Head of Client Strategy

Head of Client Strategy

Requirements

• Minimum of 15 years’ working experience; management experience a plus
• Previous experience in business development, client development, marketing or other comparable combination of education, training and experience
• Proven success at influencing and training staff in developing high net worth client management skills
• Ability to interact professionally and confidently with senior management and business getters
• Effective at supporting change management; highly organized; and comfortable managing large amounts of evolving data
• Strong financial and analytical skills. Familiarity with utilizing statistics in a business setting.
• Strong customer focus and organizational skills with the ability to manage multiple projects under deadline constraints
• Self-starter, motivated, organized and confident
• Ability to articulate with strong presentation skills, excellent written communication abilities and contribute to executive-level discourse
• Advanced proficiency in Microsoft Excel and PowerPoint
• Travel, both domestically and internationally, will be expected

Responsibilities

• Create and implement agreed-upon strategies for: RM coverage, metrics and incentives, Cross-selling, Improved CRM functionality and Business Intelligence
• Recruit, train, manage and mentor the Client Strategy team in the Americas
• Create and implement the strategy for top global transacting clients in partnership with the Global Client Strategy team to maximize cross-selling opportunities
• Work with Marketing and Product and Technology teams to create programmatic selling approaches and improved client communication
• Create and implement strategies to improve the RMs’ long-term client management skills in order to build a pipeline of business-winning opportunities
• Develop presentations for the Co-Heads of Global Business Development and Executive leadership
• Work on multiple projects with cross-functional teams across the business and regions, including Product & Technology, Client Canvas, Business Intelligence, Data Management, EOS, and Marketing, to ensure strategic alignment of goals and initiative
• Collaborate with Fiduciary Client Group, Valuations and Collection Sales Management leadership to identify strategies to expand and optimize those key sourcing pipelines
• Use available resources including media, Wealth-X, and Sotheby’s CRM to identify client opportunities
• Project manage and structure regular and systematic reviews of Collector/Rich lists and other media to ensure the accuracy of Sotheby’s existing client data and identify potential new clients
• Provide key insights and information on clients attending Sotheby’s high-level events, including strategic opportunities and key collection data
• Liaise with Client Strategists in Asia and Europe to align efforts and strategy globally
• Maintenance of long-term project pipelines and large data sets, aligning and partnering with regional teams for systematic global tracking and reporting
• Creation of team meeting briefs, family trees and high-level presentations in order to provide an overview of key families/clients
• Continued follow through on key action points from meetings
• Work closely with marketing on long term cultivation initiatives

Preferred Qualifications

• Management experience a plus
• Ability to support change management