PCA Law Client Relationship Director

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ROLEPCA Client Relationship Director
TEAMRevenues Team
REPORTS TOHead of Revenues
MANAGESNA
PURPOSE OF THE ROLETo transform PCA’s revenue generating ability by finding and converting significant revenue opportunities with new and existing clients, expanding our client base across sectors and geographies
SALARY BANDBand 5 plus uncapped sales based commission
WORKING DAYS4 days per week initially

About PCA

PCA is an award-winning global leader in B2B experiential learning, specialising in developing Human-centred leadership capabilities across all levels, sectors and geographies.

  • We are eight times the size we were in 2015
  • Quarter on quarter we grew for 12 straight quarters, January 2017 to January 2020
  • Delivered in six continents, 40 plus countries and 100 plus cities
  • 100k learners
  • 150 experiential earning specialists with commercial experience based in 15 countries
  • 70+ products and experiences
  • Clients have 97% retention rate (retained for 2 years or more)
  • 150+ clients worked with across 16 sectors
  • Worked with nine out of 10 leading global law firms, as well as some of the leading household names within FTSE 100 / Fortune 500 multinationals
  • Custom Design House with Design Methodology
  • Bespoke London offices including studio with full digital capabilities
  • Winner of five training provider awards

PCA believes human connection is the multiplier of confidence and our experiences empower individual learners to act with purpose, and to gain the courage to create a relational and inclusive world, with humanity at its core.

As we relentlessly work towards realising our mission, PCA’s core values underpin how we conduct ourselves as we move forwards on our journey:

  • Human First – put people first, assume positive intent and put others first
  • Dare to Lead – have the courage to be the first to do things differently, seek out diversity of thought and share mistakes with all
  • Continuously Grow – always learn, empower others to do the same and actively seek/give feedback in a ‘Human First’ way
  • Own It – own the impact we have on others, look for solutions before pointing out challenges and take personal ownership for our role and beyond

To achieve our mission we have been inspired by a marriage of an inside-out purpose driven vision, coupled with outside-in commercial goal setting – centred around providing blended learning solutions for Leadership at all levels, and focussing squarely on Human-centred products, PCA have an ambitious and exciting five year growth plan, made up of rapid organic growth, an eventual expansion from B2B into the B2C market and a hugely ambitious M&A model.

About the Role

As PCA accelerates its ambitious growth strategy, it is now looking to appoint an experienced Client Director who will drive our revenue growth across sectors and geographies. A critical component of the role will be to find and build new key client relationships and to deepen relationships with existing key clients, in order to achieve PCA’s ambitious five-year growth strategy.

With this in mind, we are particularly interested in hearing from people who (1) have extensive experience of sales and business development with large UK and global organisations, (2) extensive experience of learning and development sales and account management, and (3) are able to bring their own established network of potential national and international clients. 

The role will report into the Head of Revenues.

Key Responsibilities

  • Create and convert new client revenue opportunities, drive profitable revenue generation with key clients, against targets, and expand our client base across sectors and geographies
  • Use your own relationship network (national and international organisations), to find and convert new target opportunities in new and existing sectors and geographies
  • Grow and manage our existing key client relationships and create sustainable long-term revenues, ensuring these clients return, growing their spend, year on year
  • Create and maintain periodic client revenue forecasts, with the Head of Revenues and Chief Growth Officer, to increase client revenues nationally and internationally
  • Deliver extraordinary client service founded on critical KPIs
  • Develop an intimate understanding of clients’ culture, people, strategy, business and sector
  • Manage a large and varied portfolio of clients with the expectation of quarterly meetings with each of them
  • Collaborate effectively day to day with PCA Account Managers and members of the Products Team in relation to the delivery of client programmes (together, and in each case, forming a Dedicated Client Service Team)
  • Conduct reviews of the performance of your Client Service Teams in order to identify how to take our levels of performance to the next level, building on critical KPIs
  • Develop a deep understanding of PCA products, services and approach, so you can offer suitable solutions and generate new business
  • Produce market-leading and innovative proposals and presentations to position PCA products and services, leading RFP submissions and leading pitch teams
  • Lead on pricing conversations so that we can deliver profit and value at scale

What capabilities and experience will a successful candidate have?

  • Established network of potential client relationship contacts across sectors and geographies
  • Experience of selling high impact multi-modular learning programmes, events and conferences, nationally and internationally, at all levels across organisations
  • Fantastic management and organizational skills, with a track record of successfully managing internal training budgets of £3m+ or individual client accounts of £1m+
  • Stand-out interpersonal skills with proven capability for building strong client relationships and growing client revenues against targets
  • Minimum 10 years’ experience working within either an in-house learning and development team, consultancy and / or training organisation, with a proven track record and experience as an Account Director, Senior Sales / Business Development Executive and / or Head of Learning and Development 
  • Proven passion for learning and development and a deep understanding of organisational development, learning needs analysis and solution creation using a broad variety of cutting-edge learning approaches, techniques, products and programmes based on the latest market research 
  • Relevant knowledge and experience of working with CRM software

Example Personal KPIs

  • Financial: Client revenue growth, gross margin on engagement
  • People: Personal 360 rating, activities (Pipedrive, WorkflowMax)
  • Clients: NPS, repeat client ratio, new clients won

Some facts about PCA

  • We are eight times the size we were in 2015
  • Quarter on quarter we grew for 12 straight quarters, January 2017 to January 2020
  • Delivered in six continents, 40 plus countries and 100 plus cities
  • 100k learners
  • 160 experiential learning specialists with commercial experience, in 15 countries
  • 70+ products and experiences
  • Clients have 97% retention rate (retained for 2 years or more)
  • 150+ clients worked with across 16 sectors
  • Worked with 9/10 leading global law firms and FTSE 100 / Fortune 500
  • Custom Design House with Design Methodology
  • Bespoke London offices including studio with full digital capabilities
  • Winner of five training provider awards

For further information

For further information on PCA Law, please see https://www.pcalaw.com/

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