Client Relationship Executive

Grant Thornton is seeking a Client Relationship Executive (Director) to join the team in Arlington, VA.

The Client Relationship Executive (CRE) initiates, qualifies (ensures the prospect fits with the firm’s strategic direction), and develops new business with target organizations to meet or exceed pre-agreed-upon sales goals. As a relationship-oriented sales executive, this position is responsible for generating new business opportunities for Grant Thornton across all service lines within a specific geographic market and designated industry verticals. The CRE, working under the direction of a regional sales leader, focuses on a defined list of assigned targets and a select number of existing accounts where there is significant potential for additional revenue expansion. Additionally, the CRE works closely with local office leadership to align pursuit efforts to target account lists and market priorities/initiatives.

Your day-to-day may include:

• Originate new sales opportunities by consistently and systematically initiating sales calls and contacts; pursue prospects to secure meetings and win referrals.
• Meet sales production targets and goals with minimal oversight and direction.
• Project executive presence; build effective and collaborative relationships with senior Partners and C-Suite executives.
• Identify key decision makers at client and prospect organizations at the C-Suite and Board levels.
• Possess the ability to have enterprise-level conversations in areas such as Growth, Risk, Profitability & Performance Management.
• Identify winning strategies by understanding the client’s needs; coach Grant Thornton teams through the pursuit life cycle.
• Participate in Grant Thornton services sales presentations and conduct face-to-face meetings with prospects.
• Execute account strategy and plan that best leverages Grant Thornton’s resources to meet the prospect’s business needs and issues.
• Participate in trade organizations and informal networks to develop, build, and sustain robust professional relationships.
• In partnership with marketing, execute events and other outreach campaigns to identify and engage targets and build the Grant Thornton brand in the marketplace.
• Work with local office service line leaders to maximize cross-selling opportunities.
• Negotiate and participate in pricing strategy to make Grant Thornton competitive.
• Regularly (daily) and consistently use CRM system to ensure that data reporting, customer information, and sales activity/pipeline are up to date.

You have the following technical skills or qualifications:

• Bachelor’s degree; advanced degree/MBA is a plus.
• Ability to immediately leverage existing network of Boards of Directors, C-Suite Officers, and private investors.
• Over 5+ years of business development/sales experience in professional services and/or complex solution selling environments selling at the Board of Directors and C-Suite level.
• Experience selling into Services or Technology industries preferred.
• Proven record of driving targeting efforts, building relationships, and influencing buying decisions.
• A fundamental understanding of Accounting concepts is required; prior experience in an Accounting or Finance role is a plus.
• Strong proficiency in assigned industry vertical.
• Impeccable written and verbal communication skills.
• Broad-based knowledge of Grant Thornton’s offerings, services, and applicability to business triggers.