Client Relationship Executive - Sales Director at CohnReznick in Tysons Corner, Virginia

Job Description:

As CohnReznick grows, so do our career opportunities. As one of the nation's top Professional Services and Business Advisory firms, we foster teams in Advisory, Assurance, and Tax services that value innovation and collaboration in everything they do!


We currently have an exciting career opportunity for a Client Relationship Executive to join the National Sales Team and support leadership of our Sales team.


CohnReznick is a hybrid firm and most of our professionals are located within a commutable distance to one of our offices. This position is considered remote which means it does not require job duties be performed within proximity of a CohnReznick office location. However, as a remote employee, you may be required to be present at a CohnReznick office with scheduled notice for client work, team meetings, or trainings.



YOUR TEAM.



The Business Development Executive will be responsible for driving growth of the firm's sales team in middle-market to upper-market public and private companies.


The Business Development Executive is responsible for leading all aspects of the sales process, including systematic prospect targeting, development of opportunity-specific sales strategy, assessing prospects needs to identify the right solution to present them with, and selection of pursuit teams and "quarterbacking" the entire sales process. This individual will build and maintain strong sales pipelines and forecasts associated to substantiated opportunities, prepare and facilitate presentations/proposals, work with pursuit teams across the firm, close sales and finalize agreements with customers. The Business Development Executive will work closely with various firm industry and line of business leaders in co-leading growth efforts through direct prospecting, networking, attendance and participation with various industry and professional groups and networking associations.


This is a hybrid role of Sales Leadership and Strategic Account Development. We are looking for a candidate that has a proven track record in a professional service firm leading a team of sales professionals.



WHY COHNREZNICK?



At CohnReznick, we're united by a common mission to create opportunity, value, and trust for our clients, our people, and our communities. Whether it's working alongside your peers to solve a client challenge, or volunteering together at the local food bank, there are so many ways to find your "why" at the firm.


We believe it's important to balance work with everyday life - and make time for enjoyment and fun. We invest in a robust Total Rewards package that includes everything from generous PTO, a flexible work environment, expanded parental leave, extensive learning & development, and even paid time off for employees to volunteer.



YOUR ROLE.




Responsibilities include but not limited to:

• Driving sales performance:
  
  
  • Manage team of Client Relationship Executives (CREs) and Inside Sales team.
  
  
  • Meet with CREs weekly 1 on 1 to review Go-to-Market (GTM) efforts vs plan, pipeline and targeting.
    
    
    • Provide guidance and support on opportunities and targets.
    
    
    • Run sales reports and review with CREs.
    
    
    • Assist in developing targeting and COIs.
    
    
    • Monitor and measure engagement with Targets and COIs
    
    
    • Identify opportunities with industry leaders for CREs regarding trending topics, guidance, and industry themes.
    
    
    • Assist in designing Business Plans and selling strategies for CREs and their area of focus.
    
    
    
    
  
  
  • Meet monthly with Director of Sales Enablement & Chief Strategy and Growth Officer (CSGO) to go over CRE performance.
  
  
  • Meet monthly with Direct Reports for follow up CRE performance.
  
  
  
  


• Define the sales strategy together with the CSGO and direct reports (Office Managing Partners, Industry/Practice Leaders).


• Collaborate with industry and Service leaders to identify and execute strategic opportunities.


• Prioritize Tier 1 & 2 account focus and measurement, by industry across three points of execution: 1) defend existing business, 2) land new clients, and 3) expand service lines in existing accounts.


• Attend meetings with industry advisory leaders, marketing & CREs to understand key industry issues and advisory service offering alignment to industry.


• Understand CohnReznick brand promise, i.e. value proposition, within the marketplace (external and internal), and understand all firm service offerings and level of skill/volume.


• Understand vendor alliances and alliance relationship strength.


• Assist in sales onboarding and annual training.


• Assist in the interview process for all approved positions on the sales team.


• Work as a liaison between the CREs and marketing.


• Review expense reports and commission calculations.


• Review performance of outside lead generation agreements.


• Participate in business development courses led by Learning & Development and outside vendors.


• Proactively develop and lead sales opportunities through prospecting, qualifying, solutioning, and leveraging established relationships and targets:


• Sell into existing clients for optimization and future phase work - land and expand of existing client base.


• Proactively source and quarterback opportunities, working with our firm's leadership for scoping, onsite discovery, and project planning for SOWs.


• Manage the deal cycle to kickoff of implementation projects.


• External sourcing and qualifying of opportunities with prospects that are not currently served by the firm.


• Actively collaborate with Industry leaders, Practice leaders and partners and across teams internally to understand the firm's offerings and appropriate client profiles.


• Responsible for executing the sales plan and process, including coordination of all necessary internal and external resources to best position the firm to secure the business.


• Actively work networking contacts, professional affiliations, industry groups and related Centers of Influence.


• Support Partners, Principals, and Directors in cross-selling additional services to existing clients where appropriate.


• Work closely with local and national marketing resources to develop effective, targeted go-to-market plans for the industry teams they support.

YOUR EXPERIENCE.




The successful candidate will have:

• Candidate should have a minimum of 7 to 10 years of Business Development experience in a professional service firm leading a team of sales professionals.


• Demonstrated experience leading complex sales processes with multiple team members and decision makers (C-suite level - accounting and finance executives including CFO, CIO, CTO, CDO, VP of Finance, Head of FP&A)


• Ability to drive and participate in the proposal and Statement of Work creation process through the close of the deal


• Excellent influence and negotiation skills; strong executive presence and business acumen


• Experience leveraging a CRM tool for report generation and sales tracking


• Must be motivated and self-disciplined; must possess strong time management skills


• Exhibit exceptionally strong communication, presentation, analytical and organizational skills


• Bachelor's degree


• Travel is required (up to 50%; local and overnight when appropriate)

Studies have shown that we are less likely to apply to jobs unless we meet every single qualification. At CohnReznick, we are dedicated to building a diverse, equitable, and inclusive workplace, so if you're excited about this role but your experience doesn't align perfectly with every qualification in the job description, we still encourage you to apply. You may be just the right candidate for this or one of our other roles.


CohnReznick is an equal opportunity employer, committed to a diverse and inclusive team to drive business results and create a better future every day for our team members, clients, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, or protected veteran status and will not be discriminated against on the basis of disability. For more information, please see Equal Employment Opportunity Posters.


If you are an individual with a disability in need of assistance at any time during our recruitment process, please contact us at CRaccommodation@CohnReznick.com. Please note: This email address is reserved for individuals with disabilities in need of assistance and are not a means of inquiry about positions or application statuses.


CohnReznick does not accept unsolicited resumes from third-party recruiters unless such recruiters are currently engaged by CohnReznick Talent Acquisition Team by way of a written agreement to provide candidates for a specified opening. Any employment agency, person or entity that submits an unsolicited resume does so with the understanding that CohnReznick will have the right to hire that applicant at its discretion without any fee owed to the submitting employment agency, person or entity.


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