Head of Client Strategy, Americas

THE ROLE

The Head of Client Strategy, Americas, reporting directly to the Head of Business Development, will lead the Client Strategy team in the region to drive strategies and initiatives regarding prospecting and developing Sotheby’s client base to enhance the company’s growth and profitability.

This role will partner closely with the Heads of Client Strategy in Asia and Europe and the Business Development leadership team, to develop and implement a global client strategy, enhancing sales performance while developing and improving Sotheby’s long-term relationships with key high net worth clients to generate commercial opportunities.

This role will also recruit and manage the North American Client Strategy team on a day-to-day basis. This role will also work closely with certain RMs to execute actionable strategic plans for key clients to maximize short and long-term transactions in this field.

RESPONSIBILITIES

Work with the Co-Heads of Global Business Development, the Heads of Client Strategy, Asia and the Americas to:

• Create and implement agreed-upon strategies for: RM coverage, metrics and incentives, Cross-selling, Improved CRM functionality and Business Intelligence
• Recruit, train, manage and mentor the Client Strategy team in the Americas
• Create and implement the strategy for top global transacting clients in partnership with the Global Client Strategy team to maximize cross-selling opportunities
• Work with Marketing and Product and Technology teams to create programmatic selling approaches and improved client communication
• Create and implement strategies to improve the RMs’ long-term client management skills in order to build a pipeline of business-winning opportunities
• Develop presentations for the Co-Heads of Global Business Development and Executive leadership
• Work on multiple projects with cross-functional teams across the business and regions, including Product & Technology, Client Canvas, Business Intelligence, Data Management, EOS, and Marketing, to ensure strategic alignment of goals and initiative. 
• Collaborate with Fiduciary Client Group, Valuations and Collection Sales Management leadership to identify strategies to expand and optimize those key sourcing pipelines.

Client prospecting and research:

• Use available resources including media, Wealth-X, and Sotheby’s CRM to identify client opportunities
• Project manage and structure regular and systematic reviews of Collector/Rich lists and other media to ensure the accuracy of Sotheby’s existing client data and identify potential new clients
• Provide key insights and information on clients attending Sotheby’s high-level events, including strategic opportunities and key collection data
• Liaise with Client Strategists in Asia and Europe to align efforts and strategy globally

Top Client Strategic Projects:

• Maintenance of long-term project pipelines and large data sets, aligning and partnering with regional teams for systematic global tracking and reporting
• Creation of team meeting briefs, family trees and high-level presentations in order to provide an overview of key families/clients
• Continued follow through on key action points from meetings
• Work closely with marketing on long term cultivation initiatives

IDEAL EXPERIENCE & COMPETENCIES

• Minimum of 15 years’ working experience; management experience a plus
• Previous experience in business development, client development, marketing or other comparable combination of education, training and experience
• Proven success at influencing and training staff in developing high net worth client management skills
• Ability to interact professionally and confidently with senior management and business getters
• Effective at supporting change management; highly organized; and comfortable managing large amounts of evolving data
• Strong financial and analytical skills. Familiarity with utilizing statistics in a business setting. 
• Strong customer focus and organizational skills with the ability to manage multiple projects under deadline constraints
• Self-starter, motivated, organized and confident
• Ability to articulate with strong presentation skills, excellent written communication abilities and contribute to executive-level discourse
• Advanced proficiency in Microsoft Excel and PowerPoint
• Travel, both domestically and internationally, will be expected

The proposed base salary for this position ranges from $140,000-$225,000. In addition to base salary successful candidates are eligible to receive a discretionary bonus, as well as a competitive benefits package. Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, licensure or certifications obtained. Market and organizational factors are also considered.