Head of Consulting, Latin America

<p>Control Risks is seeking a Head of Consulting – Global Risk Analysis, Latin America and the Caribbean (GRA LatAm). The successful candidate will be taking on a newly created role to lead, develop and strengthen GRA LatAm’s consulting practice, in close collaboration with the Head of Global Risk Analysis LatAm. A particular focus will be on enhancing LatAm’s service offering to Control Risks’ clients, including by:<br/></p><ul> <li>Improving their overall experience of interacting with the GRA LatAm team throughout the consulting project lifecycle</li> <li>Ensuring consistency of approach and quality across the three LatAm teams based in Mexico City, Bogotá and São Paulo, in keeping with Control Risks’ “One Firm” culture</li> <li>Building on existing, and developing new, products and services – including those relating to “continuous consulting”</li> </ul><p><br/></p><p><em>Note: We do not require that the successful candidate be an existing member of GRA or have a background in risk analysis.”</em><br/></p><p><strong>Responsibilities:</strong></p><p><strong><em>Serving Control Risks' Clients</em></strong></p><ul> <li>Working in close collaboration with the Head of GRA LatAm, lead, develop and strengthen GRA LatAm’s consulting practice.</li> <li>Represent GRA LatAm in client interactions – including scoping calls, in-person meetings and consulting projects.</li> <li>Act as a key point of contact for clients and internal stakeholders for complex consulting engagements – including, for example, multi-jurisdictional country risk assessments. Project manage these, where necessary/appropriate.</li> <li>Support with and/or lead on proposal preparation to ensure expeditious responses to client requests for proposals (RFPs).</li> <li>Lead on enhancing GRA LatAm’s service offering to Control Risks’ clients, including by: guaranteeing valuable interactions with the team; ensuring consistency in approach and quality across the three GRA LatAm teams; improving, or even revolutionizing, existing products and services, while developing new ones.</li> </ul><p><strong><em>Client relationships and sales</em></strong></p><ul> <li>Build and maintain a portfolio of clients for GRA LatAm’s services.</li> <li>Ensure consistent and constructive project follow-up – including through “continuous consulting” – aimed at nurturing long-term client relationships.</li> <li>Achieve a sales target.</li> </ul><p><strong><em>Business management and development</em></strong></p><ul> <li>Lead GRA LatAm’s transition to new, more sophisticated/“smarter” pricing models that prioritize profitability/margin.</li> <li>Systematically monitor: GRA LatAm’s project pipeline, anticipating and responding to prospective lulls in consulting work; GRA LatAm’s proposal success rate, identifying and addressing problem areas; the profitability of the team’s consulting projects, relating relevant findings, and proposing possible solutions, to key internal stakeholders.</li> <li>Use data to make business decisions and inform business development initiatives.</li> </ul><p><strong><em>Teamwork</em></strong></p><ul> <li>Collaborate closely with the Head of GRA LatAm, the Managing Editor for GRA Americas, local GRA team leaders and other key internal stakeholders on initiatives that drive the commercial success of GRA LatAm.</li> <li>Support the local GRA team leaders with client-facing tasks and responsibilities, so they can dedicate more time to ensuring a high standard of analytical output.</li> <li>Provide the other members of the GRA LatAm leadership team with regular, actional feedback on the performance of researchers and analysts in consulting projects and client interactions.</li> </ul><p><strong>Requirements</strong></p><ul> <li>A keen understanding of the risk environment in Latin America and the Caribbean – above all, in Mexico, Colombia and Brazil – as it impacts upon Control Risks’ clients, as well as the opportunities the region presents to them.</li> <li>Proven experience in consulting (preferably in Latin America and the Caribbean), including project and pipeline management, proposal preparation and pricing, client relationship management and strategic commercial thinking.</li> <li>Demonstrable experience in a client-facing role and/or involvement in client-facing activities.</li> <li>Experience developing risk consulting/advisory products and services.</li> <li>Experience in a role that required some degree of commercial/business acumen – for example, pricing proposals and/or monitoring the profitability of client projects.</li> <li>Experience being part of a management team.</li> <li>Exceptional communication skills.</li> <li>Fluency in Spanish and near-native-level fluency in English, written and spoken. The importance of the latter cannot be overstated. Working knowledge of Portuguese would be a bonus.</li> <li>Ability to multitask and work effectively to tight deadlines.</li> <li>Ability to work independently and proactively, while also contr