GLG’s is looking for a leader to manage the Information Services segment and push the business to new heights. This is a key leadership position on GLG’s Corporate team that plays a vital part in GLG’s relationships with leading companies that collect, structure, analyze, and distribute specialized data, analytics, and workflow tools that professionals rely on to make decisions.
The Director engages and manages new and existing client relationships, helping them fully realize the value of GLG’s platform and services. They will have responsibility for the development and execution of the growth strategy, in conjunction with a team of Client Solutions and Research professionals. At GLG, you will have both the opportunity to progress quickly and work in a fast-paced and innovative environment.
Revenue Growth
- Own and manage the Information Services segment
- Oversee and execute renewals to maximize revenue, to include upgrading commercial terms, improving pricing and positioning GLG to win additional opportunities
- Help identify target prospects in priority markets and drive outreach strategy to develop the sales pipeline in existing and new accounts
- In partnership with Client Solutions Leadership, create an annual strategic plan inclusive of end market size and trends, competitive landscape, new logos targets, and revenue goals
- Develop supporting pitch materials and communicate with prospective clients via email, phone & in-person
- Maintain a detailed understanding of client buyers and user personas (e.g., goals, needs, pain points, servicing expectations / delighters) and partner with Client Solutions teams to enact client specific strategies in line with business need and opportunities.
- Develop close partnership with key partners across GLG (Operations, Marketing, Product, Events, etc.) to effectively drive territory strategy.
- Identification and execution of key targets on a week-to-week/month-to-month basis.
Forecasting Visibility / Accountability
- Strategically manage books of business, CS-BD alignment to optimize top-line revenue growth and performance of overall segment
- Hold weekly business reviews with Client Solutions and Research professionals for oversight and mitigation of push risk
- Pricing Integrity – partner closely with Deal Desk to ensure integrity and alignment around deals brought to market
An ideal candidate will have the following professional experience:
- 6+ experience managing end-to-end sales cycles. Ideally selling to companies that sell products and services related to Financial Market Data & Analytics, Risk & Compliance, Legal & Regulatory, Scientific & Technical Information
- Consultative sales approach, understanding client needs and framing complementary solutions
- A record of successfully territory mapping, driving business and/or client revenue growth, and selling research or software products/services
- Experience collaborating with various stakeholders in a high-volume, deadline-driven, process-oriented, client-servicing environment
- Superior communication, problem solving, and interpersonal skills
- Proven track record for meeting and exceeding business and commercial targets
Talent
1. Talent management – set and monitor clear KPIs across all levels of BD team
- Ensure performance metrics are regularly available to all members of team.
- Set cadence for individual and manager meetings to ensure open feedback loop.
2. Talent development – align with HR and Functional leaders on training/development goals for the team to enable delivery of strategic plan/priorities
- Continue to develop Account Managers on becoming stronger commercial professionals, potential future leaders and P&L managers to larger book of business.
- Career progression – identify and present opportunities for Business Development professionals to progress, act as champion for the Corporate team across other BUs to matriculate team members to best opportunities.
3. Talent pipeline – Head of Sales is responsible for actively managing the talent pipeline
An ideal candidate will have the following leadership and personal attributes:
- Intellectually curious
- Ability to work in fast-paced, high volume environment
- Hungry, Humble and Smart
- Builds a team environment based on trust to drive commitment and accountability
- Hands-on, and leads by example
- Relentless optimism about reaching the vision
What We Offer:
Benefits: All U.S. GLGers also have access to benefits such as:
- Comprehensive medical, dental and vision coverage effective on your first day of employment
- Flexible paid time off. No pre-determined limits on vacation time, plus 10 company holidays
- 401(k) and Roth 401(k) plans with an employer match (subject to annual limits & vesting)
- Tuition reimbursement program for eligible courses including language skills courses
- Paid parental leave, adoption and surrogacy reimbursement
- Free wellbeing support with the Calm app, Maven and EAP, and free long-term therapy & counselling assistance through Pathways
- Other work perks and benefits available based on final job location
Compensation: GLG is committed to fair and equitable compensation practices. Actual compensation is based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, certifications, and specific work location. Certain roles may also be eligible for incentive compensation.
About GLG / Gerson Lehrman Group
GLG is the world’s insight network. Our clients rely on GLG’s global team to connect with powerful insight across fields from our network of approximately 1 million experts (and the hundreds of new experts we recruit every day).
We serve thousands of the world’s best businesses, from Fortune 500 corporations to leading technology companies to professional services firms and financial institutions. We connect our clients to the world’s largest and most varied source of first-hand expertise, including executives, scientists, academics, former public-sector leaders, and the foremost subject matter specialists.
GLG’s industry-leading compliance framework allows clients to learn in a structured, auditable, and transparent way, consistent with their own internal compliance obligations and the highest professional ethical standards. Our compliance standards are a major competitive differentiator and key component of the company’s culture.
To learn more, visit www.GLGinsights.com.
Gerson Lehrman Group, Inc. (“GLG”) is an equal opportunity employer and will not discriminate against any employee or applicant on the basis of age, race, religion, color, marital status, disability, gender, national origin, sexual orientation, veteran status, or any classification protected by federal, state, or local law.
