AVP, Director of Client Coverage

ABOUT SOTHEBY'S

Established in 1744, Sotheby’s is the world’s premier destination for art and luxury. Synonymous with innovation, Sotheby’s promotes access, connoisseurship and preservation of fine art and rare objects through auctions, private sales and retail locations. Our trusted global marketplace is supported by a network of specialists spanning 40 countries and 50 categories, which include Contemporary Art, Modern and Impressionist Art, Old Masters, Chinese Works of Art, Jewelry, Watches, Wine and Spirits, and Interiors, among many others.

THE ROLE

Working with the Chairman, President Americas, Head of Global Business Development, the Head of Business Development Americas, and the Head of Business Development EMEA, and in partnership with the Global Client Strategy teams, the Director of Client Coverage will be dedicated to Client Coverage at Sotheby’s. They will be a critical link to the business, leading the architecting and delivery of the Client Coverage pillars. Client Coverage strategy extends to every product and service that we offer to clients and to each interaction clients have with a Sotheby’s representative.

In close collaboration with the Client Strategy teams, the Director of Client Coverage will partner with leaders across the business including but not limited to Fine Art and Luxury Specialists, Finance, Marketing Communication and Events, Product & Technology, Operations, Regional Offices, the Chairmen and Human Resources to spearhead initiatives to maximize Sotheby’s reach within its existing and prospective client base.

RESPONSIBILITIES

Client Coverage

• Act as the key driver and point person for the Client Coverage program at Sotheby’s
• Maintain awareness of best practice Client Coverage tactics (at country, sector, and client level), seeking opportunities to expand the Sotheby’s offering
• Maintain detailed and current understanding of the clients within our market to ensure that new opportunities are capitalized
• Identify trends in data and analytics leveraging both external and internal client data
• Develop critical relationships with key stakeholders and decision makers across the company including the Chairmen and the CEO
• Manage all communications around Client Coverage including working groups, departmental, divisional, and company-wide
• Be an active partner to the Product and Technology teams to assist in the successful design, product testing and implementation of new Client Coverage related systems and processes from design to adoption, such as the enhancements of CRM to drive increased usage, the creation of enhanced reporting in Tableau to track opportunities
• Carry out research and analysis and centralize business development data, with a focus on streamlining processes and infrastructure, including process mapping/documentation and KPI development & monitoring
• Create communications, executive level presentations, and other materials such as proposals, pitch decks, talking points and “white papers” for internal audiences, business partners and clients, building a repository of materials
• Maintain detailed knowledge of the Sotheby’s products and services and any upcoming, to understand how these will affect our clients and how Relationship Managers can seek to deploy these tools to deepen and nurture the relationships they have with our clients
• Seek opportunities to improve Client Coverage at every touchpoint that a client has with any Sotheby’s representative

Client Coverage Initiative leadership

• Lead the Client Coverage and Business Development leadership meetings, ensuring alignment on priorities, efficient progress against timeline, circulating action points and following up between meetings
• Develop the timeline and create work plans for each initiative within the 5 Client Coverage Pillars including scope, budget, etc.
• Manage and drive the implementation of Client Coverage initiatives; building a team around each initiative across relevant geographies ensuring that individuals are clear on their contribution and expected outcomes and managing regular workflow meetings
• Leverage, engage and collaborate with colleagues to ensure that the relevant expertise is brought to bear on each initiative
• Obtain and analyze relevant data sets for each initiative
• Partner with the Client Strategy team on reporting and analysis that affects Client Coverage
• Ensure there is regular communication on Client Coverage Initiative goals and progress to key stakeholders including the Chairmen and Executive leadership
• Monitor engagement and performance of Client Coverage initiatives
• Ensure the administration and analysis of the Client Coverage roll-outs, garnering feedback