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.
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.
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).