Job Post

Client Development Director

BCG Product Business Unit
53 State Street, Floor 7
Boston, MA 02109

Position Summary

We are seeking exceptional candidates with experience and passion to fill a Client Development Director position in BCG’s new product business. This global business unit is an integral part of BCG’s strategy to develop new digital client service offerings in order to deliver superior value and sustained impact. The unit has responsibilities for full-life cycle of BCG proprietary data and software assets, from initial business case to roadmap delivery, launch, and ongoing support operations. All of BCG’s product capabilities are housed within the business unit including product management, design, development, support and data analytics experts who work in deep collaboration with BCG practice areas, clients and consulting teams. This team of highly motivated and insightful colleagues will provide an opportunity to work in an entrepreneurial, start-up environment supported by an established leader in client service.
 
Candidates should possess an entrepreneurial drive and have demonstrated experience leading product sales efforts. This Client Development Director will work very closely with senior product business leaders and product sponsors to develop client account strategy and drive sales. Ideal candidates will have prior experience in leading commercial planning and sales for software organizations.

Job Responsibilities

Create & orchestrate overall client account strategy

  • Identify key business leaders and build and maintain long-term relationships with VP- and C-suite-level influencers and buyers; both including existing BCG clients and otherwise
  • Proactively pursue business development opportunities with prospective and existing BCG clients to meet renewal, new account and conversion goals
  • Work with BCG Partners/CCOs to identify potential opportunities and drive increased sales & product adoption
  • Drive revenue, increased adoption, and market share increases in the client account portfolio
  • Understand and articulate compelling value propositions around product(s) to accelerate customer adoption
  • Work with product leadership to support internal business development and as-needed efforts to "sell to" clients 

Execute product commercial agenda & drive sales

  • Contribute to development and execution of product commercial strategy and sales plans in a growth environment
  • Support the development and execution of product go-to-market initiatives
  • Pursue leads and actively convert them to drive meaningful product adoption and sales
  • Participate in negotiation and execution of key deals
  • Evangelize product internally and externally in the context of BCG events, virtual trainings, and client proposals
  • Drive strategic insight, in order to anticipate market changes to lead and ensure product relevance
  • Work closely with product topic and delivery experts to turn customer requirements into feasible, viable solutions
  • Collaborate with the Product Manager, Business Director, and Marketing to interpret customer and market feedback for continual product innovation and development

Basic Job Requirements

Education & Experience:

  • Bachelor’s degree, preferably in management, sales, engineering or technology-related fields, with high academic achievement required
  • Masters / MBA degree from a reputed college preferred
  • 7-10+ years of relevant experience; business development or sales for a consulting company highly desired
  • Demonstrable track record of meeting and exceeding sales targets
  • Pre-existing network or knowledge of the product’s focus area will be an added advantage
  • Proficiency with the English language; strong written and verbal communication in a business context
  • Travel >50% will be required

Key Competencies

  • Expertise in marketing and/or pricing
  • Brings depth of expertise and experience that contributes to the overall success of the product
  • Conversant with relevant technologies. Strong awareness of technology trends and their potential influence
  • Generates superior and sustainable results for product and clients; is committed to making change happen
  • Sales mindset with the ability to build and maintain credible and deep relationships with clients, Practice Area stakeholders and BCG Partners
  • Demonstrates credibility and self-assurance; displays "executive" presence
  • Ability to engage in C-level dialogue effectively to influence stakeholders and outcome of the product / project
  • Consultative and value driven approach to client relationships
  • Proven client business development and sales experience
  • Networks within client organization to understand agenda
  • Steers client and project team interaction; takes it to the next level
  • Outstanding written and oral communication skills; able to adapt communication style to multiple stakeholders and cultures
  • Inspirational leader who can motivate own team and non-direct reports for achieving sales goals
  • Ability to work independently or virtually, as well as in a team environment
  • Excellent interpersonal and teaming skills, able to work well with range of people

Company Information

The Boston Consulting Group (BCG) is a global management consulting firm and the world’s leading advisor on business strategy. We partner with clients from the private, public, and not-for-profit sectors in all regions to identify their highest-value opportunities, address their most critical challenges, and transform their enterprises. Our customized approach combines deep insight into the dynamics of companies and markets with close collaboration at all levels of the client organization. This ensures that our clients achieve sustainable competitive advantage, build more capable organizations, and secure lasting results. Founded in 1963, BCG is a private company with offices in more than 90 cities in 50 countries. For more information, please visit bcg.com.

Non-discrimination Statement

The Boston Consulting Group is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity / expression, national origin, disability, protected veteran status, or any other characteristic protected under federal, state or local law, where applicable, and those with criminal histories will be considered in a manner consistent with applicable state and local laws. In addition, as a federal government contractor, BCG maintains an affirmative action program which furthers its commitment and complies with recordkeeping and reporting requirements under certain federal civil rights laws and regulations.BCG is an E-Verify Employer.Click here for more information on E-Verify. VEVRAA Federal Contractor

Category: Customer Success
Full-time

See What It's Like To Work Here

The Boston Consulting Group (BCG) is a global management consulting firm and the world’s leading advisor on business strategy. We partner with clients from the private, public, and not-for-profit sectors in all regions to identify their highest value opportunities, address their most critical challenges, and transform their enterprises. BCG was founded in 1963 and is a privately owned firm with more than 14,000 employees across 85 offices in 48 countries. Integrity, respect for the individual, delivering value, and making an impact on society are just some of BCG's core values. BCG's commitment to both our clients' success and our own standards is what sets BCG apart as a world-class professional services organization. Join BCG - start your career at a company that is consistently ranked as the leader in its field, and is acknowledged as one of the best places to work. BCG has a number of flagship software products that support businesses worldwide by leveraging our core capabilities in areas such as design and development. These products provide critical insight that empowers our customers and teams to make key strategic decisions. The Product Business Unit has been an invaluable partner of the practice areas in this endeavor and has lead by example through evangelizing exceptional user experience design process, research, and methodologies. Together, we have designed, developed and deployed a number of custom software products with proven success in the field. It is critical that the user experience and design of our flagship products are intuitive and engaging, and sit alongside each other in a world class ecosystem of products and tools.We partner with BCG's practice areas – across a wide range of capabilities and industries – in order to transform the firm's unique IP into professional, scalable software and data products and support our clients' service efforts.

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