[Hiring] Director, Global Client Relations - Workplace, Principal @Teecom

Role Description

The Principal, Client Relations - Workplace plays a critical role in growing TEECOM’s footprint in the Workplace/Corporate market vertical. This position requires a consultative selling approach, identifying client objectives and challenges while aligning with TEECOM’s expertise and service offerings. The goal is to establish TEECOM as the preferred partner for all technology design and implementation needs.

This leadership role offers the opportunity to drive growth by leveraging an established network and client relationships to further TEECOM’s thought leadership and grow our market share.

Impact

• Develop Sales: Identifies opportunities through relationships and networking that have or will position the firm for future work, as well as providing an excellent client experience that results in net new and repeat work.
• Represent TEECOM Values and Guiding Principles: Demonstrate that they CARE about clients and fellow team members, add VALUE, and earn and build TRUST.
• Solicit Client Feedback: Ask for client feedback routinely and document and share the feedback with our team members.
• Contribute to TEECOM’s Leadership: Participate in strategic leadership meetings and conversations through our semi-monthly leadership meetings and quarterly planning meetings that lead to market outperformance and growth.

Knowledge

• Deep understanding of technologies services (ICT, AV, SEC, Network, Acoustic), the AEC industry, and the implementation of technology services solutions.
• Familiar with technology systems within ICT, telecom infrastructure, cabling, audiovisual, security, acoustics, and wired and wireless networks.
• Understanding the Architecture, Engineering, and Construction (AEC) industry and the complexity of building large facilities within multiple market verticals.

Skills

• Solution Selling: Express and sell complex solutions to the highest level of executives. Demonstrate an ability to pivot C-suite to consider new business processes.
• Problem Solving: Approach problems logically to create a workable solution.
• Networking and People Skills: Ability to identify and connect with decision-makers across organizations from middle/upper management to the C-suite.
• Client Experience: Facilitate an impactful and positive client journey experience by focusing on all client interactions.
• Communication: Conduct business communications in a practical, professional, and concise manner, both verbally and in written formats.
• Documentation: Accurately and concisely capture discussions in the form of meeting notes, decisions, and action items.
• Organization: Keep track of multiple projects and client and team member requests, often on a last-minute basis.
• Teamwork: Work as a functional team member and successfully collaborate with other teams and business functions.
• Strategy: Align the team’s goals with the organization’s goals and communicate the plan with the team.
• Emotional Intelligence: Nurture, mentor, and collaborate with staff in a deadline-driven environment.
• Process Oriented: Follow processes and continually seek to make processes more efficient.
• Software: Use applications effectively and efficiently (GitHub, G-Suite, Slack, etc.).

Essential Duties and Responsibilities

• Pipeline: Build and document a pipeline of opportunities through client relationship development, research, and collaboration with our Market Intel team.
• Client Relations Development: Lead business development activities and direct specific project pursuit efforts within the Workplace/Corporate market vertical.
• Sales Plan: Work with the Director of Global Business Development to inform and develop an annual client relations and sales plan.
• Market Intel: Gather intelligence and open doors to new direct owner clients, architects, engineers, and other channel partners.
• Support Project Delivery: Support the market vertical project delivery team in developing relationships and visibility into new client’s pipeline.
• Expand Accounts: Develop past and current client relationships to expand our range of services.
• Industry Events: Participate in industry-related functions to increase visibility and identify and connect with clients.
• Competitive Advantage: Collect and organize the information required to give TEECOM a competitive advantage.
• Referrals: Source referrals from existing clients.
• Collaborate with Market Intel: Prepare intelligence maps for client organizations.
• Reporting: Provide weekly updates to leadership on client relationship efforts.
• Solution Selling: Listen to key business requirements and map TEECOM solutions to needs expressed.
• Travel: Travel (30-40%) to meet with clients, attend industry events, and participate in in-person engagements.

What Success in this Role Looks Like

• Sales Plan: Inform, develop and execute a sales plan identifying client targets and opportunities.
• Never Have Lunch Alone: Secure, on average, 5-8 meetings per week with potential clients.
• Leads and Opportunities: Identify one new lead for consideration per week.
• Industry Events: Represent the firm and network at conferences and industry-related events.
• Pipeline: Build an opportunity pipeline through tracking and targeting projects.
• Online Presence: Establish an online presence by sharing relevant information with potential and existing clients weekly.

Experience

• Bachelor’s degree required. Preferred Majors: Business Administration, Marketing, Sales, or Engineering.
• Fifteen years experience in a sales role with proven track record of exceeding sales goals.
• Experience within the Workplace/Corporate market vertical is highly preferred.
• Experience and established network within the Architecture/Engineering/Construction (AEC) industry.
• Passion for relationship building, technology, and the construction industry.
• Knowledge of professional services procurement process from RFPs/RFQs, Proposals, and bidding to award.
• Excellent verbal and written communication skills.
• Results-driven and highly ethical in practice.
• Methodical, tenacious, personable, and comfortable prospecting and asking for the business.
• Outstanding networking and people skills, both in person and online.
• Highly autonomous, proactive, and able to manage multiple accounts and pursuits simultaneously.
• Ability to work as a team and positively contribute to TEECOM culture.

Compensation

$180,000 - $232,000 a year. This compensation will vary depending on your role-related skills, experience, knowledge, and subject matter expertise.

Benefits

• Medical, dental, and vision insurance for employees and their dependents.
• Basic and voluntary life insurance.
• Short-term and long-term disability coverage.
• 401(k) plan with profit-sharing contributions.
• Paid parental leave.
• Lifestyle and legal benefits.
• Pet benefits.
• Performance-based bonuses.
• Flexible time off for full-time exempt team members.
• Nine scheduled paid holidays for all employees.