ABOUT SOTHEBY'S Established in 1744, Sotheby's is the world's premier destination for art and luxury. Sotheby's promotes access to and ownership of exceptional art and luxury objects through auctions and buy-now channels including private sales, e-commerce and retail. Our trusted global marketplace is supported by an industry-leading technology platform and a network of specialists spanning 40 countries and 70 categories which include Contemporary Art, Modern and Impressionist Art, Old Masters, Chinese Works of Art, Jewelry, Watches, Wine and Spirits, and Design, as well as collectible cars and real estate. Sotheby's believes in the transformative power of art and culture and is committed to making our industries more inclusive, sustainable and collaborative. THE ROLE The Head of Client Strategy, Americas, reporting directly to the Head of Business Development, will lead the Client Strategy team in the region to drive strategies and initiatives regarding prospecting and developing Sotheby's client base to enhance the company's growth and profitability. This role will partner closely with the Heads of Client Strategy in Asia and Europe and the Business Development leadership team, to develop and implement a global client strategy, enhancing sales performance while developing and improving Sotheby's long-term relationships with key high net worth clients to generate commercial opportunities. This role will also recruit and manage the North American Client Strategy team on a day-to-day basis. This role will also work closely with certain RMs to execute actionable strategic plans for key clients to maximize short and long-term transactions in this field. RESPONSIBILITIESWork with the Co-Heads of Global Business Development, the Heads of Client Strategy, Asia and the Americas to:
- Create and implement agreed-upon strategies for: RM coverage, metrics and incentives, Cross-selling, Improved CRM functionality and Business Intelligence
- Recruit, train, manage and mentor the Client Strategy team in the Americas
- Create and implement the strategy for top global transacting clients in partnership with the Global Client Strategy team to maximize cross-selling opportunities
- Work with Marketing and Product and Technology teams to create programmatic selling approaches and improved client communication
- Create and implement strategies to improve the RMs' long-term client management skills in order to build a pipeline of business-winning opportunities
- Develop presentations for the Co-Heads of Global Business Development and Executive leadership
- Work on multiple projects with cross-functional teams across the business and regions, including Product & Technology, Client Canvas, Business Intelligence, Data Management, EOS, and Marketing, to ensure strategic alignment of goals and initiative.
- Collaborate with Fiduciary Client Group, Valuations and Collection Sales Management leadership to identify strategies to expand and optimize those key sourcing pipelines.
Client prospecting and research:
- Use available resources including media, Wealth-X, and Sotheby's CRM to identify client opportunities
- Project manage and structure regular and systematic reviews of Collector/Rich lists and other media to ensure the accuracy of Sotheby's existing client data and identify potential new clients
- Provide key insights and information on clients attending Sotheby's high-level events, including strategic opportunities and key collection data
- Liaise with Client Strategists in Asia and Europe to align efforts and strategy globally
Top Client Strategic Projects:
- Maintenance of long-term project pipelines and large data sets, aligning and partnering with regional teams for systematic global tracking and reporting
- Creation of team meeting briefs, family trees and high-level presentations in order to provide an overview of key families/clients
- Continued follow through on key action points from meetings
- Work closely with marketing on long term cultivation initiatives
IDEAL EXPERIENCE & COMPETENCIES
- Minimum of 15 years' working experience; management experience a plus
- Previous experience in business development, client development, marketing or other comparable combination of education, training and experience
- Proven success at influencing and training staff in developing high net worth client management skills
- Ability to interact professionally and confidently with senior management and business getters
- Effective at supporting change management; highly organized; and comfortable managing large amounts of evolving data
- Strong financial and analytical skills. Familiarity with utilizing statistics in a business setting.
- Strong customer focus and organizational skills with the ability to manage multiple projects under deadline constraints
- Self-starter, motivated, organized and confident
- Ability to articulate with strong presentation skills, excellent written communication abilities and contribute to executive-level discourse
- Advanced proficiency in Microsoft Excel and PowerPoint
- Travel, both domestically and internationally, will be expected
The proposed base salary for this position ranges from $140,000-$225,000. In addition to base salary successful candidates are eligible to receive a discretionary bonus, as well as a competitive benefits package. Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, licensure or certifications obtained. Market and organizational factors are also considered. To view our Candidate Privacy Notice for the US, please click here To view our Candidate Privacy Notice for the UK, Hong Kong, France and Switzerland, please click here The Company is an equal opportunity employer and considers all applicants for employment without regard to race (including, without limitation, traits historically associated with race, such as natural hair, hair texture, and protective and treated or untreated hairstyles), color, creed, religion, sex, sexual orientation, marital or civil partnership/union status, national origin, age, disability, pregnancy, genetic predisposition, genetic information, reproductive health decision, sexual orientation, gender identity or expression, alienage or citizenship status, domestic violence victim status, military or veteran status, or any other characteristic protected by federal, state/province or local law. The Company complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it operates.