Royall & Company www.royall.com Richmond, VA CLIENT DEVELOPMENT EXECUTIVE THE SEARCH Through 25 years of successful partnerships with higher education institutions, Royall & Company (Royall) has developed expertise in undergraduate and graduate recruitment, event optimization, targeted search methods, institutional advancement and integrated planning processes. Colleges and Universities from across the country consult Royall in order to gain an advantage in the increasingly competitive arena of higher education. Royall is committed to discovering and implementing the newest and best practices for its partners. Through constant analysis and evaluation, Royall ensures that each of its services are the most efficient and productive being offered. With a dedicated and dynamic team, experienced in achieving the desired results of its clients, including increased tuition revenue and transformed applicant pools, Royall now seeks to add Client Development Executives to its team. The Client Development Executive is responsible for establishing relationships with key decision makers within higher education institutions. As such, he or she will be responsible for generating leads and managing a sales process in order to attract and engage new clients. He or she will articulate the personalized and comprehensive approach that Royall takes with each of its partners. The Client Development Executive will identify, engage, and cultivate relationships with prospective new client partners. The ability to discover, understand and communicate the challenges, goals, and visions of each institution is paramount. The ideal candidate for the Client Development Executive role will have a track record of closing sales within a team environment. The Client Development Executive will possess the poise to work with highlevel leadership, knowledge of benefit-oriented sales, as well as the stature and intellectual agility to work with institutions of higher education. He or she must have the skills to articulate and sell the benefits of unique and comprehensive services offered by Royall. In addition to focus, energy, and flexibility, the successful candidate will bring superior communication abilities and the professional maturity to build strategic alliances with potential Royall partners. Royall & Company has retained Freeman Philanthropic Services, LLC to assist on this executive recruitment. Royall & Company: Page 1
ROYALL & COMPANY Undergraduate Recruitment Services Royall has been a leader in recruitment marketing for more than two decades. A strategic recruitment program from Royall & Company allows its partners to reach, attract and engage the students they would most like to enroll. Royall s multi-year recruiting approach includes a comprehensive framework of customized, one-to-one initiatives to students and parents that extend throughout the enrollment life cycle. These plans often include a prequalified sophomore and junior search, relationship development and fulfillment, a targeted senior search, customized application programs, campus recruitment event optimization, and student enrollment qualification campaigns. Throughout each phase, Royall prides itself on data integrity, tailored analysis, and insightful market research. Graduate Recruitment Services Royall & Company partners with graduate schools to implement highly successful recruitment strategies to optimize the size and caliber of their entering classes. Using the same datadriven, time-tested and proven direct response techniques that have worked effectively for years for undergraduate recruitment partners, Royall strives to produce significant gains in both quality and quantity, providing its partners with more prequalified applicants from which to grow and shape its classes. Royall s programs cover all aspects of strategic, creative and programming development, including strategic targeting recommendations, website hosting, file transfers customized to a partner s hosting system, and a complete analysis of results. Advancement Royall & Company Advancement Services partners with institutions to achieve dramatic gains in giving participation rates by creating communications that engage each constituent at a personal level. Through analysis and segmentation, Royall addresses alumni individually using communication channels they prefer. Royall s integrated approach successfully employs multiple mail and electronic communications, each customized based on constituency (alumni, parents, friends) and past giving behavior of individuals. They provide a communications strategy that will create and cultivate relationships to support total giving, including Annual Giving, while building a pipeline for Major Gifts. Ultimately, Royall s partner institutions benefit from an increase in participation as well as an infusion of donors into their pipelines for future philanthropy moving forward. PRESIDENT & CEO As President and CEO since 2008, John Nester leads the management team in the development of real, valuable and long-lasting relationships with all of Royall s partner colleges and universities. He joined Bill Royall in 2004 to help continue the company s tradition of service, value and leading-edge development of technology and creative. John is proud to lead an exceptional group of the foremost thought leaders in higher education and join them in providing Royall s partners with the best possible return on their investments. Royall & Company: Page 2
After starting his career at Ernst & Young, John has spent the majority of his career in senior leadership roles at a variety of entrepreneurial companies, including Phillips International. John received his undergraduate degree from the University of Richmond and his M.B.A. from George Washington University. IMPORTANT AND REPORTING RELATIONSHIPS The Client Development Executive will report to Robin Green, Director of Sales Management and work with the Vice President of Client Development and delivery team members to increase revenue within an assigned portfolio of higher education institutions. He or she will strategically and effectively engage and work with the Royall sales team. The Client Development Executive will work closely with colleagues throughout Royall & Company to ensure a coordinated and collaborative approach to new business development. KEY RESPONSIBILITIES As a member of the Royall sales team, the Client Development Executive will be expected to contribute broadly to all aspects of client development. Royall and Company seeks an experience customer-centric, mission-driven professional with both the capacity and the demonstrated track record to respond effectively to the following challenges: Identify, prioritize, and manage a pool of prospective client partners; Serve as an effective spokesperson and representative for Royall and Company; Gain an accurate