs
Create approach and direct analyst team to maintain, curate, and regularly update pitch content/materials on Connect Site
Create and identify best-practice pitch content/materials to regularly share with Practices and Firm
In close collaboration with Global Practice Director, develop communication strategy for syndicating pitch content to/across Practice and Firm
Practice Operations
Develop approaches, leveraging Pipeline tools as possible, to assess and analyze "win rates"
Work with initiative teams to leverage new technologies and processes
Team Leadership/Management
Provide oversight to and develop Analysts when partnering with them on tasks and/or projects
Guide Analysts as needed on creation of BD deliverables
Direct Analysts in creating and maintaining current data/statistics in the areas of relevant engagements lists/case studies, BD target lists, win rates and other key BD related KPIs
Desired Outcomes
Desired outcomes will be developed and refined in partnership with TMT&S Leadership. Some initial priorities for the first 12 months include:
Established fluency in writing complex proposal decks, bringing the firm's breadth of offering to client situations
Proposed process-design and best practices for opportunity identification, work intake and assignment, and content development/management
Enabling the team's capacity and capability to support TMT&S specific projects and pursuits to keep pace with the practice's current and growing volume and scope of work
Develop and lead a strong team of Analysts who are able to meaningfully contribute to deliverables and initiatives
Candidate Profile
The ideal candidate will be a bright problem solver with a balance of creativity and strong analytical skills. They will have a proven track record of creating compelling, insightful content and the agility to imagine new and innovative ways of approaching insight creation. They will be a strong relationship builder with a relentless client service orientation and the confidence and maturity to be a credible trusted partner to a sophisticated internal client base.
ideal experience
Approximately 5-7 years' experience in professional services and/or executive search experience, with a focus on proposal support and/or business development; knowledge of leadership advisory services a plus
Has managed business development and has experience with content-creation activities and processes
Has managed operational activities and processes; ideally with experience managing a small team of analysts
Undergraduate degree is required; master's degree a plus
Critical Capabilities for Success
Project Managing for Results
Works to achieve business development goals for the Practice while overcoming obstacles and/or planning for contingencies
Tenacious, with a track record of working successfully to steer self and team through complex situations
Proactively seeks to be involved in many diverse projects
Shows strong sense of urgency about reaching deadlines for pursuit opportunities and agreed-upon reactive and proactive business development projects/targets
Checks work of self and others to ensure business development deliverables are continuously improved, distinguished and against required quality standards; can give and receive feedback constructively
Demonstrates excellent project management skills, outlining key tasks and reviewing performance and progress on projects/pursuit deliverables on a regular basis to ensure the team is achieving results
Collaborating and Influencing
Takes initiative to create and foster enduring relationships with senior leaders, practice members and team members
Invites and uses the opinions, perspectives and best practices of others in the Practice and other stakeholders, to influence, drive engagement and share the way forward
Demonstrates strong influencing toolkit; is able to drive for consensus in a collaborative and efficient manner; able to challenge in a non-confrontational manner
Credible and mature with the ability to support their point with both factual evidence and experience-based opinion
Engages team members in a dialogue to gain commitment and bring them "on board" to business development initiatives, linking their perspective to the intent
Adapts own approach to the audience, anticipating impact of words and actions, preparing for possible resistance and responding in an appropriate style, using a range of influencing styles and a strong client-service orientation
Operates in a highly engaged and hands-on way, resolving conflicts by discussing individual issues with each person
Leading People
Engages closely with practice analysts, explains what to do and the reasons why; communicates the link between current tasks and longer-term goals
Works with TMT&S Leadership to set specific business-development support goals for the team; maintains general awareness of progress over time
Delegates tasks with close supervision, ensuring team members have stretch learning opportunities with quality oversight
Evaluates task performance and provides timely, learning-oriented feedback
Other Personal Characteristics
Excellent presentation, writing, PowerPoint and Excel skills
Spoken and written fluency in English
The base compensation range for this position is $115,000-130,000 per year. The actual base compensation offered within this range will be dependent on the individual's skills, experiences, and qualifications. This position will be eligible to participate in our annual discretionary bonus program.
Spencer Stuart also offers a competitive benefits package, which includes:
Retirement savings plan with discretionary profit sharing contribution and employer match;
PTO (minimum 15 days per year, increases with tenure), paid sick time (10 days per year), company holidays (12 days per year), and paid leaves of absence when applicable;
Comprehensive health benefits, including medical, dental, and vision insurance, and healthcare flexible spending account;
Life Insurance, and short-term and long-term disability insurance;
Wellness benefits, including an employee assistance program, virtual mental health program, and mindfulness program; and
Voluntary benefit options, including supplemental life insurance, identity theft protection, and whole life insurance with long-term care and critical illness coverage.
Spencer Stuart is a proud equal opportunity and affirmative action employer. We are committed to non-discrimination without regard to actual or perceived race, ethnicity, creed, color, religion, gender (including pregnancy, childbirth or related medical conditions), national origin, immigration status, ancestry, age, marital status, protected veteran status, physical or mental disability, medical condition, genetic information, sexual orientation, gender identity, or any basis prohibited under applicable federal, state or local law.
Spencer Stuart