PRIMARY DUTIES AND RESPONSIBILITIES

Project Management and Client Relationship Management

  • Assess and advise on the design and administration of executive and employee compensation programs to achieve business goals and effectively manage the workforce.
  • Oversee the analysis of executive and employee total compensation programs, including the evaluation of findings and development of recommendations.
  • Evaluate and design incentive plans or alternative reward systems; identify opportunities to improve alignment and strengthen plan design.
  • Provide day-to-day management of client relationships, including large, complex client relationships requiring highly-seasoned technical expertise and relationship skills:
    • Be independently responsible for collaborating in the development and design of complex project management plans.
    • Interact regularly with clients and assist as a client advisor, including attending project meetings, building and maintaining client relationships, and being proactive in anticipating client needs and questions.
    • Make appropriate modifications and approve final comprehensive, timely, and successful project work plans and sequential steps to address client issues.
    • Develop strategic plan designs and implementation strategies that address clients’ needs and provide creative solutions.
    • Oversee execution and delivery of projects that meet or exceed client expectations.
  • Accurately assess client needs and expectations and effectively leverage firm-wide resources and subject matter expertise to maximize client satisfaction.
  • Develop and maintain strong client retention and high client satisfaction levels.
  • Manage and mentor Client Delivery Team (CDT) assigned to project.
  • Review budget with CDT leader, monitoring staff hours versus budget and approving client invoicing.
  • Lead efforts to ensure that client work is performed consistently according to SullivanCotter’s standards, adhering to the firm’s quality assurance policies and procedures.
  • Contribute to the development or quality review of firm-designated tools, processes, and methodologies to ensure greater efficiency, higher productivity, and greater project quality.

Strategic Marketing, Business Development, and Sales

  • Generate client consulting opportunities by identifying appropriate business targets, engaging in those opportunities, executing a strategic sales process, and managing the prospect intake procedure.
  • Expand current client services by introducing other SullivanCotter service offerings to grow client revenue and identify prospective project opportunities.
  • Partner with growth team leaders to develop strategies for generating new revenue and expanding the target market client portfolio.
  • Participate in and contribute to successful marketing and prospecting activities with SullivanCotter target prospects.
  • Develop and maintain client and prospect pipelines to ensure ongoing projects for full staff resource utilization.
  • Provide thought leadership for the strategic development of consulting service offerings that address trends in the not-for-profit sector and compensation consulting industry.
  • Develop third-party professional relationship contacts (e.g., law firms, other consultancies, benefits administrators or trustees, etc.) and become active in local and industry-related networks to drive business growth opportunities.
  • Define gaps in consulting talent to support practice and client delivery and the skills and experiences needed to close the gap.

Leadership

  • Model behaviors for building and fostering a collaborative work environment that improves associate engagement and attracts and retains valued contributors.
  • Foster collaboration at all levels across the organization and encourage staff to draw upon each other and work together within and across practice areas and project teams.
  • Influence colleagues at all levels by understanding and adhering to SullivanCotter standards, procedures, and approaches.
  • Demonstrate a strong market and industry reputation and network of professional contacts that support building a pipeline of new clients and potential recruits for SullivanCotter.

EDUCATION AND EXPERIENCE REQUIREMENTS

  • Master’s degree in a business-related field or equivalent combination of education and experience.
  • Minimum of ten (10) years’ experience in a human resources (HR) consulting firm or ten (10) years of not-for-profit or related corporate experience at the middle to senior management level.
  • Seven (7) plus years of experience in selling management, business, or HR consulting projects. Experience in selling consulting solutions to the not-for-profit sector is a plus.
  • Demonstrated industry expertise keeping abreast of research, new regulatory developments, techniques, and innovations.
  • Ability to establish new client relationships through cold calling, networking, and prospecting techniques via research-based tools.
  • Experience and knowledge of leveraging social media as a platform for personal and corporate brand building is a plus.
  • Ability to translate complex, technical concepts into easy to understand language.
  • Solid technical knowledge and experience working with Excel, Word, and PowerPoint.
  • Role model problem-solving and critical-thinking skills and the ability to:
    • Breakdown complex client issues into manageable parts for systematic application of tailored service offerings that collectively address the larger issue.
    • Demonstrate the ability to effectively recognize links between complex industry pressures, client business influences, and regulatory environmental factors when developing strategic solutions to complex problems.
    • Elicit and integrate individual client issues into the context of their total compensation strategy to determine appropriate solutions.
    • Demonstrate the ability to successfully assess client risks, benefits, and parallel solutions and effectively weigh the costs, benefits, and risks for success in making decisions.
  • Excellent interpersonal, coaching, writing, oral, and presentation skills are required, including the ability to:
    • Foster an open and effective channel of communication with clients and across teams that facilitate rapid problem resolution and satisfaction.
    • Demonstrate a strong command of business language and industry terminology; effectively review and guide the communication skills and abilities of more junior staff and speak with and influence C-level executives and senior management members.
    • Serve as a role model in everyday communication and provide constructive feedback that helps other associates develop personal skills and effectiveness.
    • Serve as a role model in presenting effective and best-in-class client proposals, reports, and presentations that engage the audience and result in successful projects and new clients.
    • Effectively respond to matters by drawing upon industry knowledge, subject-matter expertise, client research, and skills and experiences to effectively manage audience inquiries.
  • Excellent project management and organizational skills and ability to manage and execute tasks in a high-pressure environment.
  • Strong attention to detail.

BEHAVIORAL ATTRIBUTES

  • Self-starter with demonstrated ability to successfully manage and direct complex project deliverables in a very driven and changing organization.
  • Proven ability to develop and maintain longstanding relationships with clients.
  • Ability to work effectively with ambiguity.
  • Flexibility, adaptability, and the ability to work under tight deadlines and changing needs.
  • Ability to lead a group and exhibit successful and positive role model behaviors.
  • Ability to, and interest in, developing junior staff.
  • Intellectual curiosity, seeking opportunities to develop new skills..

Applicants for employment must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States (i.e. H1-B visa, F-1 visa (OPT), TN visa or any other non-immigrant status).

Qualified applicants will be afforded equal employment opportunities without discrimination because of race, creed, color, national origin, sex, age, disability or marital status.

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