Who We Are
The Center for Creative Leadership (CCL) is a top-ranked global provider of leadership development, training, and solutions servicing a global customer base. From team-builders and problem solvers to creative thinkers and transformational visionaries, our people are the drivers behind our business. At CCL, you’ll have an opportunity to contribute to our mission of building better leaders and a better world. You will feel challenged and inspired while collaborating with a global team of thought leaders, practitioners, researchers, and partners. We share a collective passion for contributing to our clients’ success, helping our teammates and colleagues grow and making a real difference in the lives of people around the globe.
General Summary:
The Strategic Client Director is a passionate and experienced consultative new business specialist that supports Markets Europe Sales strategy by engaging with new prospective clients across a myriad of industries, verticals, and company sizes to introduce the value of CCL’s solutions and enter new business partnerships. This role works in collaboration and partnership with Strategic Business Directors and Managers, Leadership Solutions Partners (designers and facilitators), Implementation Managers and other subject matter experts to meet clients’ business needs and advance CCL’s mission.
The Strategic Client Director is responsible for building a robust pipeline of new clients across our core lines of business and solutions through prospecting efforts, conducting initial discovery calls to qualify sales opportunities, updating our CRM with detailed information, and responding to RFP’s to drive profitable revenue growth.
Principal Duties & Responsibilities:
Prospecting:
- Balances hunting and closing sales activities to meet both pipeline generation and closed-won revenue targets via outbound calling, emailing, and social selling.
- Responsible for developing and implementing new client acquisition, outbound prospecting, and social selling tactics. Leverages marketing efforts, prospective client research, Outreach.io, LinkedIn Sales Navigator, and Sales Enablement resources to eagerly connect with clients.
- Consistently meets KPI (Key Performance Indicator) metrics for client outreach and account penetration as outlined by the Regional Sales Director for outbound prospecting & client engagement.
- Leverages relationship and insight with the client to assess client needs and determine desired learning outcomes. Links outcomes to CCL portfolio with consideration for the client’s readiness, training infrastructure and learning culture.
Pipeline development:
- Provides accurate forecasting for both pipeline and revenue targets.
- Proactively updates our CRM with information learned in the course of prospecting, cleaning data records where and when possible, and ensure that CRM information is accurate and up to date.
- Manages margin through utilizing established standard pricing for all products and solutions design and delivery, ensures client satisfaction and expectations are realized, negotiates solution and contracting scope, along with support of Implementation Partners, Contracts Specialists and Sales Leadership.
Account team leadership:
- Leads account teams including Leadership Solutions Partners, Implementation Managers, and other subject matter experts across the enterprise for pursuits of opportunities of new accounts and to deliver robust solutions that meet the client’s needs.
- Participates in sales community:
- Stays informed of market and industry trends, new sales strategies, and is proactive in developing their sales acumen.
- Stays informed of market and industry trends, new sales strategies, and is proactive in developing their sales acumen.
Additional responsibilities:
Specific Knowledge, Skills & Abilities Required:
- Remarkable prospecting and hunting skills.
- Effective interpersonal skills and the ability and desire to work with and credibly present at different levels of a prospect’s personnel, including senior executives in both formal, informal and virtual settings.
- Demonstrated ability to advance large-scale account opportunities, resulting in revenue generation.
- Demonstrated account team leadership ability (through successful supervisory experience, or accountability for generating positive results through others).
- Ability to gather and assimilate data quickly (through data sources and conversations), making connections that gives a client deeper insight and increases their readiness to purchase.
- Flexible, adaptable with clients, colleagues and organizational needs.
- Ability to work both independently and as part of a team.
- Excellent oral and written communication skills.
- Proven organizational and planning skills.
- Skilled in Windows PC environment, Microsoft, and CRM data management.
- Familiar with sales engagement and acceleration tools such as LinkedIn Sales Navigator and Outreach.io
Education and Experience:
- Bachelor’s Degree
- 6 to 10 years job related experience.
- Dedicated hunter with a strong acumen for prospecting, cold calling, and outbound sales messaging.
- Demonstrated experience in targeting and prospecting for new clients.
- Demonstrated experience in successfully managing clients throughout a consultative buying cycle.
- Demonstrated experience to consistently meet or exceed revenue targets through building a new a book of business.
Other Requirements/Experience:
- Willing to travel 25% as necessary