and thorough understanding of the challenges, goals, and vision of each new client partner and convey those ideas accurately to the Royall team; Share with prospective clients customized plans to help them reach their enrollment goals; Manage and nurture partner relationships through the contract phase to the assignment of an inhouse team to design and deliver the strategies that have been agreed upon; Work collaboratively with other Royall staff in a team-selling environment to secure new client partners and to help strengthen and grow those partnerships (specifically in year one and two of the relationship); Develop strong proposals that help valued clients achieve their vision; Work with the director of sales management, sales, marketing, and delivery teams to ensure quality professional service to potential partners; Assess and create cost-effective service solutions for potential partners; Present insightful findings at industry conferences and represent Royall & Company with the highest degree of professionalism; Royall & Company: Page 3
Build and nurture effective working relationships with prospects, client partners, and the Royall sales and marketing teams. IDEAL EXPERIENCE & QUALITIES The ideal candidate will possess the following: Sales Experience A minimum of five years of consultative, relationship-driven sales experience; Ability to collaborate and prosper in a team-selling environment; Strong record of establishing relationships to identify potential partners; A track record of meeting sales performance objectives; Relationship building skills to engage and motivate decisions makers and key stakeholders at institutions of higher education; Demonstrated success in long-term planning and implementation of strategies to achieve goals. Communication Experience Superb communications (written, oral, and listening) skills; Ability to engage new partners in a manner that generates excitement, shared purpose, meaningful action, and long-term relationships; The ability to identify and anticipate the client s needs and concerns; Clarity in expressing and explaining the flexible features and benefits of Royall s services; Intellectual curiosity and the ability to elicit and synthesis information to create articulate and compelling proposals for prospective clients. Interpersonal Traits Stature and professional acumen to garner the confidence of partners constituencies, including board members, senior administrators and admissions staff; Personal character, integrity, intelligence, fairness, decisiveness, and evidence of a strong work ethic; Initiative, organizational skills and the ability to prioritize; Strong problem-solving skills and the ability to function well in a fast-paced environment; Focused, energetic, strategic, attentive and compassionate; Royall & Company: Page 4
Collaborative style and flexibility, the ability to adapt to changing priorities, and to refine strategies accordingly; A healthy sense of perspective, as well as a good sense of humor; Commitment to the highest standards of professionalism and best business practices. Additional Qualifications Bachelor s degree required; M.B.A. is preferred; Ability and willingness to travel frequently, up to 30%, as well as flexibility to work infrequent evenings and weekends; Higher education service sales experience is an advantage but not required. COMPENSATION & BENEFITS The Client Development Executive s compensation package will be competitive and commensurate with the successful candidate s background and experience. Royall & Company is committed to creating an environment supported by a diverse community of staff. As an Affirmative Action/Equal Opportunity Employer with a strong corporate commitment to diversity and a founder who has a long, demonstrated commitment to equity and fairness, Royall & Company encourages applications from women, persons of color, and members of historically underrepresented groups. ABOUT RICHMOND Founded in 1737, and in May 1782, Richmond was incorporated as a city, and officially became Virginia's new capital. Today, the metropolitan area is diverse, international, and cosmopolitan, drawing millions of visitors each year. The population within the city limits was 208,834 in 2012, with an estimated population of 1,282,509 for the Richmond Metropolitan Area making it the third largest in Virginia. Richmond is located 98 miles south of Washington, D.C. at the intersection of Interstates 95 and 64, its economy primarily driven by law, finance, and government, with federal, state, and local government agencies, as well as notable legal and banking firms, located in the downtown area. The city is home to both the United States Court of Appeals for the Fourth Circuit, one of 13 United States courts of appeals, and the Federal Reserve Bank of Richmond, one of 12 Federal Reserve Banks. Dominion Resources, MeadWestvaco, and Fortune 500 companies are headquartered in the city, with other in the metropolitan area. Tourism is also important, as many historic sites are in or nearby the city. Royall & Company: Page 5
The Richmond area has many major institutions of higher education, including Virginia Common Wealth University and the University of Richmond. Virginia State University is located about 20 miles south of Richmond in the suburb of Ettrick. Richmond also offers an abundance of arts and cultural options, ranging from the Virginia Historical Society and the Virginia Museum of Fine Arts to the numerous museum and battlefields commemorating the American Civil War to the National Theater, the city s premier music venue. Greater Richmond offers a high quality of life on par with the national average cost. According to the Center for Community and Economic Research s ACCRA Cost of Living Index, Third Quarter 2012, Richmond s overall cost of living is only 0.6 percent higher than the national average, 100.6 and 100.0, respectively. Housing costs, which account for 30% of the index, are 9 percent lower in Greater Richmond than the national average. INQUIRIES & HOW TO APPLY Royall & Company has retained Freeman Philanthropic Services, LLC (FPS) to assist on this executive recruitment. FPS is a national leader in recruitment for the not-for-profit sector and related concerns and brings a proven track record of recruiting top talent to diverse institutions. Please send all confidential inquiries, applications, and nominations directly to FPS via e-mail at Royall-CDE@glfreeman.com. All applications must include (1) an up-to-date resume, and (2) a letter of interest (addressed to FPS) that specifically cites the experiences that best prepare the applicant for this role and why this particular opportunity is the logical and desired next step in his/her career. Additional materials and information will be requested during the search and interview process. Royall & Company: Page 6