The Sales Director will be uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Partners, Principals, and Managing Directors, this person will focus their highly skilled efforts in securing relationships with qualified targets and decision-makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process.  

Primary Responsibilities 

  • Responsible for selling all firm consulting services to new prospective clients and, in select situations, existing clients.
  • Build relationships with targeted companies and key executives to understand needs, map those needs to firm capabilities, and close sales
  • Drive targeting efforts
  • Develop and implement specific sales strategies to drive awareness, lead generation, and opportunity identification
  • Assist market-facing practitioners with qualifying and winning opportunities
  • Create strategic and tactical plans to uncover and close opportunities across our multiple offerings
  • Influence decision-makers at the highest levels within any assigned account
  • Demonstrate superior knowledge and execution of the sales process and consistently applying the sales process in pursuits
  • Educate and/or lead others in effecting selling
  • Coordinate with marketing professionals to develop and execute effective campaigns and events
  • Organize and support various centers of influence and complementary service providers
  • Demonstrate strong personal sales management discipline
  • Demand management, i.e., working with the practitioners to determine the details and approach
  • Foster relationships, develop consensus, and team with other elements of the Firm to appropriately target, pursue and close engagements

Required Qualifications

  • 10-15 years experience managing complex clients while selling consulting services, characterized by long sales cycles and significant dollar transactions
  • Experience at a reputable firm or scalable experience from consulting
  • Strong sales management knowledge and/or experience
  • Proven consistent track record of delivering $3 million+ revenue per annum
  • Existing and/or evolving in-depth understanding of the functions they represent, the marketplace for Consulting services, clients' businesses and competitors
  • Ability to develop and secure relationships with buyers, decision-makers, influencers and other referral sources across a variety of industries
  • Experience in relationship building that increases account penetration and leads to increased revenue opportunities with existing clients
  • Ability to develop and utilize a pre-existing network of clients or contacts in the marketplace
  • Lead or support practice sales management activities
  • Experience managing internal sales activities to ensure a consistent approach to the marketplace across geographies and industry groups
  • Experienced with a complex pursuit process, proposal development and oral presentations that win new business
  • Adept at making presentations
  • Success in working closely with service line leaders, partners, practitioners, and other SEs to develop strategies and tactics that drive targeting programs and win business
  • Ability to work in a multi-layered matrix organization serving many leaders
  • Undergraduate degree, graduate degree preferred