Director of Sales & Business Development

Job description

Role Summary: The Director of Sales & Business Development, Interim Services & Project Consulting (ISPC) leads the full lifecycle of sales, client acquisition, and revenue growth for professional services and interim executive solutions across Accounting & Finance, Information Technology, Project & Change Management, Digital/CX, Supply Chain, and related functional domains. This role is highly client-facing and is responsible for building a strong pipeline of new business opportunities, accelerating revenue generation, and ensuring a world-class experience for clients. You will drive strategic business development, client service and account management, C-level relationship building, proposal development, and consultative selling to support the rapid deployment of interim leaders, project execution consultants and subject matter experts. You will leverage sales experience, a robust executive network, strong business judgment, data-driven pipeline management, and a consultative approach to secure high-value engagements in financial services, healthcare, private equity, consumer goods, and other growth-oriented businesses. Why This Role Matters: This is a critical leadership role that directly influences revenue growth, client acquisition, and the overall success of the ISPC practice in Latin America. You will serve as a trusted advisor to C-suite leaders while building the sales momentum necessary to win new clients and expand market presence. Success in this role is defined by your entrepreneur mindset, ability to hunt for new business, close deals effectively, collaborate across internal teams, and deliver immediate impact in a dynamic interim & project consulting environment. This an exceptional opportunity to be a foundational employee in Latam for our ISPC business unit and not just a position/job!! Key Responsibilities: Strategic Business Development & Sales Execution Lead end-to-end sales and business development activities to acquire new clients and drive revenue growth in professional services and interim solutions. Develop, execute, and continuously refine sales strategies, pipeline management, and go-to-market approaches that align with revenue targets and market opportunities. Conduct market mapping, prospect research, proactive outreach, and lead generation to build a strong pipeline of qualified opportunities. Own the sales cycle, including prospecting, discovery calls, solution presentations, and successful deal closure. Leverage CRM tools to build, maintain, and accurately forecast a robust sales pipeline with clear visibility on stages, win probabilities, and expected revenue. Client Partnership & C-Level Advisory Act as a trusted advisor to client leadership teams, engaging senior executives (CIOs, CFOs, CHROs, CTOs, supply chain leaders, and finance executives) to understand business challenges and position tailored interim and professional services solutions. Provide insights on market trends, competitive intelligence, service capabilities, pricing strategies, and value propositions within finance & accounting, IT project management, supply chain, and import/export operations. Build and nurture high-level relationships using a strong personal network, while actively managing and developing "relationships for hand-off’s and collaboration opportunities. Collaborate closely with internal solution experts, delivery teams, and pricing specialists to ensure optimal alignment and successful project fulfillment. Proposal Development & Commercial Management Coordinate internally with capability teams, technical experts, and pricing functions to develop competitive pricing strategies, scope definitions, and commercial terms. Negotiate contracts, structure deals, and drive commercial closure while maintaining a consultative, professional-services selling approach. Industry Focus & Functional Expertise Target and penetrate key industries including financial services (banks, insurance, fintechs), private equity, healthcare, and consumer goods. Apply deep functional knowledge in finance & accounting, IT project management, supply chain operations, and import/export to identify opportunities and position relevant interim and consulting solutions for SMEs and mid-market clients. Drive both new logo acquisitions and expansion opportunities through proactive hunting and relationship-driven sales. Talent & Stakeholder Engagement Build and maintain a strong external network of C-level contacts, referral sources, and industry leaders. Maintain an active professional presence through LinkedIn, industry events, and targeted networking to enhance visibility and generate opportunities. Ensure seamless transition from sales to project execution by supporting smooth hand-offs to delivery and interim consultant teams. Deliver a high-quality client experience throughout the sales process, from initial outreach through proposal, negotiation, and onboarding. Operational Excellence & Collaboration Work effectively in a fast-paced interim environment, operating independently while partnering internally to align on capabilities and delivery feasibility. Maintain accurate documentation, opportunity records, and reporting to support overall business development performance. Contribute to process improvements, sales best practices, and market intelligence sharing within the organization. Qualifications: Experience 12+ years of progressive sales and business development experience, with a proven track record of consistently meeting or exceeding sales quotas in complex B2B environments. Demonstrated success as a senior sales leader regularly engaging and closing deals with C-level executives (CIO, CFO, CHRO, CTO, supply chain leaders, and finance executives). Strong history of new client acquisition and revenue growth in professional services, consulting, or interim/executive solutions. Extensive sales background in financial services (banks, insurance, fintechs), private equity, healthcare, and/or consumer goods sectors. Skills & Competencies Exceptional consultative selling, negotiation, and closing skills with the ability to engage senior executives confidently. Hands-on experience leading proposal development, internal coordination with solution/pricing teams, and commercial structuring. Strong business acumen with deep functional knowledge in finance & accounting, IT project management, supply chain, and import/export. High energy, self-motivated, and able to operate independently while collaborating effectively across teams. Excellent communication, presentation, and stakeholder management skills. Proficiency with CRM systems for pipeline management and forecasting. Education Bachelor’s degree required; business, finance, information technology, or related field preferred. MBA a plus ZRG Partners is Mac preferred environment. About ZRG: For 25+ years, ZRG has been helping our clients move forward in their industries and our candidates move forward in their careers. We started as a boutique retained executive search firm with a handful of talent professionals. Today, we are a global talent advisory firm, providing people solutions for our clients' most complex talent issues. Our core offerings include revolutionary, data-based, executive search focusing on senior leadership around the world. Our suite of on-demand talent offerings helps backfill open roles and address project-based work with specialized talent. Our consulting and advisory solutions focus on key issues like culture, strategic alignment, coaching, and sales optimization. Leveraging our global platform of over 500 teammates with a tech-powered solution kit, ZRG is a leading talent advisory firm for leading-edge clients. We are natively global in our reach with practitioners and entire divisions working around the world in the UK, Europe, the Middle East/North Africa, Australia, the Asia Pacific, and North and South America. Our team collaborates across geographic boundaries and industry verticals to bring you multiple solutions.