Job Description
Job Summary:
The Managing Director Training Solutions, is responsible for planning, managing, executing and leading our go-to-market strategy related to Management Consulting (MC) training services and solutions. In this role, the Managing Director leads the development of training solutions and coordinates all sales and delivery activities in the marketplace in partnership with BDs, Market Leaders, and other MC leaders.
In this role, the Managing Director is charged with managing our pursuit, close, and service delivery activities, including managing teams of professionals through all potential project stages of diagnostic, planning, content design, and training solution delivery The Managing Director is responsible for ensuring exceptional client service and high-quality development and delivery of training solutions. Additional responsibilities include managing all aspects of practice administration including time entry, client contract administration, billings, collections, and adjustments to engagement realization when needed.
The Managing Director is also responsible for developing new business with existing clients and prospects of the Firm, including the identification of target companies. The Managing Director is responsible for managing all aspects of client pursuits and advice to the practice leadership, professional development, thought leadership and business development including all phases of the client proposal process. The MC Managing Director also spends a significant amount of time marketing and networking for new business, including identifying, pursuing, and leading new business proposals. In addition, the Managing Director works with Segment and Practice Leaders to build and expand services related to core market offerings of the practice.
Job Duties:
Business Development:
Collaborates with Partners and Managing Directors in identifying, pursuing, and winning new business opportunities
Leads BDO pitch team for training solutions opportunities
Collaborates with pitch team in responding to new business inquiries
Cross-sells other BDO services (forensics, corporate finance, valuation, tax, due diligence, litigation, assurance, etc.)
Assists with the expansion of Management Consulting service offerings
Identifies new business opportunities to expand MC practice, and communicates such opportunities to peers and practice leadership
Works closely with practice leadership to manage marketing and business development activities within practice
Oversees development of draft proposals and reports, and completes research, when needed
Develops thought leadership for MC practice by developing whitepapers and presentations on topics relevant to clients and the profession
Works closely with MC leadership to refresh marketing materials and website content, when needed
Collaborates with MC leaders, as well as other practice leaders, to service clients and expand BDO's presence in the marketplace to bring the best solutions to our clients and prospects
Engagement Project Leadership:
Drives professional, exceptional, high quality client service
Oversees, guides, and mentors managers and staff on professional client service delivery excellence
Takes lead role in preparing and executing BDO engagement strategy as project leader in consultation with engagement partner/managing director
Serves as a high-level contact for clients regarding all questions and information, including progress, challenges encountered, and issues identified
Ensures the development of efficient and effective project plans and project controls
Evaluates and recommends alternative courses of action and potential solutions to achieve best result for client
Ensures client service team appropriately analyzes client's performance through financial results, KPIs, and market growth
Ensures the client service team provides exceptional client service, and develops advanced level deliverables and/or solutions to client issues and opportunities
Oversees and drives value-based diagnostic and analysis of performance improvement opportunities
Reviews and approves engagement budgets, and identifies opportunities to improve engagement efficiencies, where possible
Ensures the preparation of periodic and timely billings, and timely adjustments to engagement realization, as needed
Directs multiple client engagements and underlying economics to ensure engagement metrics are achieved
Identifies and informs managers and staff to utilize all available research aids (as practical), including databases and trade publications, to develop understanding of client's industry
Identifies, grows, and maintains strategic relationships with client personnel, including members of client management
Prepares formal and informal presentations for client meetings for status and reporting purposes
Fosters a positive demeanor, learning attitude and client service mentality with managers, seniors, and staff
Client Management:
Acts as a high-level contact for clients regarding all questions and information, including progress, challenges encountered, and issues identified
Practice Development:
Develops training content, learner tools and job aides, and supporting materials
Develops "thought leadership" and "white paper" documents
Participates in public speaking events
Publishes documents in industry periodicals
People Development:
Leads staff recruitment and retention activities
Leads the sourcing of independent contractors and alliance partners to supplement and support the BDO team capabilities
Mentors staff and contractors
Provides leadership and support for delivery teams and staff in local offices
Other duties as required
Supervisory Responsibilities:
Supervises workload of MC Managers, as well as Senior Associates and Associates (when necessary) on assigned engagements and reviews work product
Ensures MC Managers, Senior Associates, and Associates are trained on all relevant training content, software, practice tools and processes
Evaluates the performance of MC Managers, Senior Associates, and Associates, and assists in the development of goals and objectives to enhance professional development
Delivers periodic performance feedback, and completes performance evaluations for MC Senior Associates and Associates in accordance with Firm guidance
Acts as mentor to MC Managers, Senior Associates, and Associates, as appropriate
Acts as a leader, and projects a professional, positive attitude toward client and firm personnel
Qualifications, Knowledge, Skills, and Abilities:
Education:
Bachelor's degree in Business, Communication, Finance, Accounting, Economics, Management Information Systems, required
Master's degree in Business Administration, preferred
Experience:
Twenty (20) or more years of experience in training design or training delivery, required
Experience in C- Level client sales, marketing and successfully managing multiple client pursuits and proposal efforts, required
Strong experience designing and leading training solutions deployments across mid-market and enterprise clients, required
Software:
Proficient in Microsoft Office Suite, required
Knowledge of project management tools, preferred
Knowledge of learning and development solutions, including Articulate and MatrixLMS, preferred
Other Knowledge, Skills & Abilities:
Ability to sell at C-Level with both private and public companies from $25MM to over $5B in sales
Strong leadership skills, and willingness to mentor staff
Strong verbal and written communication skills, including presentation and proposal skills
Strong problem solving and troubleshooting skills, with ability to exercise mature judgment
Ability to thoughtfully and positively influence, negotiate, and manage change
Ability to develop and maintain a diverse network of referral sources
Ability to work in a deadline-driven environment, and handle multiple projects simultaneously
Ability to effectively manage a team of consulting professionals and delegate work assignments
Ability to encourage a team environment, and contribute to the professional development of assigned personnel
Ability to act as primary contact, and provide an executive presence on assigned engagements
Ability to successfully interact, develop, and maintain relationships with professionals at all levels, both internal and external
Ability to travel extensively
Individual salaries that are offered to a candidate are determined after consideration of numerous factors including but not limited to the candidate's qualifications, experience, skills, and geography.
Colorado Range: $115,000 - $200,000
All qualified applicants will receive consideration for employment without regard to race, age, color, religion, sex, national origin, disability, protected veteran status, or any other classification protected by law.
