Account Director

Account Director

Pinsent Masons
London
Job Type:
Permanent
 
Closing Date:
09/03/22
Company Profile:

About the Business

Brook Graham is a Diversity and Inclusion consultancy specialising in the strategic management of D&I in global companies. Established in 2004, the business was acquired by global law firm, Pinsent Masons, in 2018. Pinsent Masons is widely recognised as a leader in D&I, with multiple D&I award wins, and is the leading law firm on the Stonewall Workplace Equality Index.

Together, Pinsent Masons and Brook Graham can offer more holistic solutions for creating diverse and inclusive workplaces, in ways which are commercially and legally sustainable.

Context for the role

The Brook Graham business benefits from a strong client base (Including businesses, an excellent pipeline of future work, and ongoing potential for client referrals from within the wider firm. Backed by Pinsent Masons, Brook Graham has ambitious plans and growing the team with additional consultants, sales & marketing and operational capability is key to achieving the growth objectives. 

The Account Director role is a leadership role of strategic importance to the future success of the
business. The purpose is to grow revenue/profitability across the existing portfolio of clients and within
assigned sectors.

Managing Client Accounts 

  • Manage and develop relationships on key client accounts, acting as a trusted advisor to the client. 
  • Lead and execute account development strategies. Identify opportunities to enhance the business’s positioning and to introduce new services and team members to the client as appropriate. 
  • Ensure the successful delivery of solutions and services for clients and build visibility of the impact of the solutions (i.e. ROI measurement). Manage and measure client profitability on engagements. 
  • Build effective relationships with the consulting team (permanent employees and Associates) to ensure quality of assignment delivery and best utilisation of the team’s skills and capability. Provide oversight and guidance to the team in developing and maintaining relationships with appropriate client stakeholders. 
  • Deliver implementation planning workshops with senior stakeholders at the outset of transformation programmes (personal utilisation of minimum 15 days per year). 

Developing Business 

  • Contribute to the acquisition of new clients through research, prospecting and networking activity. Qualify opportunities and work with the consulting team and Business Development Manager through the BD process (pitch, proposal etc) in order to close the sale. 
  • Work in collaboration with Pinsent Masons colleagues to build a sector led BD strategy and develop sector insight. Identify opportunities to sell to new and existing clients within the sector. 
  • Keep abreast of D&I topics and industry developments. Work with the BD and Marketing functions to identify opportunities for relevant campaigns/events. 
  • Develop the personal capability to sell all D&I propositions. Additionally, collaborate with the consulting team to develop new services for clients. 
  • Build awareness of the brand through marketing and networking activity. Act as an external and internal brand ambassador for Brook Graham. 
  • Contribute to implementing and applying rigorous internal sales processes, to include account planning, sales reporting and pipeline management, and updating the CRM system. 

Building and Leading the Business 

  • Lead or support internal projects to develop the structure, process and capability of the business. 
  • Contribute to influencing and developing the team culture as the business grows, in line with the core values and beliefs of the firm. 
  • Directly manage a team of consultants; hold them to account to achieve utilisation and revenue targets and provide development plans and ongoing performance management. 
  • Work with the Client Services Manager/Leading Consultant to agree the allocation of resource to projects. Identify any resource/expertise gaps in permanent/associate resource that need to be addressed. 

Requirements
Experience 

  • Demonstrable track record of account management and new business development success within a consulting or professional services firm. 
  • Specialism in managing Diversity and Inclusion programmes or other HR/Leadership consulting services. This will be combined with the desire to continually build capability and extend own understanding of the topic. 
  • Experienced in applying structure to the sales process, including use of a CRM (Salesforce ideally). 
  • People management, with experience of managing client-facing delivery teams. 

Location
London office based, with flexibility to work from home. There is a requirement to work away from home on client sites during the week as required. 

Closing Date:
09/03/22
Job Id:
375