Client Development Manager

TST; Greater London; Hybrid; GBP 36,000 - 48,000; Full time

Benefits offered by this job

Employee assistance programme

Performance-related bonus

Life insurance

Season ticket loan

Learning allowance

Work from home subsidy

Flexible hybrid working

25 days annual leave

Birthday day off

Job summary

TST in London is seeking a Client Development Manager to drive outreach, qualify opportunities and convert prospects into meetings within a hybrid working model.

You will collaborate with the Commercial Director and Head of Operations to balance supply and demand, while building strong client relationships and delivering compelling proposals for both new and retained clients.

Qualifications

• 3+ years' new business or client development experience within an agency, consulting or professional services environment.
• Demonstrable track record of initiating and developing profitable new client relationships—from identifying leads to nurturing and closing.

Responsibilities

• Devise and implement personal outreach campaigns to agreed sectors and target client groups.
• Conduct outbound sales activities, including direct LinkedIn and email contact, to generate new leads.
• Identify target clients in the contact lifecycle and devise communication plans to secure introductory meetings.
• Convert colder outreach into meetings by following up with prospects by email, phone or social media.
• Run client meetings confidently and competently, applying an advisory lens and articulating TST's proposition.
• Diagnose client challenges and qualify commercial viability of opportunities.
• Manage supply and demand with senior team to hit commercial targets.
• Create client briefs for proposals with Solutions Team support.
• Write and lead on high-quality proposals and RFP responses.
• Present and pitch solutions with impact.

Skills

New business development

Prospecting

Proposal writing

Sales presentations

Tools

CRM systems

AI-assisted systems

LinkedIn

Job description

Help some of the world's leading organisations make change last, by being the person who starts the conversation.

At TST, we create learning experiences that are Designed to Stick.

By combining behavioural science, creativity, data and design, we help some of the world's leading organisations build capability, change behaviour and achieve lasting impact.

Our Client Development Team is at the heart of that work.

We are looking for a Client Development Manager to join our Commercial Team.

What you'll be doing

You'll:

• Devise and implement personal outreach campaigns to agreed sectors and target client groups.
• Conduct outbound sales activities, including direct LinkedIn and email contact, to generate new leads against targets.
• Identify appropriate target clients in the contact lifecycle, and devise and implement relevant communication plans to secure introductory meetings.
• Convert colder outreach into meetings by following up directly with prospects by email, phone or social media within TST's agreed commercial timeframes.
• Run client meetings confidently and competently, applying sense-making skills, actively listening to the client's needs, applying an advisory lens and articulating TST's proposition in a compelling way.
• Diagnose client challenges, asking intelligent questions and qualifying the commercial viability of opportunities.
• Work effectively with the Commercial Director, Director of Client Experience and Head of Operations to manage supply and demand in the business whilst hitting commercial targets.
• Create rigorous, accurate client briefs that can be converted into proposals with support from Solutions Team members.
• Write and lead on high-quality, market-leading proposals, including RFP responses.
• Present and pitch solutions with impact.
• Convert deals to sold work, working towards specific targets.
• Nurture client relationships to a point where they can be transitioned to an Account Manager.
• Make a demonstrable contribution to the annual commercial revenue target.
• Devise and execute follow-up strategies for marketing campaigns and sales events, including conferences, webinars and roundtables.
• Act as a TST Ambassador at events and conferences to generate leads against targets.
• Keep individual commercial systems up to date, enabling accurate data and forecasting.
• Contribute effectively to the growth of the Commercial function, including supporting commercial colleagues and cross-function collaborators, with a focus on client development.
• Qualify potential leads to ensure commercial activity levels remain high.
• Iterate, support and execute TST's commercial and growth strategy, measuring performance against key metrics.
• Use and continuously improve processes and systems that enable the Commercial Team to scale quickly and efficiently, without compromising exceptional quality standards or the experience of working at TST.

This role could be for you if you...

• Have a growth mindset and entrepreneurial spirit, with a strong track record of successful new client development.
• Take personal accountability and are energised by proactive outreach.
• Are committed to delivering against individual and team targets.
• Are proactive, self-driven, resilient and motivated.
• Are passionate about the Talent/Development space.
• Enjoy bringing innovative solutions to market and generating interest in them.
• Enjoy collaborating with people with different perspectives.
• Want to be part of a growing, market-leading company that has people at the centre.

You'll also bring:

• 3+ years' new business or client development experience within an agency, consulting or professional services environment.
• A demonstrable track record of initiating and developing profitable new client relationships – from identifying and developing leads to nurturing and closing.
• Experience of selling into HR functions.
• Selling small to medium-sized deals without support (£5k-£150k contract value), and larger deals with support (£150k+).
• Owning the entire sales cycle end to end, including cold outreach, securing meetings, proposal writing, pitching and converting new deals.
• Experience of successfully delivering on individual sales targets.
• Interest and experience in the Talent/Learning & Development space.
• Ambitious, with strong goal and target orientation and resilience.
• Business-first mindset, working to overall as well as individual revenue targets.
• The ability to prioritise workload in a fast-paced, agile environment, and pivot in the moment.
• Excellent client relationship-building skills.
• Strong collaboration skills, particularly at handover points with other business areas, and in the use of AI-assisted systems.
• Articulate, personable, engaging and able to inspire others.
• Extremely high-quality communication skills, both verbal and written, with attention to detail.
• The ability to remain calm under pressure, and adapt and respond well to change.

We're proud of the culture we've built.

You'll be joining a collaborative, ambitious and supportive team that genuinely enjoys working together. We invest heavily in our people, encourage continuous learning and give people the opportunity to work with some of the world's most recognisable brands on meaningful, varied and creative work.

Alongside a competitive salary, you'll receive:

• Employee Assistance Programme including GP appointments 24/7 and counselling sessions
• Performance-related bonus
• Enhanced maternity and paternity pay
• Life insurance
• Season ticket loan
• Learning allowance, e.g. for books, subscriptions and podcasts
• Work from home subsidy
• Annual eye tests and subsidy on glasses
• Flexible hybrid working
• Comprehensive internal L&D offering
• A wide variety of wellbeing and social activities
• 2 volunteering days per year
• 25 days' annual leave plus long service award of up to 5 days, and the option to purchase additional annual leave
• Public holiday swap option
• Additional day off on your birthday

Location: London SE1 / Hybrid (with flexibility to attend the office when required)

Contract: Permanent, Full-time

Salary: Approximately £42,000 basic salary plus commission.