Client Development Senior Managers (CDSMs) work at the intersection of business development, account management, marketing, and client engagement within BCG’s most strategic accounts. In this role, you will be embedded as a key member of a BCG account team in order to support the full range of activities required to support the client and the account team. You will serve as a thought partner and become the "chief of staff" to the lead Partner(s) on the account, including the Chief Coordinating Officer (CCO), or lead BCG relationship partner. CDSMs should be self-starters with outstanding organization and communication skills, who are excited about working in an entrepreneurial environment and who are adept at building relationships.
The objective of the Client Development Senior Manager role is to provide strategic support to Client Coordinating Officers (CCOs) and client account teams for our largest and most complex clients, supporting the account's business development priorities. You will become an expert on the client, acting as a Chief of Staff to the CCO, identifying client development and growth opportunities, and ensuring strong account performance. Examples of what you will do include driving the account planning process, managing the business pipeline, developing the account marketing strategy, overseeing pricing and contracting, and supporting financial and market analysis. In this role, you will also become an integrated team member of the client account team, coordinating strategic case team activities to ensure effective teaming across Partner teams, non-Partner teams, and supporting functions.
Leading and supporting the full cycle process of account planning:
Constructing a comprehensive client account plan in partnership with the account team to guide the team's activities and priorities. Ensuring that the day-to-day execution of the account plan, driving action behind the team ambitions through active project management
Developing and maintaining the client relationship map and ensure a robust engagement strategy for key relationships is in place, helping the account leadership drive the development of deep and personal client relationships
Managing the account marketing plan, including event invitation strategy and management and distribution of thought leadership
Serving as an expert client resource and maintaining robust client information and knowledge:
Maintaining baseline/background client information (proposal tracking, investor presentations, marketing information, investment history, client references, etc). Monitor client news, earnings/ analyst views, financial information and derive actionable insights
Tracking broader industry trends and changes to help the account leadership understand the broader market landscape
Identifying potential white space opportunities for the account and conduct quantitative analysis as needed
Attending and actively participating in internal practice areas and functional topic conferences to stay on top of relevant industry trends and BCG offerings, and be the account lead on bringing the best of BCG to the client
Creating and measuring value on the account:
Coordinating and managing feedback from clients, including analysis of surveys and senior leadership interviews
Examples can include managing a rate card negotiation, developing an account dashboard, or conducting post-case value measurement
Selectively engaging with the client directly, as appropriate, and at the discretion of the BCG account team.
10+ years of working in a professional services firm with experience in account management and client development; consulting background preferred
Bachelor’s degree required; Advanced degree/MBA preferred
Strong Excel and PowerPoint skills; strong computer literacy and facility with numbers
Comfortable communicating in direct client interactions
Strong verbal and written communication skills and entrepreneurial drive
Ability to work effectively with all levels and functions of the organization
Good organizational skills and effective management skills to manage multiple parallel tasks, ability to set priorities
Performed successfully in a fast-paced, global, intellectually intense, service-oriented environment with people at all organizational levels
Proactive, creative, self-starter
Able to prioritize, able to tolerate ambiguity
Exercises judgment in handling confidential/sensitive information; trustworthy
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You’ll sit in our Client Development Senior Manager Team, which is part of the NAMR Client Team. The CDSM team was formed over six years ago in order to provide more direct support to our CCOs/Account teams of our largest and most complex accounts. The team is currently made up of ~20 CDSMs and CD Operations Managers based all over the NAMR region. You’ll partner closely with our other NAMR Client Team members, including members of our Global Client Team. In addition, you’ll also collaborate with colleagues from across the organization, including Finance and PAs/ABMs.