Business Development Manager
Heidrick & Struggles

Job Info

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Heidrick & Struggles (Nasdaq: HSII) is a premier provider of global leadership advisory and on-demand talent solutions, serving the senior-level talent and consulting needs of the world's top organizations. In our role as trusted leadership advisors, we partner with our clients to develop future-ready leaders and organizations, bringing together our services and offerings in executive search, diversity and inclusion, leadership assessment and development, organization and team acceleration, culture shaping and on-demand, independent talent solutions. Heidrick & Struggles pioneered the profession of executive search more than 70 years ago. Today, the firm provides integrated talent and human capital solutions to help our clients change the world, one leadership team at a time.®

Additional information on the firm can be found at www.heidrick.com.

Job Description:

What We Do

Heidrick Consulting serves as the firm's leadership advisory arm. We are a team that is passionate about enabling a world better led. The Business Development Manager ("BDM") for the Americas market will work as part of the Business Development ("BD") team supporting the Heidrick Consulting team find, qualify, funnel, and convert leads with key focus on the Americas Market.

The incumbent, based preferably out of our Americas East Coast offices, will play a fundamental role in achieving our ambitious customer acquisition and revenue growth objectives for the Americas team within Heidrick Consulting. The Business Development Manager must be comfortable working in a matrix organization, with multiple stakeholders, liaising with practice Partners, and collaborating across the marketing teams and practice leadership to generate interest, qualify prospects, and get appointments for the Partners.

Role Responsibilities

Brand Building & Lead Generation

• Conducts strategic research and collaborates with Partners, Principals and the broader BD team to identify go-to-market strategies and sources of introductions to targeted industries/companies/executives.
• Actively participates in the planning and execution of campaigns and lead generation activities. Partners with the Marketing team around automated communications, webinars, thought leadership, and social media.
• Helps foster collaboration across H&S services lines to develop One Firm opportunities.

Opportunity Progression & Conversion

• Creates prospect briefings as required to prepare Partners, Principals, and other BD team members for sales meetings.
• Supports Partners and Principals with RFPs and large deal pursuits. Assists in the solution design, proposal creation/polishing, and internal coordination across teams/functions. Ensures accuracy of deadlines and leads clear internal/external communications prior to submission.
• Functions as the subject matter expert on the scoping, pricing, and final contracting for assigned opportunities.
• Maintains compliance to our pricelist and audit requirements; assists as a client procurement interface if BD Directors or Partners need support.

Business Development Operations

• Shares knowledge and collaborates with all relevant stakeholders on best-in-class content and innovative approaches to support bringing the best solution to clients.
• Works with delivery team to capture client success stories to enhance proposals and develop new thought leadership; interfaces with BD team on a regular basis to improve collaboration and information flow between marketing and sales activities.
• Maintains data quality and up-to-date pipeline information on our CRM. Supports sales reporting and forecasting as requested. Develops dashboards and conducts analysis to determine sales insights to enhance performance.

Key Metrics

The BD team at large is measured against critical metrics such as confirmation value, overall pipeline value, expansion of the number of "journey" accounts and the successful management of sales campaigns. For this role, the following metrics are also relevant:

• Supports Partners and Principals in generating new client opportunities and deepening their existing client relationships
• Provides Partners and Principals with latest content and knowledge related to desired offerings in support of bringing the best solution to the client prospect
• Delivers work products on time and with a high degree of professionalism
• Builds and deepens relationships with named Partners and Principals across the firm
• Remains responsive to client and internal requests

Basic Role Qualifications

• 5 plus years of professional experience.
• Demonstrated ability selling premium services/solutions to help convert prospects, close deals and achieve business growth. Success in qualifying opportunities involving multiple key decision makers.
• An undergraduate degree is required
• Strong computer skills, including Microsoft Office Suite.
• Strong writing skills; demonstrated ability to successfully prepare concise and compelling materials.
• Fluent English speaking.

Preferred Role Qualifications

• Business development experience ideally in a professional services firm.
• Have an agile mindset, quick to learn and deploy value proposition
• Ability to multi-task, prioritize, and manage time effectively
• Able to build and maintain lasting relationships with customers
• Resilient and determined to succeed
• Exceptional verbal communication and presentation skills
• Excellent listening skills
• Self-motivated, with high energy and an engaging level of enthusiasm. Persistent and resilient. Trained at objections management.
• Ability to work individually and as part of a team
• High level of integrity and work ethic.
• Fluent Spanish speaking a plus.
• Other language skills a plus.

Pay Range Guidelines for this Position:
The salary range for this position is 95000 USD to 100000 USD. Compensation is based on several factors including but not limited to education, work experience and skills. In addition to your salary, Heidrick & Struggles offers discretionary bonuses (subject to eligibility requirements) and a comprehensive benefits package including: medical, dental, vision, disability leave, parental leave, paid time off and 401k contribution (all benefits are subject to eligibility requirements). Note: we have a location based compensation structure; there may be a different range for candidates in other locations.

Heidrick & Struggles 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.

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