The posting
DIRECTOR, CONSULTING
Kotter Consulting | Job Description
About Kotter
Kotter helps organizations turn strategy into results. Through our consulting and training offerings, we help leaders mobilize people, lead change, and achieve meaningful business outcomes.
The Opportunity
We are living in a world that is more disrupted and more uncertain than ever before. Just like all industries, consulting is being impacted by the mega-disruptors around us: AI, economic uncertainty, geopolitical and demographic shifts, etc. This also kicks the door wide open for Kotter’s work - helping organizations successfully execute their current transformation efforts while simultaneously building greater adaptability to navigate this ongoing disruption.
As a Director in consulting you will have a leading role in helping propel the firm forward. This role will balance client delivery, business development, and internal initiatives, requiring someone who is comfortable regularly and seamlessly context switching. The position requires deep strategic and business acumen, high standards, relentless commitment to client outcomes, and a spirit of true collaboration.
This is a Remote, U.S.-based position, requiring up to 70% travel.
Responsibilities
Client Delivery & Engagement Leadership
Lead complex and high-stakes client work, translating the scope of work into high-impact delivery. At times, you may juggle multiple client engagements at once, ranging from short-duration accounts (e.g. a leadership off-site) to multi-year accounts.
Own executive level relationships. Ability to serve as a strategic thought partner to senior most stakeholders, including the economic buyer. This includes the ability to effectively challenge senior leaders, raise engagement risks early, and develop effective mitigation strategies.
Manage scope and realization of client outcomes. Translate the scope of work into a full execution plan and strategy, with a clear line of sight toward and strategy for measuring and tracking value creation aligned to the client’s most pressing needs/desired outcomes.
Identify and lead strategic pivots, as needed. As the primary owner of delivering against the agreed upon scope, identify when execution is either off track or needs to pivot due to real-time emerging client needs. Own recalibration and updating solution design, as needed. This includes utilizing a broad business understanding to know what levers are most important for client success.
Create a thriving team environment. Own engagement and/or account team dynamics, including ways of working, clarity around roles and responsibilities, and identifying opportunities to develop other team members.
Manage account/engagement economics. Own the tracking and management of pricing, margin, and any necessary scope changes.
Front of room facilitation. Ability to effectively lead high-impact, engaging client sessions, adapting facilitation style to the audience (e.g. level of seniority, industry, culture, etc.). Manage difficult dynamics in the room, including mitigating tension between participants, flexing the agenda on the fly, and navigating unexpected distractions/challenges.
Business Development
A deep commitment and ability to grow the firm, to help us achieve our vision of “Millions Leading, Billions Benefiting.”
Account expansion and extension. Ability to spot new opportunities within current accounts to extend the engagement and/or expand into other areas of the business. Effectively build relationships with multiple economic buyers and develop solutions that meet their needs.
Net new client growth. Moving a pursuit from initial conversation through to closing the sale, from both inbound leads and Kotter-supported outbound networking. Bringing others into the pursuit process as appropriate.
Solution design and proposal creation. Turning prospect needs into a comprehensive solution design that meets their objectives, timeline, and budget.
Effectively capturing this solution design into a proposal that moves the deal down the funnel.
Pricing and deal structure. Ability to accurately price a proposal, taking into account the solution design, team structure, and target margin.
Disciplined pipeline management. Rigorous management of deals (and associated details) in internal systems.
Practice & Firm Leadership
As a leader in the firm, you will be expected to support the evolution of our IP, solutions, and people.
Mastery and evolution of Kotter IP. Ability to deeply understand and support evolving the principles that underpin Kotter’s evolving research, and translate that into business development conversations and client delivery.
Solution and product development. Own the evolution of how we operationalize our work with clients, rather than relying on “copy & paste” playbooks. Support the packaging of new solutions, partnering with Marketing and Business Development teams to bring these new solutions to market.
Internal process improvement. Identify and lead opportunities to improve outcomes from our internal process and increase efficiency, balancing the use of technology and focusing on supporting necessary behavior change to optimize new processes.
People leadership. Dedication to creating a learning environment, both up and down the reporting chain, and specifically on projects, to develop more junior colleagues in formal and informal ways, including serving as a direct manager to Consultants and Senior Consultants.
What We Are Looking For
Deployment flexibility. Someone who is able to easily work across different types of clients/industries, types of engagements, and various team configurations.
Adaptability. Ability to adjust your approach to client needs, client and internal team personalities, and changing circumstances.
Spinning multiple plates. Seamlessly manage client delivery with business development (including extension/expansion of current engagements and driving net-new sales) and internal initiatives.
A builder. Someone who is excited to help shape the future of the firm and is not reliant on stale, old school, or rigid ways of thinking about change management. Willing to jump in, shape solutions, and be an active participant in solutioning.
Growth mindset. Takes responsibility for own development and supports the development of colleagues. Demonstrates curiosity, constructively challenges ideas, learns from experience, delivers feedback without hesitation, and acts on feedback received.
Takes initiative. Proactively identifies opportunities to improve client service, the firm, or assigned work. Willing to take action without waiting for direction and follows through on commitments.
Team player. Dependable, collaborative, and willing to contribute where needed - acknowledging that in a small firm, everyone needs to be willing to play every position on the field at times.
Tolerant of ambiguity. Ability to manage uncertainty without compromising performance or team cohesion.
Qualifications
- 10+ years in consulting or internal change, transformation, strategy, or organizational development roles.
- Confident in the use of Google Suite, Microsoft Applications, CRM tools (HubSpot a plus), and AI tools (Gemini a plus)
- Bachelor’s Degree Advanced degree a plus.
- Strong written and verbal communication skills, with the ability to adapt communication strategies to match the client context and culture.
- Proven experience in Business Development and Account Expansion required
- Exceptional client delivery and client relationship management skills, with experience in high-stakes engagements, both short- and long-term, with the ability to handle multiple engagements at once
- Demonstrated people leadership and firm leadership skills required
- Product development or IP development experience a plus
- Must be willing to travel up to 70% of the
- Exceptional interpersonal skills, with the ability to quickly build trust with colleagues, prospects, and clients.
- Applicants must reside in the United States and be legally authorized to work in the United States without current or future employer sponsorship.
Reports To
Managing Director, Head of Consulting
Location
Remote (US). Up to 70% travel may be required for client delivery, team meetings, or company events.
Compensation and Benefits
Salary Range: $210,000+ USD (plus opportunity for profit sharing)
Compensation will be based on experience and qualifications. Kotter offers a comprehensive benefits package, including health coverage, 401(k), unlimited paid time off, and professional development opportunities.
Accessibility Commitment
ADA and Physical Requirements | Accessibility Commitment
Kotter is committed to providing equal employment opportunities and reasonable accommodations to qualified individuals with disabilities in all aspects of employment.
Physical requirements:
- Ability to communicate effectively in person, over video, and via digital platforms
- The ability to operate standard office equipment (computer, phone, video conferencing tools).
- Occasional lifting of materials (e.g. presentation equipment, flipchart stands, ) or session room furniture (e.g. moving tables/chairs to shift a room set up) up to 20 pounds
- Travel (up to 70%) for client meetings, workshops, and events, which may involve extended periods of sitting, standing, or presenting.
