European Head of Consultancy

European Head of ConsultancyLondon£Excellent salary, bonus and package Our client possesses a real depth of real estate expertise and focus, with over 400 client-serving professionals, “Big 4” experience, and an executive management team that’s been working together in real estate for more than 30 years. The European team is committed to solving some of the most complex challenges in the industry and continuing their mission to make real estate run better. They have two main streams of business – Management Consultancy and Managed Services. Management Consultancy consists of gaining an understanding of the issues and options of a client’s specific real estate challenges. Managed Services include creating efficient operating models, developing strategic roadmaps, structuring information flow, sourcing business processes, systems implementations, and supporting merger and acquisition transformation. As a result of the business expanding further, there is now a requirement for an individual to lead the European Consultancy team. Set out below are the main requirements of the role:DeliveryArticulate the ‘client story’ and explain the capabilities to prospective clients.Develop trusted advisor relationships with range of people at prospective clients including decision making executives.Provide management consulting services to all clients, maintaining a minimum economic utilization target of 70% client billable time.Support and eventually generate a steady stream of revenue and quality client interactions based on business development efforts and account expansion. Revenue and profitability targets will be set by the Board, with a minimum target amount of £1.5-2.0m at 20% net margin as a Senior Managing Consultant year-over-year.Engage in quality client interactions, which are defined as interactions with decision-maker(s) at a target account that result in the decision-maker(s) understanding (a) who our client is (b) what services are offered, and (c) the full set of problems/issues that the target has, or might have in the future, that can be solved.Identify, qualify, and close an on-going pipeline of potential clients.Coordinate with other company resources to continuously identify opportunities to deliver services to prospective clients.Support the development of suitable marketing materials and contract documents.Perform the necessary duties and responsibilities to develop team members as an advisor and mentor within the organization.Actively contribute knowledge and thought leadership to both internal and external stakeholders.Remain an active, collaborative steward within the ‘Modern Digital Workplace’, embracing the organization’s ‘work-out- loud’, knowledge-sharing culture.Actively contribute knowledge and thought leadership to both internal and external stakeholders.Remain a positive, motivational teambuilder, helping to advance the diversity, equity, and inclusion objectives of the firm.Sales Market Presence Contribution: Articulate our client’s story and explain their capabilities to prospects.Actively participate in industry-related organizations, tradeshows, and conferences.Develop trusted advisor relationships with a range of people at prospective clients, including decision-making executives.Generate a steady stream of quality client interactions with prospect target accounts based on intensive efforts.Quality client interactions are defined as interactions with a decision-maker within a target account that result in the decision-maker understanding:Who our client is. What services they offer.The full set of problems/issues that the target has or might have in the future that our client can help solve.Target accounts are defined as accounts that the company’s management team believes will yield material revenue or will influence the development of material revenue elsewhere. It is understood that other interactions with people at varying levels within a target account will be necessary to be able to produce the quality interactions described above.During the startup period, contributions will consist of building knowledge around service lines, fully understanding the business operating model, liaising with thew company leadership.Operational Contribution Model behaviour and work ethic to be consistent with the mission and core values of the firm.Assume a formal advisory role in the semi-annual employee performance management process to at least two employees. This number could increase or decrease depending on several factors including, but not limited to headcount and attrition.Provide informal professional development, advisory and knowledge support to employees across the firm.Model work out loud principles and disciplines using my client's technology platform and tools.Participate in firmwide operational improvement initiatives.Work with colleagues to expand, refine, and improve service offerings and capabilities.Adhere to administrative tasks in a timely and accurate manner including, but not limited to, time and expense submission, invoice review and approval, revenue and staffing forecast updates, and project performance review submission.Assume a Quality Assurance role, when required, on the accounts of other senior leadership team members.Economic Growth Contribution Support the preparation of an annual business plan identifying potential targets.Coordinate with other Company resources to continuously identify opportunities to deliver services to prospective clients.Develop suitable marketing materials and services contract documents. Identify, qualify, and close an on-going pipeline of potential clients. Support other senior leadership team members with respective efforts to develop the business.Generate a steady stream of revenue based on intensive efforts:First two (2) Calendar Years of Employment: minimum of £3,000,000.00 of combined, one-time (Management Consulting) and/or recurring (Managed Services), service revenue billed at 20% net margin. The first year’s minimum revenue target will be prorated based on hire date.Remaining Calendar Years of Employment: minimum of £5,000,000.00 of combined services revenue billed at 20% net margin each calendar year.Conclusion: This is a wonderful opportunity to continue to build what is already a strong business. The key elements will be for an individual who is a fee earning manager who has a track record in real estate consultancy and who is used to running and motivating teams. The requirement is to continue to develop the team, build the strength of the skills therein and ensure that there is a good basis for expanding across Europe.Contact Peter Hardy at #####.