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McKinsey Solutions – CPAT – Director of Client Development – New York

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Description


 Overview
McKinsey Solutions is seeking a Director of Client Development for CPAT, a financial analysis offering that makes strategic and valuation decisions fast, precise and fact based. This is an excellent opportunity to put your proven experience in client development and account management to work while collaborating with a team of highly entrepreneurial corporate finance professionals. 
Detailed Description
The Opportunity:
 McKinsey Solutions is seeking a Director of Client Development for CPAT, a financial analysis offering that makes strategic and valuation decisions fast, precise and fact based. This is an excellent opportunity to put your proven experience in client development and account management to work while collaborating with a team of highly entrepreneurial corporate finance professionals.
 One of MSO’s key drivers of success is its ability to market its solutions not only through existing McKinsey clients, but also directly to new potential clients. The Director of Client Development leads this initiative particularly in identifying and cultivating new clients for the Solution’s analytics platform.
 
Context:
 McKinsey & Company is a global management consulting firm that helps leading corporations and organizations make distinctive, lasting and substantial improvements in their performance. Over more than eight decades, the Firm’s primary objective has remained constant: to serve senior leaders as their most trusted external advisor on critical issues facing their organizations.  With ~9,000 consultants deployed from 106 locations in more than 60 countries, McKinsey advises companies, governments and non-profit organizations on a full spectrum of challenges and opportunities. McKinsey has extensive experience in 19 major industry sectors and 8 primary functional areas as well as in-depth expertise in high-priority areas for today’s leaders, such as growth, globalization and the new economy.
 
About CPAT:
CPAT is a distinctive Strategy and Corporate Finance digital capability, specializing in online and bespoke financial analyses. CPAT‘s offerings are delivered through an integrated IT platform anchored upon a database of 70,000 global companies and over 1,000 financial/operating KPIs spanning 60 years.

Responsibilities:
As a Director of Client Development, you will use your expertise at the intersection of finance and technology, your experience in project and account management, and a consultative selling approach to distribute our financial analytic services to enterprises in key sectors and continuously expand client user groups on a multi-year subscription model.
As part of the CPAT team, you will cooperate with international teams of colleagues and clients across industries to gain broader penetration of CPAT. Specific responsibilities include, but are not limited to:
 
1. Client Development
  • Developing and presenting proposals to clients, and managing the deal closure, together with relevant McKinsey leaders and the CPAT team
  • Building initial relationship with key clients
  • Developing internal network and reviewing on a regular basis client activities to identify opportunities
  • Crafting appropriate channel strategies, including the use of conferences and EDA solution partners, to broaden regional networks and build the solution’s brand and reputation
2. Client Relationship Management
  • Growing and retaining relationships with existing clients; building relationships by meeting with client executives to discuss their analytics needs and current business challenges, and review their usage of Solution tools
  • Conducting demos and presentations to educate prospective clients, problem solving on financial analysis and real time user cases
  • Be the point of contact for all contractual and billing matters for the client
  • Ensure overall client satisfaction and conduct regular performance reviews
  • Constantly identify and generate opportunities to expand CPAT usage at client
  • Lead contract extension and renewals process 
  • Assist in understanding client business needs, economic buyer criteria and political support
3.  Proposal Management
  • Meet client development needs, be the first point of contact for all client/CST proposal needs
  • Ensure Letters of Proposal (LOP) are at McKinsey standards, present LOPs to clients, and manage the deal closure, together with relevant McKinsey leaders and Solution team
  • Work in cooperation with CPAT product development and operational team to propose optimal solution to client
4. Thought Leadership & Collaboration
  • Influencing new products and offering development by representing the voice of the customer and, where appropriate, contributing to specific product development efforts (with deep understanding of product development processes and lifecycles)
  • Collaborating with marketing efforts such as client development materials and outreach
        To find out more information about the role and to apply, please click here

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