Manager of Client Development

RGP - Santa Clara, CA (30+ days ago)4.1

The Company

RGP is a professional services firm dedicated to providing people and perspectives to solve business challenges. As a provider of high-value, on-demand solutions aimed at our client’s most critical initiatives, we live and work within our clients' countries, cultures and languages, helping local business leaders and their global operating teams attain strategic objectives.

With experience across many disciplines including, finance and accounting, information management, human capital, supply chain management, legal and internal audit, we help companies address complex situations on the inside of business. Working alongside the client team, we solve problems, execute, and transfer knowledge. In other words, we help get the internal work done, while building the team's capability to change and operate in brand new ways.

RGP was founded in 1996 within a Big 4 firm and today we are a publicly-traded company (NASDAQ: RECN). Our 3,000+ professionals, from more than 70 practice offices, serve over 2,100 clients in 66 countries. RGP has been recognized on multiple occasions by Forbes as one of the 100 Most Trustworthy Companies. The Silicon Valley practice supports clients in the surrounding metro market and continues to set the standard in terms of high performance and client service. Please visit us at

The Position

Manager of Client Development

We are currently seeking a Manager of Client Development to work with one of our most strategic clients in the Silicon Valley. Joining an already high performing RGP Silicon Valley team, s/he will be instrumental in growing revenue through new business development, management and expansion of the existing client relationship, and oversight of consultant engagements. In keeping with our entrepreneurial culture, the Manager of Client Development will have an opportunity to build and own a client portfolio while working in partnership with the Silicon Valley team to achieve key business objectives. This person must demonstrate TIEL 2.0 – talent, integrity, enthusiasm, loyalty, accountability and focus - in their daily activities with internal and external customers.

This individual will be an astute business partner to the client, providing solutions to their most critical business initiatives. The Manger of Client Development will act as a partner to the market Talent team and drive revenue goals for the Strategic Client Program by actively participating in strategy and planning sessions, team building activities, and other practice initiatives.

The ideal candidate integrates seamlessly with the client team in order to drive successful execution and outcomes. S/he must establish credibility and trust with the client by gaining full understanding of the project scope, addressing concerns and challenges in a direct and respectful manner, maintaining effective and appropriate communication with the client and project team, and serving as a dependable leader of the daily operational aspects of all projects. The individual must comfortably play the role of liaison and partner to all project stakeholders, advancing deliverables and ultimately securing their role as “difference maker” on critical client initiatives.

The Manager of Client Development will be required to strategize and execute upon the following responsibilities:

Client Account Management & Sales Execution (85%)

Accountable for the sales activity and results for a defined portfolio of business (territory or assigned accounts) / Develops and implements tactical plans to achieve portfolio sales goals and objectives.

Conducts account planning and proactively seeks to bring innovative ideas and approaches to the account strategy / Owns and drives key strategic pursuits, leveraging the full range of RGP resources and enablers (including Technical Sales, Sales Support and National BD), as appropriate.

Develops and maintains effective relationships and communicates effectively with key client leaders and staff in order to drive account penetration and sales growth / continually develops new client business by pursuing account penetration with existing clients / Serves as the client’s expert on the RGP business model, risk management, client specific value-proposition and business impacts.

Monitors and coaches’ consultants and account team members on best practices in generating leads, identifying opportunities and leveraging available RGP resources to enhance account penetration.

Fosters cross-functional collaboration to deliver the best of RGP to clients and drive continuous improvement in the services and solutions RGP brings to the marketplace.

Identifies and manages delivery performance, project risk and new opportunities within assigned accounts in partnership with Talent Management and/or Delivery Management leads.

Responsible to execute and deliver against established KPIs and performance metrics.

Internal Business Planning & Management (15%)

Executes and supports account planning and forecasting activities, as appropriate, in support of enterprise and regional objectives.

Supports integration of enterprise and cross-functional initiatives across account portfolio, including account planning, forecasting and budgeting, and best practices.

Contributes to RGP continuous improvement through contribution to account-related case-studies, collateral and thought leadership and the identification of client and market trends relevant for future RGP opportunities and solutions.

Outcomes (Desired End Result)

Achievement of RGP revenue and profitability targets within portfolio accounts.

Trusted client business partner, with knowledge of client’s business, RGP value proposition, and ability to bring big/innovative ideas/insights to client (including outside of client’s industry when applicable).

Clear account vision, defined account plan, motivated account team to action, obstacles to performance removed, and increased velocity for the account’s sales activity.

Disciplined sales approach, by account, managed via rigorous metrics and performance objectives.

Competencies (How the Work Gets Accomplished)

Demonstrates TIEL 2.0 (Talent, Integrity, Enthusiasm, Loyalty, Accountability & Focus).

Creates a cohesive team environment in all situations.

Entrepreneurial and highly self-motivated, with willingness to be managed to a comprehensive set of performance metrics and quantitative measures.

Strategist, thought leader and trusted business partner to the Account/Client.

Executive presence with a strong ability to interact with senior/C-level leaders.

Excellent client service experience and acumen.

Excellent ability to build new business relationships as well generates new revenue within existing clients.

Excellent problem solving and negotiation abilities.

Ability to motivate and influence both internally and externally; demonstrates excitement and passion.

Manages stress and ambiguity.

Qualifications/Skill Requirements

3+ years’ experience. Professional services consulting experience preferred, (if neither, candidate should demonstrate strong client development or sales skills).

Proven business development experience with Fortune 500 or 1000 (global) type organizations.

Proven success in generating revenue and managing an account.

Experience selling professional services within large accounts preferred; strong capacity for networking and generating lasting business relationships.

Proven experience building an account -entrepreneurial spirit.

Excellent written and verbal communication skills; direct with feedback.

Sense of urgency surrounding creating and achieving goals.

RGP offers an attractive compensation and benefits package that includes: competitive salary, medical/dental, bonus incentive plan, 401(k), employee stock purchase plan, and stock options. The long-term success of this individual will only be limited by his/her performance. For this position, we do not offer relocation assistance. For more information please visit us on or check us out on or RGP is an Equal Employment Opportunity Employer. We encourage minorities, females, disabled persons and veterans to apply. RGP participates in the E-Verify Program.

RGP offers an attractive compensation and benefits package that includes: competitive salary, medical/dental, bonus incentive plan, 401(k), employee stock purchase plan, and stock options. The long-term success of this individual will only be limited by his/her performance. For this position, we do not offer relocation assistance.

For more information please visit us on or check us out on or

RGP is an Equal Employment Opportunity Employer and encourages applicants to apply regardless of race, color, religion, national origin, gender, pregnancy, sexual orientation, gender identity, age, physical or mental disability, genetic information or veteran status. RGP participates in the E-Verify Program.

Applicants have rights under Federal Employment Laws. If you are a qualified individual with a disability and need special assistance or an accommodation to use our website, please contact us by email at, or by phone at 877-261-4901 ext. 3.

For more information, please refer to the following links:
EEO is the Law Poster l E-Verify Poster l Spanish E-Verify Poster l Right to Work Poster l Spanish Right to Work Poster l Family and Medical Leave Act (FMLA) Poster l Employee Polygraph Protection Act (EPPA) Poster