Director of Client Development

at  Anthesis Group

KEY REQUIREMENTS:

• A minimum of 15 years’ experience in selling technology enabled business services for a global professional services firm. Experience of managing both individual (+$2m) and team (+$20m) revenue targets.
• Possesses in-depth knowledge of the sustainability market in general, including decarbonisation strategy and implementation, with a focus on ESG & reporting, net zero and climate risk
• Ability to rapidly acquire deep and comprehensive knowledge of how our solutions meet the needs of customers.
• Demonstrated experience in client prospecting, lead generation, capture processes and closing
• Proven leadership in developing and delivering winning proposals, presentations and pricing strategies
• Experience managing proposal teams, and upskilling staff with business development and proposal best practices
• Experience creating marketing content, copy and marketing material as well as collaborating with Marketing Teams on the execution of campaigns and events
• Demonstrated ability to communicate, present and influence sales professionals credibly and effectively at all levels of the organisation
• Proficiency with sales management software and CRM

SUMMARY OF ROLE:

The Director of Client Development is responsible for optimising revenue-generating activities within the company by overseeing the CRM and sales pipeline, securing and managing all partnerships with external organisations, and driving our digital sales strategy. They will have direct responsibility for all dedicated sales personnel within Anthesis’ 6 Global Business Lines GBLs and regions to help the wider Sales & Marketing team maximize revenue and drive overall business growth.
The Director of Client Development sits within the Sales & Marketing team and reports to the Head of Client Development but will work closely with the Chief Financial Officer to define and monitor our revenue focused KPIs.

KEY RESPONSIBILITIES

• Manage and coordinate all sales teams and pipelines across 6 GBLs and 3 regions to support GBL and the Excom in the development and execution of sales and marketing activities across the firm.
• Work with the Global Business Lines Leaders, Regional Leaders, Head of Client Development, Head of Marketing, COO and CEO to develop comprehensive and bespoke revenue strategies aligned with the company’s goals and objectives.
• Finalise the implementation and roll out of Microsoft Dynamics to a user group of +200 sales and client managers across 6 GBLs and 3 regions to enforce comprehensive use in all client communications.
• Provide ongoing reporting from the CRM on individual, client account, team and sector pipelines to keep the Excom, GBLs, Regional Leaders and other senior management informed of individual performance and supplement this with periodic analysis to allow for intervention.
• Use the CRM and other sales data to develop business development strategies in our chosen sectors using comprehensive data analysis of internal and external market data. This will include overseeing leads generated by sales and marketing and ensure our sales teams are qualified, equipped and motivated to build relationships with existing and potential customers.
• Develop, negotiate and manage all partnerships with external organisations including but not limited to professional services and law firms, insurers, banks and other technology providers to drive significant revenue growth and magnified impact from both informal and formal channel partnerships.
• Hold overall responsibility for the sales and partnership strategy for all of Anthesis digital products. Adjust our business development strategy across our digital suite of services and recommend changes in products and services according to market developments.
• Leading by example, help instil a customer centric and selling culture across Anthesis by promoting across our organisation the ability of all Anthesians to develop strong, long-lasting customer relationships and understanding client needs.
• Support the ongoing development and constant refinement of a defined selling process with new potential buyers, including product demos and presentations, and the integration of AI tools into our RFP and wider sales process.
• Monitor the competition by gathering current marketplace information on pricing and products. Maintains professional and technical knowledge by attending sales educational workshops/conferences and establishing personal networks.
• Support individuals in the sales team with mentoring and guidance.