Industry: Management Consulting Firm
Location: US / Various Options (e.g. Chicago, Dallas, New York/NJ)
Reports To: Managing Partner, CRM North America
Customer Relationship Management, specifically Sales and Marketing Transformation, represents a significant market opportunity. The Company’s clients are facing a redoubling of efforts to dramatically lift the impact they are having on the efficiency and effectiveness across multi channels in terms of cost to serve and margins delivered in their product portfolio together with the rapid decline in the impact of Loyalty Programs. Customer and product analytics are at the heart of the few programs that stand out and clients are interested in a new model.
This executive is expected to develop the Company’s market presence with a focus around key front office agenda items that are changing rapidly: new growth, redefined loyalty programs, social/digital customers, new roles for analytics, etc.
- In addition to selling and delivering projects, the Senior Executive will drive the growth of the Marketing Transformation/Loyalty team in North America to over 40-50 FTEs within the next three years.
- In terms of practice building, they will lead the creation and execution of human and intellectual capital strategies required to effectively position the Sales & Marketing Transformation capability.
Qualifications & Experience
It will be critical for the successful candidate to have a demonstrated track record of integrating marketing, sales and service transformation efforts while aligning these activities to the client business. Their work will bridge these functions and they will have built deep relationships with the relevant functional leaders (including Chief Marketing Officers, Chief Sales Officers, Chief Revenue Officers and Chief Services Officers) as well as other leaders in the C-Suite of client
companies. They will possess a strong track record in traditional CRM services, but will also persuasively articulate the future state of sales and marketing transformation. Their work will be rooted in the creation of innovative customer engagements for clients.
The key management consulting skills and experiences of this person will include:
- 20+ years selling professional services including Partner level experience at a tier-one consulting firm or a relevant boutique firm.
- Strong relationships built through 15+ years of experience selling professional services. These relationships will include a strong network of target sales & marketing/loyalty executives.
- Deep experience with sales and marketing operations and loyalty services – on highly visible initiatives both internally and to the street.
- The successful candidate will have a history of building practices, platforms and capabilities with lasting impact.
- Comfort working at the highest levels within client organizations and advising senior executives.
- Ability to develop new and lasting client relationships.
- Proven business development capability.
- Team oriented and collaborative working style, both with clients and those within the internal organization.
Personal Characteristics
Key characteristics of this person will include:
Value Creator – generates value-led/asset-powered work that adds value to both our clients and our company
- Is proactive and moves beyond his/her comfort zone in pursuit of our vision, taking calculated risks; Leverages and innovates with the proprietary assets and capabilities of our Global Network
- Articulates compelling and clear value proposition based on a deep understanding of the client’s business and the Company differentiators and is skilled at identifying buyers and decision makers who are value oriented
- Relates effectively with C-level executives by really listening to them and empathizing with their business issues and building long-term client relationships
People Developer – creates a sustained legacy
- Builds high performance teams by positioning the right people in the right roles, accepting and resolving conflicts and uniting people around common goals
- Is an effective communicator; Provides direct, frequent and honest feedback and coaching, dealing honestly with people who are not meeting expectations in their growth
- Creates a bond with our people, listens to them, advises them, showing genuine interest and understanding of their personal constraints and preferences
Business Operator – generates profits consistently in line with company targets
- Knows how to apply smart financial practices and work with the economics of our business to continuously improve bottom line results
- Holds people accountable for high standards of quality work which is reflected in clear assignments, measurable goals and identification of metrics to track individual and team performance
- Knows how to plan and orchestrate rigorous delivery excellence driven by a value creation agenda
Education
Bachelors Degree is required. Advanced degree preferred.
Compensation
As our client is seeking a candidate with outstanding experience and credentials, they are offering an attractive compensation package including base salary, discretionary incentive bonus, equity participation, and personal benefits.
Contact
Jeff Gundersen at Executive Connections, LLC is leading this executive search.
For additional information, please contact:
Jeff Gundersen, CEO
Direct: 941-323-8300
jgundersen@executiveconnectionsllc.com
Executive Connections LLC