Introduction
Sheffield Haworth is a global consultancy founded in 1993. We have a history of placing executives in high impact roles year after year, giving clients a competitive advantage in a fast-changing world.
Our vision is to be the leading global consultancy in people and transformational change. We specialize in executive search and interim placements, leadership advisory, change management, and information and data services. Clients benefit from deep industry insights, our wide-ranging networks and high standards of delivery from our global team. We work with private and public companies across financial services, professional and business services, high-growth technologies, and multinational corporates.
Sheffield Haworth has undergone significant growth and expansion since inception, now employing over 220 professionals in 15 global offices throughout the Americas, Europe, Middle East and Asia Pacific regions. We are proud to be an equal opportunities and disability confident committed employer.
Overview of the Role
Senior Associates at Sheffield-Haworth are responsible for all aspects of search execution which includes managing end-to-end delivery of retained search assignments – from leading research mapping, candidate engagement and most importantly Client Relationship Management right from the commencement to closure of the mandate. The most critical responsibility for the Senior Associate will be to handle our existing relationships with some of the Key Clients, and ensure we are able to ‘farm’ these relationships well.
Senior Associates may be required to work on mandates from more than one industry/ sector or function, geographic region and in conjunction with other associates in joint assignments. In addition, they will be expected to proactively assist Consultants with marketing, pitches, presentations, and candidate closure.
Senior Associates provide support to their consultant(s) in the following capacity-
Research
- Work proactively with consultants to prepare client presentations. Anticipate Client requirements and proactively provide information relevant to the meetings - this may include market/product analysis information, competitor structures, organizational charts, salary/benefits information and any other information to suit the client meeting.
- Formulation of a research strategy to meet client requirements, including specifying target companies and target universe.
- Map the ‘universe’ of a given assignment or where required, a product area for marketing.
- Take ownership of the research report: ensure that all names on the list have been checked for spelling and their company is accurate. Ensure all biographical information is accurate.
- Help to carry out due diligence on all candidates short-listed for the purposes of the search.
- Help to promote and represent the company as a provider of executive search.
- Network extensively via the telephone with candidates and sources. Map the universe via sourcing and cold calling as well as approaching the candidate pool and presenting opportunities effectively on behalf of clients.
Knowledge Management
- Attend client pitches and contribute when necessary. Write detailed proposal documents and job specifications to be sent to client at the outset of the search. These should reflect the client company, the requirements of the role and an understanding of the market.
- Write-up client facing profiles following interviews that provide clients the information to assess their suitability. i.e. add the why factor.
- Write biographies for the research report making the information consistent in content.
- Research the relevant product area(s). Make sure that you keep abreast of new developments, changes to company structures, executive moves, key themes etc. Keep this data up to date and archive it on the systems in a consistent manner.
- Be proactive about suggesting good speculative candidate ideas to the Consultant.
- Develop a group of reliable sources.
Data Management
- Ensure that all information gathered is entered on to the database; that all new and updated entries follow the company minimum requirements, are correctly skill coded and that contact logs reflect conversations and meetings.
- Ensures that all data is saved efficiently and accessibly.
Execution
- Interview candidates in a consistent and professional manner. This could be assignment related or as a networking/mapping exercise.
- Attend candidate meetings with the Consultant and write up the notes.
- Interview candidates for assignments without the consultant.
- Manage the candidate interview process by arranging meetings and gathering feedback from candidates and where required exchanging this feedback with the client.
- Stay in continuous contact with the shortlisted candidates to ensure they are still engaged in the process.
- Be responsible for the desk when the Consultant is travelling.
Telephone Work
- Map the ‘universe’ for an assignment by networking extensively on the telephone with sources and candidates. During the cycle of a search calls will include identification, sourcing, profiling and headhunting candidates through to delivering feedback following meetings and finally ‘switching off’ unsuitable candidates at the end of the process.
- Pitch roles to candidates and sources with confidence and conviction, build rapport whilst obtaining information required.
- Obtain detailed career information over the telephone that can be converted into concise biographies including information on product, client base, geographical coverage, key responsibilities, profit & loss data, dates, job titles and wider team information.
- When pitching roles manage candidate objections or defer to the consultant if necessary.
- Exercise judgement making skills in order to develop only the most suitable candidates in the market against set requirements and competencies. Develop probing skills and identify the candidate’s motivations to move, also known as ‘pull and push’ factors.
- Where necessary speak with candidates and sources outside normal business/trading hours.
- Our expectations are that the Associate role involves spending 50% of the working day on the phone minimally.
Desk Work
- Produce the client facing ‘Research Presentation’ which demonstrates that the universe (100+ people) has been fully mapped and that all candidates have been profiled.
- Carve out the top 10-15 shortlisted candidates and ensure more detailed biographies or CVs are available for client review.
- Ensure that all names on the list have been checked for spelling and their company is accurate.
- Ensure all biographical information is accurate and that profiles written in a consistent style.
- Work proactively with consultants to prepare presentations for client pitches. This may include market/product analysis, competitor structures, organizational charts, salary/benefits information and any other bespoke research required.
- Following pitches, write detailed proposal documents and job specifications which reflect the client company, the requirements of the role and an understanding of the market.
- As required deliver Research & Advisory projects on topics such as perception analysis, compensation, diversity and headcount, team structures, product analysis
Candidate & Client Interaction
Candidate
- Attend candidate interviews with the consultant leading and take detailed notes.
- Conduct solo candidate meetings with junior or middle ranking executives (Associate/ VP) if required by the consultant.
- Interview junior candidates against a set of competencies, using ‘open’ questions.
- During candidate meetings demonstrate knowledge on your product area and communicate in a professional manner adhering to correct protocol regarding discrimination.
- Proactively meet candidates or sources you have built a good rapport with on the telephone and in doing so develop a group of reliable sources.
- Arrange candidate meetings with consultant.
Client
- Attend client pitches and contribute when necessary.
- Take detailed notes in order to prepare the initial draft of the proposal or job description for review.
- Create a positive impression with clients, be willing to contribute in meetings and demonstrate your knowledge by communicating the ‘research process’ to clients.
- Assist the consultant in delivering the ‘Research Presentation’ to the client, presenting candidate profiles as required.
- Cover the desk and respond to queries from the client in the absence of the consultant.
- Arrange candidate meetings with client.
Business Development
- Attend client pitches and support the consultant.
- Stay alert to potential business development opportunities when reading industry publications and familiarize yourself with hiring trends.
- Seek out obvious gaps in your mappings/org charts and alert the consultant.
- Understand your practice group track record, clients, key placements and off limits.
- Stay informed about your consultant(s) work in developing clients and keep abreast of activity in your practice group including other offices
Attributes
At least 5+ years of relevant experience
- Bright, articulate (both oral and written) and well presented.
- Well organized with a calm, unflappable temperament.
- Excellent attention to detail.
- First rate organizational skills.
- Proactive, willing and adaptable.
- A good team player
We are an equal opportunity employer and comply with the Equality Act 2010, we value diversity at our company; it is an essential part of our success. We do not discriminate on the basis of age, pregnancy or maternity, marital/civil partnerships, religion or belief, sex or sexual orientation, gender or gender reassignment, disability or race including; colour, nationality, ethnic or national origin.
www.sheffieldhaworth.com
