Walking the Talk is a fast-growing consultancy, globally recognized as leaders in culture transformation and we’re looking for a Commercial Director to grow our market in North America.
You will play a pivotal role in Walking the Talk’s success. This role is strongly commercial, with 75% of your focus being on sales and business development, and 25% being on delivering client projects.
Contribution to the growth of Walking the Talk
The key focus of the Commercial Director role is business development and sales activity with prospects and existing clients. This means that you will:
- Actively develop your own network to identify new business opportunities and introduce contacts to Walking the Talk
- Manage your pipeline ensuring a “funnel” and actively moving opportunities through the sales stages to close
- Engage in sales activity: responding to enquiries, attending meetings with prospects, qualifying opportunities, writing proposals, closing deals etc
- Actively drive marketing activities (e.g. events, culture clinics, keynotes, targeting of prospects)
- Have an active social media presence, leveraging the extensive Walking the Talk IP and content
- Monitor competition by gathering current marketplace information on pricing, products, new products, etc
- Spot and nurture opportunities with existing clients to expand engagements, on-selling different services, getting referrals to different parts of clients’ businesses and wider network
Contribution to clients’ success
You will sell and lead projects across all elements of our end-to-end culture transformation methodology, using our proprietary tools. You are not necessarily an expert in each area, but you will have enough understanding of our philosophy, culture map, core concepts, and impact to have deep and credible conversations with prospects and clients.
The four main areas of our work are as follows:
- Helping clients identify the target culture they want and need to achieve their business strategy.
- Conducting current culture assessments using both qualitative and quantitative tools.
- Co-creating a culture blueprint that clearly lays out the target culture and the priority mindset and behavior changes that are required.
- Co-creating a compelling culture narrative that enables clients to communicate the rationale and essence of their culture change to all employees.
- Working with clients to create a focused, practical plan to transform their culture including metrics, initiatives and governance.
- Working with the top team and senior leaders to build their capability to lead culture transformation.
- Conducting 180/360 degree feedback and coaching senior leaders and top team members to change their mindsets and patterns of behavior.
- Designing programs for and working directly with extended leadership teams to embed the culture change and improve team dynamics and performance.
- Communicating the client’s culture story and supporting them to create an effective communication plan.
- Developing and running culture champion and key influencer programs.
- Designing and delivering key behavior programs.
In addition, you will have a solid understanding of organizations and a curiosity about our clients’ business challenges.
Contribution to the development of Walking the Talk
You will also contribute to the development of the business by, for example:
- Contributing to the development of Walking the Talk’s products and services development.
- Supporting other members of the Walking the Talk team, e.g. coaching more junior team members.
- Working on internal projects such as our brand and purpose refresh, training programs etc.
Measures of success
- Commercial contribution – to what extent are you making a positive commercial contribution to the business, by selling at least $2 million worth of projects per year, and leading projects profitably?
We also take into account factors such as:
- Client magic – do clients feel you are a credible trusted advisor and are they delighted with the work you do for them and the way in which you partner them?
- Impact of the work on the client organization – what have you caused to change with individuals, teams and the whole organization?
- Role model of our culture – to what extent do you role model our culture goals of client centricity, one-team and people-first, building constructive working relationships with colleagues throughout the firm?
Key skills required
- Sales and business development skills: how to spot, nurture and close commercial opportunities in new and existing clients, how to network, how to grow and manage a sales pipeline
- Business acumen: commerciality, being business savvy, able to sell and develop work as well as connect meaningfully to clients’ business realities and challenges.
- Content expertise: how to create culture, behavior and organizational change.
- Project leadership: organizational skills, client stakeholder management skills and political sensitivity to navigate the client organization, the ability to lead a team of consultants and project managers.
- Facilitation: the ability to facilitate group discussions to explore topics, reach actions and agreements in an engaging, constructive and inclusive manner
- Training delivery: the ability to deliver our content in engaging and memorable ways, with credibility and energy
- Coaching: the ability to work 1:1 with leaders, to establish trust and help them change their mindsets and behaviors, translating our insights into practical tips they can put into practice immediately
- Observation: the ability to observe patterns of behavior in action in client meetings/workshops, to make links to the client’s culture goals and to play back what you see in a constructive and informative way
- Personal insight: awareness of your own challenges and personal growth stories that you can share with clients to bring our content to life
- Technology: ability to use all the basic technological tools, including the Microsoft suite of products and virtual platforms such as Zoom and Teams, CRM (Hubspot)
From a director role, you can progress to an executive director and member of the Walking the Talk leadership team. As ZRG grows its human capital business, there are also likely to be additional progression opportunities that we are not yet aware of.
To move to the executive director role, we will need to see evidence that you are:
- Selling $3M per year
- Proactively building the external profile and social media presence of yourself and Walking the Talk
- Managing and coaching senior consultants
- Making a significant contribution to the development of the firm, so that you are able to take global management responsibility for sales
- We are predominantly a virtual organization, with consultants and staff based from home, however we do have offices in the US.
- You will be based in the United States.
- Travel, both domestic and international is to be expected. The duration of travel can vary from one day to a few days and the costs will be fully covered by us.
Working at Walking the Talk
Walking the Talk is part of the ZRG group, the fastest growing search company globally with over 500 employees. At Walking the Talk you’ll have the opportunity to work side by side with talented, motivated, and intellectually stimulating colleagues who thrive on helping leading organizations solve their most pressing behavioral business challenges. We work in a collaborative environment and support flexible working arrangements for all roles. Our teams are located across Europe, North and South America, Australia and Asia.