Principal - Southeast Geomarket Leader

Control Risks’ Southeast Geomarket comprises the District of Columbia and the states of Maryland, Virginia, Pennsylvania, Ohio, West Virginia, North Carolina, South Carolina, Georgia and Florida.

Based out of our Washington DC office, in the heart of the capital, the Geomarket Leader for the Southeast market is responsible for helping Control Risks create and deliver on its market growth strategy by personally originating business and supporting, coordinating, driving and enabling business development and marketing activity across all our professional practice areas. This is a crucial senior business development role for the company.

The Southeast Geomarket leader serves as a key advisor to senior stakeholders on regional initiatives and develops and implements local market-facing activity. The successful candidate will facilitate engagement of Control Risks experts with clients and prospects and will serve as an Account Executive on some of Control Risks’ largest and most profitable regional accounts.

This is an exciting role for a talented and dynamic risk industry professional with a passion for being client-facing and a strong desire to bring together innovative client solutions from an extensive, world-class suite of services.

The Geomarket Leader will:

• Work across departments and with colleagues of all seniorities inside and outside of the Americas to develop and execute a growth plan for the Southeast market.
• Facilitate engagement of our experts with high-potential buyers in the Southeast Geomarket. Visibly promote a profitable and vibrant business mix across consulting, products and security services.
• Support the head of M&P for the US/Canada as required to implement strategic growth plans with a particular focus on the NY tri-state area.
• Personally originate sales and work as an account executive for clients in the Geomarket.
• Work with stakeholders to prioritize and ensure appropriate management of accounts and client targets in the Southeast.
• Closely support the roll-out and growth of the Legal Buyers sales strategy, liaising with the US and Canada Legal Buyers Lead and personally taking on priority growth accounts.
• Maintain oversight of our success in developing relationships with all other buyer groups in the Geomarket. Coordinate the local delivery of other key growth market/sector initiatives as necessary.
• Coordinate and manage effective client engagement across the market and ensure alignment with Geomarket-specific account plans.
• Ensure outbound sales (to Control Risks worldwide) meet the financial targets for the Geomarket.
• Support the growth of Seerist, Control Risks Membership, VANTAGE and other products, regularly driving new opportunities to the relevant teams.
• Coordinate with external partners to leverage mutual opportunities in the market. Seize opportunities to on-board new clients and connect them with the appropriate contacts within Control Risks.
• Collaborate with Marketing and service line teams to drive and support new global product and service line launches in the Southeast Geomarket. Ensure that regional and global marketing activities are leveraged within the Geomarket, including the annual RiskMap campaign. Manage local marketing initiatives and events.
• Lead as a brand ambassador, exhibiting an ability to articulate value proposition and key differentiators across all of Control Risks’ service lines.
• Be a standard-bearer for One Firm/One Vision behaviors, supporting the roll-out of business development training in the region, assisting the service lines in developing their seller servicer talent and actively looking for ways to bring more junior seller-servicer talent into the market through events, appropriate client meetings, sales initiatives etc.
• Act as CRM and Sales Navigator super-user and advocate. Demonstrate leadership in connection with our sales data.
• Functionally manage the DC Account Success Associates. The Sales Operations team will support the Geomarket Leader in the creation and maintenance of client account plans and prioritizing local client engagement and activity, helping drive a “no client goes unattended” approach.
• Facilitate seamless and efficient transactions to support client requests globally. Act as a commercial project manager for international projects, if needed.
• Engage in carefully focused entrepreneurial activity to develop new business opportunities for Control Risks in the market.

Requirements

Knowledge and experience:

• Demonstrable success as an individual business developer/account manager, ideally in a Professional Services Firm (PSF) context.
• Proven ability to lead and influence across a wide range of internal and client stakeholders.
• Outstanding commu