Position Description & Client Brief

Principal

Client Brief:

At Kerning, our core revolves around three pivotal elements: connections, innovation, and results. As a boutique executive search firm, we pride ourselves on our youthful energy, expertise, and a robust network that ensures access to elite talent and transformative leadership strategies.

Since 2015, our journey has been marked by a steadfast commitment to redefining the landscape of leadership hiring and advisory. Our work ignites organizational growth and connects visionary leaders with outstanding executive talent.

Our reach spans the MENA region, where we've successfully tailored solutions to meet the unique needs of diverse industries. Our strategy blends personalized insight, innovative technology, and an agile approach that goes beyond traditional methods. From creating bespoke assessment tools to understanding local cultures, our team is your gateway to excellence.

Experience and Competencies Requirements:

Experience

1. Bachelor’s degree in Business Administration, Management, or a similar field from a recognized university. Master’s is a plus.
2. 8-15 years of experience in client relationship management, or business development within leading executive search, staffing and recruitment, or consulting firms. Priority goes to candidates with experience in executive search companies.

Technical Competencies

1. Proven ability to meet or exceed sales targets, with strong sales skills, including presentation and negotiation capabilities.
2. Excellent command of business English, with strong verbal and written communication skills for conveying complex ideas clearly and persuasively.
3. Proficient in MS Office (Excel, PowerPoint, Outlook, Word) and IT-literate, with familiarity in CRMs, ATS, and other relevant software.
4. Proven expertise in market research and analysis, with the ability to identify emerging trends, assess market opportunities, and provide actionable insights to inform strategic decisions.

Behavioral Competencies

1. Situational adaptability: Ability to adapt approach and demeanor in real time to match the shifting demands of different situations. Culturally aware with an international mindset, adaptable to diverse and dynamic environments.
2. Builds Network: Ability to build and maintain networks and relationships, both inside and outside the organization, using persuasive communication to gain support and commitment.
3. Persuades and drives results: Assertive, confident, and proactive in communication, with the ability to effectively voice opinions and drive results.
4. Instills trust: Trustworthy, reliable, and self-motivated, with a strong work ethic and problem-solving skills.
5. Customer focus: Goal-oriented and customer-focused, with a flexible approach to addressing challenges and achieving success.

Functional Description:

1. Conduct research to identify and generate leads from potential clients in specific industry sectors and geographical markets in the Middle East.
2. Develop a thorough understanding of Kerning’s services, culture, values, and processes.
3. Set SMART objectives and acquire skills to verify research findings effectively.
4. Build and nurture relationships with decision-makers, including Board Members and C-suite executives, to expand your network and engage relevant clients for new opportunities.
5. Drive prospecting, opportunity identification, cold calling, pitching, setting up client meetings, and service demonstrations.
6. Present opportunities to clients and evaluate their alignment with search criteria, ensuring effective communication and follow-up.
7. Regularly engage with Managing Partner to discuss sales activities, results, meetings, pipeline status, strategies for success, and required support.
8. Conduct market research to stay informed about industry trends and competitor activities. Share insights on market trends, industry developments, and potential clients and key executives for business development.
9. Provide accurate, analytical, and well-documented reports, ensuring data integrity and the accuracy of information collected during the search process, and enter data accurately into LOXO.