Position Summary

　　The Leadership Advisory Services (LAS) Practice is an exciting, vibrant, and dynamic practice within Spencer Stuart. Operating synergistically alongside the Firm's market-leading Executive Search business, LAS professionals provide advice and partnership to clients navigating a range of key leadership and talent issues including: aligning culture and talent strategy with business strategy; maximizing team effectiveness; merger integration support; executive assessment; and talent development and transition support. LAS provides expertise in leadership assessment and development, which is a critical component to CEO succession. Furthermore, LAS is the engine that drives our capabilities and culture models, which are employed during CEO Succession engagements to ensure clients take a multi-faceted approach towards their leadership decisions.

　　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 LAS 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.

　　The base compensation range for this position is $80,000 -120,000 per year. The actual base compensation offered within this range will be dependent on the individual's skills, experiences, and qualifications. The 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; andVoluntary benefit options, including supplemental life insurance, identity theft protection, and whole life insurance with long-term care and critical illness coverage.

　　Key relationships

　　Reports to

　　NA LAS Practice Leader, Nicolas AlbizzattiNA LAS Operations, Erik Haass

　　Team

　　Analysts

　　Other key relationships

　　AnalystsLAS Consultants and AssociatesExecutive Search ConsultantsCorporate Marketing Team

　　Position location: Any city with a Spencer Stuart office; preference for central and eastern time zones

　　Key Responsibilities

　　Business Development and Opportunity Pursuit

　　Serve as go-to resource and the "face" of client development for the NA LAS Practice, partnering with consultants on regional/local BD effortsPartner closely with LAS consultants to design pitch strategies and create supporting materialsQuarterback 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 stakeholdersCreate insightful, customized qualifications packs and pitch materials for new business development opportunities, and orchestrate regular updates of key materialsPartner closely with LAS Consultants and NA LAS Operations 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 LAS go-to-market narrative - incorporating new service lines and evolving solutionsTranslate and tailor firm-level intellectual capital strategy/themes being driven by Marketing, ensuring dots are connectedGather learnings from pitches and business development to share internally to ensure we are continuously refining and improving our processes, responsiveness, and pitch effectivenessActively contribute and participate in the global community, by sharing insights, ideas and best practices with fellow CDMsCreate approach and direct analyst team to maintain, curate, and regularly update pitch content/materials on Connect SiteCreate and identify best-practice pitch content/materials to regularly share with Practices and FirmIn close collaboration with Practice Operations Leader, 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 projectsGuide Analysts as needed on creation of BD deliverablesDirect 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 LAS 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 situationsProposed process-design and best practices for opportunity identification, work intake and assignment, and content development/managementEnabling the team's capacity and capability to support LAS specific projects and pursuits to keep pace with the practice's current and growing volume and scope of workDevelop and lead a strong team of Analysts who are able to meaningfully contribute to deliverables and initiatives

　　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 plusHas managed business development and has experience with content-creation activities and processesHas managed operational activities and processes; ideally with experience managing a small team of analystsUndergraduate 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 contingenciesTenacious, with a track record of working successfully to steer self and team through complex situationsProactively seeks to be involved in many diverse projectsShows strong sense of urgency about reaching deadlines for pursuit opportunities and agreed-upon reactive and proactive business development projects/targetsChecks work of self and others to ensure business development deliverables are continuously improved, distinguished and against required quality standards; can give and receive feedback constructivelyDemonstrates 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 membersInvites and uses the opinions, perspectives and best practices of others in the Practice and other stakeholders, to influence, drive engagement and share the way forwardDemonstrates strong influencing toolkit; is able to drive for consensus in a collaborative and efficient manner; able to challenge in a non-confrontational mannerCredible and mature with the ability to support their point with both factual evidence and experience-based opinionEngages team members in a dialogue to gain commitment and bring them "on board" to business development initiatives, linking their perspective to the intentAdapts 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 orientationOperates in a highly engaged and hands-on way, resolving conflicts by discussing individual issues with each person

　　Leading People

　　Engages closely with direct reports, explains what to do and the reasons why; communicates the link between current tasks and longer-term goalsWorks with LAS Leadership to set specific business-development support goals for the team; maintains general awareness of progress over timeDelegates tasks with close supervision, ensuring team members have stretch learning opportunities with quality oversightEvaluates task performance and provides timely, learning-oriented feedback

　　Other Personal Characteristics

　　Excellent presentation, writing, PowerPoint and Excel skillsSpoken and written fluency in English

　　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.