Director, Client Development, (Consulting Service) - Hong Kong based

Our client is a multinational business consulting firm that helps leaders execute internal initiatives. Partnering with business leaders, and drives internal change across all parts of a global enterprise - accounting; finance; governance, risk and compliance management; corporate advisory, strategic communications and restructuring; information management; human capital; supply chain management; and legal and regulatory.

We are looking for a dynamic and motivated Director - Client Development to join its management team to cover Hong Kong region.

Job Description:

Client Account Management & Sales Execution

l  Accountable for the sales activity and results for a defined portfolio of business (territory or assigned accounts) / Develops and implements tactical plans to achieve portfolio sales goals and objectives

l  Conducts account planning and proactively seeks to bring innovative ideas and approaches to the account strategy / Owns and drives key strategic pursuits, leveraging the full range of the company resources and enablers (including Technical Sales, Sales Support and National BD), as appropriate

l  Develops and maintains effective relationships and communicates effectively with key client leaders and staff in order to drive account penetration & sales growth / Continually develops new client business by pursuing account penetration with existing clients / Serves as the client’s expert on the company business model, risk management, client specific value-proposition and business impacts

l  Monitors and coaches consultants and account team members on best practices in generating leads, identifying opportunities and leveraging available the company resources to enhance account penetration

l  Fosters cross-functional collaboration to deliver the best of the company to clients and drive continuous improvement in the services and solutions the company brings to the marketplace

l  Identifies, monitors and manages delivery performance, project risk and new opportunities within assigned accounts in partnership with Talent Management and/or Delivery Management leads

l  Responsible to execute and deliver against established KPIs and performance metrics

Internal Business Planning & Management

l  Executes and supports account planning & forecasting activities, as appropriate, in support of enterprise and regional objectives

l  Supports integration of enterprise & cross-functional initiatives across account portfolio, including account planning, forecasting and budgeting standardized and best practices

l  Contributes to the company continuous improvement through contribution to account-related case-studies, collateral and thought leadership and the identification of client and market trends relevant forfuture company opportunities & solutions.

OUTCOMES

l  Achievement of the company revenue and profitability targets within portfolio accounts

l  Trusted client business partner, with knowledge of client’s business, company value proposition, and ability to bring big/innovative ideas/insights to client (including outside of client’s industry when applicable)

l  Clear account vision, defined account plan, motivated account team to action, obstacles to performance removed, and increased velocity for the account’s sales activity

l  Disciplined sales approach, by account, managed via rigorous metrics and performance objectives

COMPETENCIES

l  Demonstrates the company’s values  (Talent, Integrity, Enthusiasm, Loyalty, Accountability & Focus)

l  Entrepreneurial and highly self-motivated, with willingness to be managed to a comprehensive set of performance metrics and quantitative measures

l  Strategist, Thought Leader and Trusted Business Partner to the Account/Client

l  Executive presence with a strong ability to interact with senior/C-level leaders

l  Excellent client service experience and acumen

l  Excellent ability to build new business relationships as well generates new revenue within existing clients

l  Excellent problem solving and negotiation abilities

l  Ability to motivate and influence both internally and externally; demonstrates excitement and passion

l  Manages stress and ambiguity

Qualifications/ Skill Requirements

l  8+ years’ experience.  Professional services consulting experience preferred, (if neither, candidate should demonstrate strong client development or sales skills)

l  Previous business development experience with Fortune 500 (global) type organizations

l  Proven success selling CFO services , creating revenue and managing an account

l  Experience selling professional services within large account preferred; strong capacity for networking and generating lasting business relationships

l  Proven experience building an account ---Entrepreneurial spirit

l  Excellent written and verbal communication skills; direct with feedback

l  Sense of urgency surrounding creating and achieving goals

Contact us for more info:

Cita Liang: Consultant, Cornerstone International Group

Nancy Chu: Managing Partner, Cornerstone International Group

About Cornerstone International Group:

Cornerstone International Groupcelebrate 30 years of talent management excellence. Founded in 1989 with 15 offices in Asia and some 60 offices worldwide, we provide a complete suite of talent solutions, from findingfuture proof leaders to growing performance & maximizing career. A global member of the Association of Executive Search and Leadership Consultants (AESC),Cornerstone is recognized as having the highest level of quality in the industry. Cornerstone is also named by Forbes as one of the Best Management Consulting Firms in Executive Search in 2016, 2017 & 2018 and by Hunt Scanlon Global 25 in 2018