Principal

Business Talent Group (BTG) is the leading talent marketplace that connects independent management consultants, subject matter experts, project managers, and interim executives with the world’s best companies. BTG provides just the right on-demand talent needed: remote or on-site, part-time or full-time, individuals or teams. That’s why more than 50% of the F100 and hundreds of other leading companies trust BTG to curate, vet, and compliantly deliver talent who fuel growth, innovation, and performance improvement. BTG is a Heidrick & Struggles company.

We pride ourselves on having developed a fast-paced, fun, and dynamic culture. We encourage all 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 businesstalentgroup.com

Job Description:

POSITION OVERVIEW:

Business Talent Group (BTG), as a subsidiary of Heidrick & Struggles, is seeking a Principal to advance our commercial efforts in key target accounts. 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. This role requires surfacing and exploring key issues of relevance to target account companies, planning and overseeing the execution of projects with clients, and supporting the 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 the firm's client base.

POSITION RESPONSIBILITIES

This role will have four primary job responsibilities, including business development, ongoing client management, internal collaboration, and leadership & mentoring.

Business Development (40-50%)

· Maximizes opportunities by precisely managing the sales cycle and consistently closing deals

· Sets ambitious account objectives, identifies key stakeholders, and crafts effective, customized strategies while proactively managing accounts with foresight, anticipating client needs, and shaping demand

· Proactively targets leads across channels and conducts extensive outbound top-of-funnel activities to engage prospects in discovery calls, fostering new business development, generating opportunities, and ensuring effective follow-up

· Implements a thorough preparation process to tailor discovery calls to prospects by

identifying typical pain points and typical ODT solutions. Keeping in mind specific accounts and relationships, past and existing work streams, as well as utilizing case studies to provide use-cases for prospects and/or clients

· Streamlines client negotiations, reducing the need for Legal and Finance involvement and showcasing the ability to pitch and land complex solution offerings (ie, Corporate Solutions), requiring multi-stakeholder input

· Champion of sales enablement tools and uses said tools to demonstrate more advanced use cases and proficiency to share insights to support cross-functional goals and drive business direction

· Manages quarterly, half, and annual revenue goals, along with other key commercial metrics (meetings, new opportunities, etc.)

Ongoing Client Management (30-40%)

· Engage with clients strategically, offering deep and durable solutions and advice that help them achieve their long-term business goals

· Provides creative and highly effective solutions that exceed client expectations, actively following up on issues and requests to ensure comprehensive resolution and satisfaction

· Creator of consistent and meaningful One-Heidrick partnerships with counterparts, partners, and peers

· Serves as a senior advocate for client/prospective client needs – working as a trusted advisor to help clients navigate our industry and support solution development in collaboration with experts across the team

· 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

· Maintains 100% project and talent oversight on active projects to ensure client satisfaction and engagement, supporting extension and expansion of project opportunities with existing clients and new referrals

Internal Collaboration (5-10%)

· Partners with other cross-functional leaders and leverages shared services in service of our clients and firm's commercial efforts

· Synthesizes and communicates client, industry, and market trends to senior leadership to support firm strategy and investments and contributes to firm visibility and marketing campaigns to support buying center goals

· Borrows on previous experience to coach and develop others within specific buying center; contributes to the development of other Client Development team members, through influence

· Maintains open communication with all departments, regularly updates and shares information, and leverages departmental strengths through teamwork and cooperation to achieve common goals

· Promotes a positive and supportive work culture by encouraging colleagues, recognizing

their contributions, and ensuring everyone feels valued

· Demonstrates a mindset of focus on achieving better outcomes by working harmoniously with all departments i.e., “solution-oriented”

Leadership & Mentoring (10-15%)

· Provides active leadership and mentorship to their respective BDRs through strategic coaching, feedback, and daily oversight

· Provides active mentorship to BDRs aspiring to become CDMLs by participating in the BDR Bootcamp and facilitating valuable 'ride-along' opportunities

QUALIFICATIONS

· A BA/BS Degree is required

· 5-10 years of business development, commercial relationship management, or related experience, experience with large, complex, multi-site accounts preferred

· Experience building and broadening client relationships across all key influencers and serve as a trusted advisor and consultant

· Superior verbal, written and presentation skills; comfort with engaging with and presenting to board-level and C-level executives

· Ability to spend significant time (60%+) “in market” with clients – mostly virtual with some amount of in-person as relevant

· Proven contract negotiation and management skills, able to work collaboratively with both client and internal teams (e.g., procurement, legal, finance) to balance needs of the company and client

· Familiar with developing and maintaining sales plans, managing multiple initiatives/work streams simultaneously

· Ethical, confident, and creative, with a persistent “can do” attitude

· Proven ability to navigate an often ambiguous and complex organization to resolve customer issues and internal roadblocks

· Ability to multi-task and prioritize with relative ease

· 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

· Runs to criticism, continually seeking feedback and making improvements.

· Approaches work with a spirit of generosity. Endeavors to serve everyone—colleagues, clients, partners—beyond expectation, and with appreciation

BTG is an equal opportunity employer committed to hiring qualified protected veterans and individuals with disabilities. All qualified applicants will be considered for employment without regard to race, color, religion, creed, age, sex, national origin, gender identity or expression, sexual orientation, disability, marital status, veteran or military status, or citizenship status.

BTG is committed to providing reasonable accommodations and/or adjustments during our recruitment process. If you are selected for an interview and require an accommodation and/or adjustment, please inform your Talent Acquisition professional.