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Client Development Senior Manager

Boston Consulting Group

Boston Consulting Group

Sales & Business Development
Multiple locations
Posted on Monday, April 29, 2024

WHAT YOU'LL DO


Client Development Senior Managers (CDSMs) work at the intersection of business development, account management, marketing, and client engagement within BCG’s most strategic accounts. In this role, you will be embedded as a key member of a BCG account team in order to support the full range of activities required to support the client and the account team. You will serve as a thought partner and become the "chief of staff" to the lead Partner(s) on the account, including the Chief Coordinating Officer (CCO), or lead BCG relationship partner. CDSMs should be self-starters with outstanding organization and communication skills, who are excited about working in an entrepreneurial environment and who are adept at building relationships.


YOU'RE GOOD AT


The objective of the Client Development Senior Manager role is to provide strategic support to Client Coordinating Officers (CCOs) and client account teams for our largest and most complex clients, supporting the account's business development priorities. You will become an expert on the client, acting as a Chief of Staff to the CCO, identifying client development and growth opportunities, and ensuring strong account performance. Examples of what you will do include driving the account planning process, managing the business pipeline, developing the account marketing strategy, overseeing pricing and contracting, and supporting financial and market analysis. In this role, you will also become an integrated team member of the client account team, coordinating strategic case team activities to ensure effective teaming across Partner teams, non-Partner teams, and supporting functions.

Leading and supporting the full cycle process of account planning:

  • Constructing a comprehensive client account plan in partnership with the account team to guide the team's activities and priorities. Ensuring that the day-to-day execution of the account plan, driving action behind the team ambitions through active project management

  • Developing and maintaining the client relationship map and ensure a robust engagement strategy for key relationships is in place, helping the account leadership drive the development of deep and personal client relationships

  • Managing the account marketing plan, including event invitation strategy and management and distribution of thought leadership

Serving as an expert client resource and maintaining robust client information and knowledge:

  • Maintaining baseline/background client information (proposal tracking, investor presentations, marketing information, investment history, client references, etc). Monitor client news, earnings/ analyst views, financial information and derive actionable insights

  • Tracking broader industry trends and changes to help the account leadership understand the broader market landscape

  • Identifying potential white space opportunities for the account and conduct quantitative analysis as needed

  • Attending and actively participating in internal practice areas and functional topic conferences to stay on top of relevant industry trends and BCG offerings, and be the account lead on bringing the best of BCG to the client

Creating and measuring value on the account:

  • Coordinating and managing feedback from clients, including analysis of surveys and senior leadership interviews

  • Examples can include managing a rate card negotiation, developing an account dashboard, or conducting post-case value measurement

  • Selectively engaging with the client directly, as appropriate, and at the discretion of the BCG account team.


Leading and orchestrating quality account teaming:

  • Serving as a thought partner to the CCO and Partner team, providing insights and constructive feedback on existing account tools and processes, as well as identifying opportunities to team better

  • Ensuring effective communication and coordination of various Partners and consulting team members (examples can include facilitating regular account meetings, driving account communications, on-boarding new team members and enhancing and facilitating case wrap up processes)

  • Identifying and engaging the right internal, expert resources for functional, industry and global BCG support

  • Crafting and developing proposal ready materials, including a solid repository of ready-to-use CVs and resumes

Cultivating close partnerships with internal, functional supporting teams:

  • Acting as key account team liaison across BCG's internal functions, including marketing, finance, staffing, practice area management, alumni, and more

  • Becoming embedded within the respective industry and functional practice areas

  • Teaming with finance to understand account economics, engagement pricing, investments, and to optimize expenses, leading efforts to optimize spending where necessary and appropriate

  • Working closely with EA team to ensure coordination and communication across broader case team

  • Championing best practice sharing and insights across the CDSM Team

  • Acting as a key catalyst for collaboration across the full CDSM team by actively sharing account insights, tools, and creative ideas

  • Seeking out opportunities to scale successes beyond your own account to have a broader enterprise level impact

  • Performing other duties or special projects as assigned or required


YOU BRING (EXPERIENCE & QUALIFICATIONS)


  • 10+ years of working in a professional services firm with experience in account management and client development; consulting background preferred

  • Bachelor’s degree required; Advanced degree/MBA preferred

  • Strong Excel and PowerPoint skills; strong computer literacy and facility with numbers

  • Comfortable communicating in direct client interactions

  • Strong verbal and written communication skills and entrepreneurial drive

  • Ability to work effectively with all levels and functions of the organization

  • Good organizational skills and effective management skills to manage multiple parallel tasks, ability to set priorities

  • Performed successfully in a fast-paced, global, intellectually intense, service-oriented environment with people at all organizational levels

  • Proactive, creative, self-starter

  • Able to prioritize, able to tolerate ambiguity

  • Exercises judgment in handling confidential/sensitive information; trustworthy

    #LIhybrid


YOU'LL WORK WITH


You’ll sit in our Client Development Senior Manager Team, which is part of the NAMR Client Team. The CDSM team was formed over six years ago in order to provide more direct support to our CCOs/Account teams of our largest and most complex accounts. The team is currently made up of ~20 CDSMs and CD Operations Managers based all over the NAMR region. You’ll partner closely with our other NAMR Client Team members, including members of our Global Client Team. In addition, you’ll also collaborate with colleagues from across the organization, including Finance and PAs/ABMs.


ADDITIONAL INFORMATION


COMPENSATION INFORMATION:

Total compensation for this role includes base salary, annual discretionary performance bonus, contributions to BCG’s Profit Sharing and Retirement Fund (PSRF), and a market leading benefits package described below.

Some local governments in the United States require job postings to include a reasonable estimate of base compensation. We expect your total annualized compensation to be approximately the following:

  • In the states of California, Colorado and Washington the base salary is between $ 140,000- $ 171,000 (USD); placement within this range will vary based on experience and skill level

  • In other locations, competitive pay is commensurate with the role and geography

  • Annual discretionary performance bonus between 0-20%

  • 5% Profit Sharing Retirement Fund (PSRF) contribution, increasing to 10% after two years of service. Contributions are vested immediately and there is no waiting period

All of our plans provide best in class coverage:

  • Zero dollar ($0) health insurance premiums for BCG employees, spouses, and children

  • Low $10 (USD) copays for trips to the doctor, urgent care visits and prescriptions for generic drugs

  • Dental coverage, including up to $5,000 in orthodontia benefits

  • Vision insurance with coverage for both glasses and contact lenses annually

  • Reimbursement for gym memberships and other fitness activities

  • Fully vested Profit Sharing Retirement Fund contributions made annually, whether you contribute or not, plus the option for employees to make personal contributions to a 401(k) plan

  • Paid Parental Leave and other family benefits such as elective egg freezing, surrogacy, and adoption reimbursement

  • Generous paid time off including 12 holidays per year, an annual office closure between Christmas and New Years, and 15 vacation days per year (earned at 1.25 days per month)

  • Paid sick time on an as needed basis

*Employees, spouses, and children are covered at no cost. Employees share in the cost of domestic partner coverage.