Introduction
Sheffield Haworth is a global consultancy founded in 1993. We have a history of assisting our clients in realising their potential and delivering a competitive advantage in a fast-changing world. Our vision is to be a leading global consultancy in people and transformational change. Our services include executive search, on-demand and interim executives, strategic research and advisory, change consulting, and leadership advisory.
Clients benefit from deep industry insights, our wide-ranging networks and high standards of delivery from our global team. We work with private and public companies across financial services, professional and business services, high-growth technologies, and multinational corporates.
Since its inception in 1993, Sheffield Haworth has undergone significant growth and expansion. We now employ a team of 200 professionals in 15 financial centres throughout the Americas, Europe, Middle East, and Asia Pacific regions. We are proud to be an equal opportunity and disability-confident, committed employer.
The Role
Sheffield Haworth's Change Consulting practice offers change and transformation solutions to clients across Investment Banking, Wealth and Asset Management, Private Assets, Insurance, Retail Banking and FinTech. Our expert services cover digital technology and data, risk and resilience, regulation and compliance and organisational transformation. Our solutions are designed to provide a clear and strategic direction to ensure our clients achieve optimal future state.
We have a team of experienced professionals with extensive expertise and a deep understanding of client needs. Current and recent projects include regulatory change programmes, such as legal entity changes, FRTB, MiFID II, BCBS 239, post-merger integration, risk, data analytics, quant modelling, Digital Transformation, Cloud Transformation and Target Operating Model (TOM) and support for a global cross product systems implementation for front, middle and back office.
We are looking for a Client Director to support the continued growth of Change Consulting and manage the growth within a portfolio of clients as well as target new clients. Key responsibilities include:
- Business Development within existing and new clients across Financial Services.
- Both virtually and onsite drive strategic growth by actively communicating the value Change Consulting can offer clients and build internal relationships to open opportunities with clients that the wider Sheffield Haworth business engage with.
- Create a pro-active and strong sales pipeline cycle for engagement deployment within and beyond the immediate 6 months.
- Responsible for defining and maintaining strategic account plans for client portfolio, building organisational charts, identifying key stakeholders/buyers, SME on each client and aware of all key programmes for our sales opportunity.
- Develop relationships throughout all levels of client organisation with an emphasis on key decision makers and buyers to capitalise on business opportunities, including Procurement Management, to ensure that Change Consulting is positioned as a dominant service provider.
- Understand each client’s location strategy, support Change Consulting global expansion.
- Understand and manage client individual processes (e.g. SOW sign off), legislative requirements, governance.
- Effectively communicate portfolio pipeline on a weekly basis.
- Consistently deliver against growth targets established for your client portfolio and each individual client.
- Negotiate commercials with clients that ensure we are maintaining or increasing our profit margin as a team.
- Engage with our Partner Framework
- Lead on Bid and Proposals for your client portfolio
- Commercially make decisions to qualify in or out of opportunities.
- Facilitate the MSA negotiation process.
- Facilitate the SOW creation.
- Partner with the Consultant Delivery Team to mobilise the right teams of consultants to your engagements.
- Work closely with Delivery Management to ensure consistent service levels for client engagements.
- Working closely with Finance to ensure any queries regarding legal issues arising from a finance perspective.
- Create and develop market information, identify key trends and areas of focus.
Skills & Experience
- Background of Financial Services SOW/Consulting Sales, in Change and Transformation across either – Technology, Risk, Reg or Data
- Proven ability to develop business with a track record of a minimum of £600k SOW sales targets achieved
- Experience of multiple client portfolio management in Financial Services
- Experience in winning new client business and new MSA agreements
- Good commercial negotiation for, high margin, T&M and Fixed-Priced engagements
- Proven experience in a small business environment preferred, with a hands-on approach
- Strong organisation skills
- Proficient in PowerPoint presentation creation
- Experience of bid and proposal creation
- Team player and collaborative approach
Salary & Benefits
- Competitive salary offered dependent on experience
- Eligibility for Bonus Scheme
- 25 days leave allowance
- Private Health Insurance
- Life Insurance and Income Protection
- 5% Employer pension contribution
- Hybrid Working
Diversity, Equity, and Inclusion at Sheffield Haworth
Diversity, equity and inclusion are central to our ethos at Sheffield Haworth. We embrace varied perspectives and are committed to creating an environment where everyone feels valued and included. Our values of Trust, Humanity, Inclusion, and Excellence guide us in all that we do.
- Equal Opportunity: We are an equal opportunity and disability-confident employer, adhering to the Equality Act 2010. We welcome applicants of all backgrounds and characteristics.
- Inclusive Culture: Our culture values altruism and encourages professional growth within a supportive community.
- Support and Accommodations: We ensure reasonable accommodations for all individuals throughout the application process and employment.
For more on our commitment to diversity, equity, and inclusion, visit our DEI page.