Senior Director of Client Strategy
The Stelter Company, Des Moines, IA, United States
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Senior Director of Client Strategy
Full Time | West Des Moines, IA, US
12 days ago | Requisition ID: 1023
At the intersection of purpose and performance, we're seeking a Senior Director of Client Strategy to lead bold, insight-driven work that advances our client's missions and their results. This role blends the best of creative marketing agency with the heart of nonprofit planned giving. As a senior leader, this role will shape client partnerships, guide strategic direction, and inspire teams to deliver work that not only drives growth, but helps our nonprofit partners build legacies.
Position Summary
As a member of the Operational Leadership Team, the Senior Director of Client Strategy plays a critical leadership role in translating organizational vision into scalable client growth strategy. This leader oversees the performance, profitability, and strategic direction of the Account Executive and Client Strategy teams while serving as the primary driver of client retention, sales and revenue expansion, and portfolio optimization aligned with Stelter’s Retain and Grow targets.
This role holds company wide accountability for existing revenue growth, account profitability, and long-term client partnership strategy. The Senior Director ensures excellence in client relationship management, consultative selling, value-based pricing, and strategic execution across industry verticals including Cause, Education, Healthcare, and Community.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES
Service Excellence
- Champions culture of service excellence that consistently meets and exceeds external and internal client expectations.
- Establishes structured feedback loops to gather and analyze client insights to continuously improve service offerings.
- Partners with internal delivery teams to ensure commitments are met with quality, timeliness, and strategic alignment.
- Serves as executive escalation point for complex client or portfolio challenges, ensuring resolution and sustained trust.
- Promotes a client-first mindset while balancing organizational profitability and resource alignment.
Strategic Leadership & Revenue Growth
- Owns and drives organization-wide client growth and retention, and revenue expansion strategy across assigned verticals.
- Leads the development, presentation, and defense of strategic recommendations that deepen partnerships and unlock growth opportunities.
- Identifies and activates cross-sell and upsell opportunities aligned with client objectives and organizational growth goals.
- Guides value-based pricing strategies that protect margin and reinforce strategic value.
- Translates industry trends, competitive intelligence, and client data into proactive growth strategies.
- Ensures disciplined account planning with measurable objectives tied to long-term partnership success.
Portfolio Performance & Financial Accountability
- Accountable for end-to-end account profitability across vertical portfolios.
- Partners with the CEO and other executive leaders to interpret financial and performance data, translating insights into strategic action.
- Leads a predictive, insight-driven reporting ecosystem integrating pipeline, account plans, and business plan performance.
- Maintains disciplined pipeline oversight and forecasting accuracy, providing accurate projections on client retention, renewals, and growth opportunities.
- Ensures alignment between revenue targets, resource allocation, and client growth strategy.
Leadership & Team Development
- Leads, mentors, and develops Principal Account Executives, Account Executives, and Client Strategists.
- Conducts structured bi‑weekly 1:1 meetings focused on strategic thinking, commercial acumen, and leadership development.
- Clearly articulates organizational vision and performance expectations, fostering accountability and continuous improvement.
- Collaborates with senior leadership to establish and monitor performance targets aligned with company objectives.
- Guides portfolio assignments based on strategic fit, growth potential, and team capacity.
- Participates in hiring, onboarding, succession planning, and talent development initiatives.
- Leads by example, demonstrating professionalism, executive presence, and collaborative leadership.
Process Improvement & Operational Efficiency
- Champions continuous process optimization to improve workflow clarity, quality, and cost efficiency.
- Aligns cross‑functional stakeholders to streamline onboarding, account transitions, and execution processes.
- Maintains expertise in Salesforce, ensuring data integrity, reporting accuracy, and effective CRM utilization.
- Evaluates and implements scalable systems and process enhancements that improve visibility and decision‑making speed.
- Keeps leadership informed of progress, risks, and strategic opportunities.
Cross‑Functional Collaboration
- Partners with Business Development to ensure seamless transition from sale to onboarding and long‑term partnership.
- Collaborates closely with delivery teams to align solutions with client objectives and strategic outcomes.
- Provides executive leadership with insights on vertical performance, client trends, and emerging growth opportunities.
- Influences outcomes across teams without direct authority to drive coordinated and strategic execution.
QUALIFICATIONS
Sales and Marketing
- Strong knowledge of strategic marketing principles and consultative sales methodologies.
- Ability to assess client strengths, weaknesses, opportunities, and threats.
- Understanding of print and digital production processes preferred.
Customer Service
- Deep understanding of client experience strategy and satisfaction measurement.
Administration and Management
- Knowledge of business and management principles required to lead a high‑performing revenue portfolio.
- Proficiency with CRM systems (Salesforce preferred), productivity tools, and executive reporting platforms.
Education and Experience
- Bachelor’s degree in related field or equivalent experience.
- Minimum of 15 years of progressive leadership experience in marketing, fundraising, or sales.
- Demonstrated experience managing revenue‑generating portfolios with profitability accountability.
- Agency experience in direct response fundraising or marketing strongly preferred.