Director - Northeast Business Development Leader

Description

Comprising the states of New York, New Jersey, Connecticut, Massachusetts, Vermont, New Hampshire and Maine, and with significant business hubs in the Tristate Area and Boston, the Northeast US Geomarket is a critical growth market for Control Risks.

Based out of our New York City office in the heart of Manhattan, the Geomarket Leader for the US Northeast market is responsible for helping Control Risks create and deliver on its market growth strategy by personally originating business and supporting, coordinating, driving and enabling business development and marketing activity across our professional practice areas. This is a crucial senior business development role for the company.

The Northeast Geomarket leader serves as a key advisor to senior stakeholders on regional initiatives and develops and implements local market-facing activity. The successful candidate will facilitate engagement of Control Risks experts with clients and prospects and will serve as an Account Executive on some of Control Risks’ largest and most profitable regional accounts.

This is an exciting role for a talented and dynamic risk industry professional with a passion for being client-facing and a strong desire to bring together innovative client solutions from an extensive, world-class suite of services.

The Geomarket Leader will:

• Collaborate with and leverage the Sales Operations Team to lead business development activity across the Geomarket. Support internal leadership to engage with clients across the Geomarket
• Act as CRM and Sales Navigator super-user and advocate. Demonstrate leadership in connection with our sales data.
• Engage in carefully focused entrepreneurial activity to develop new business opportunities for Control Risks in the market.
• Act as an account executive for clients in the Geomarket and individually originate sales.
• Facilitate seamless and efficient transactions to support client requests globally. Act as a commercial project manager for international projects, if needed.
• Maintain oversight of our success in developing relationships with investor buyers, corporate legal buyers and key law firms in New York and Boston.
• Ensure outbound sales (to Control Risks worldwide) meet the financial targets for the Geomarket.
• Work across departments and with colleagues of all seniorities inside and outside of the Americas to develop and execute a growth plan for the Northeast market, with a particular focus on the client hubs of the NY tri-state area and Boston.
• Support the head of M&P for the US/Canada as required to implement strategic growth plans with a particular focus on the NY tri-state area.
• Lead as a brand ambassador, exhibiting an ability to articulate value proposition and key differentiators across all of Control Risks’ service lines.
• Work with stakeholders to prioritize and ensure appropriate management of accounts and client targets in the Northeast.
• Coordinate the local delivery of other key growth market/sector and buyer sales initiatives as necessary.
• Collaborate with Marketing and service line teams to drive and support new global product and service line launches in the Northeast Geomarket. Ensure that regional and global marketing activities are leveraged in the Geomarket, including the annual RiskMap campaign. Manage local marketing initiatives and events.
• Be a standard-bearer for One Firm/One Vision behaviors, supporting the roll-out of business development training in the region, assisting the service lines in developing their seller servicer talent and actively looking for ways to bring more junior seller-servicer talent into the market through events, appropriate client meetings, sales initiatives etc.
• Lead M&P’s contribution to margin enhancement in the Northeast Geomarket.
• Coordinate with external partners (e.g., Everbridge, International SOS, Hiscox, GAN Integrity) to leverage mutual opportunities in the market. Seize opportunities to on-board new clients and connect them with the appropriate contacts within Control Risks.
• Closely support the roll-out and growth of the Security Buyers sales strategy, liaising with the Security Buyers sales leader and personally taking on priority growth security accounts.
• Functionally manage the NY Account Success Associates. The team will support the Geomarket Leader in the creation and maintenance of client account plans and prioritizing local client engagement and activity, helping drive a “no client goes unattended” approach.
• Visibly promote a profitable and vibrant business mix across consulting, products and security services.
• Coordinate and manage effective client engagement across the market and ensure alignment with Geomarket-specific account plans.
• Support the growth of Seerist, Control Risks Membership, VANTAGE and other products, regularly driving new opportunities to the relevant teams.
• Facilitate engagement of our experts with high-potential buyers in the Northeast Geomarket.

Requirements

Knowledge and Experience:

• Outstanding communications skills.
• Demonstrable success as an individual business developer/account manager, ideally in a Professional Services Firm (PSF) context.
• Drive, energy and personality to galvanize activity in the market.
• Thorough knowledge of professional services business processes and systems (CRM, Microsoft Dynamics, etc.) built up over 7-12 years of experience working in the professional services or services sector. Excellent knowledge of account management principles and significant experience with client-facing coordination and communications.
• Self-motivated with a passion to see Control Risks achieve significant growth in the Northeast Geomarket.
• Relevant subject matter expertise in business risk desired
• Proven ability to lead and influence across a wide range of internal and client stakeholders.

Qualifications and Specialist Skills:

• Masters-level degree in relevant discipline
• Proficient user of Microsoft business tools (CRM, Dynamics, MS Word, etc.)

All employees are expected to display behaviors reflective of our company values: Integrity and Ethics, Collaboration and Teamwork, Commitment to People and Professionalism and Excellence.

The base salary range for this position in New York City is $165,000-$170,000 per year. Exact compensation offered may vary depending on job-related knowledge, skills, and experience. This information is provided per the NYC Wage Transparency Law.

Benefits

• We operate a discretionary global bonus scheme that incentivises, and rewards individuals based on company and individual performance.
• Control Risks offers a competitively positioned compensation and benefits package that is transparent and summarised in the full job offer.
• Control Risks supports hybrid working arrangements, wherever possible, that emphasise the value of in-person time together - in the office and with our clients - while continuing to support flexible and remote working.