Client Manager

Key Responsibilities:

• Manages and grows relationships to drive expansion and renewals across all solutions within assigned accounts in the foundational segment.
• Minimizes churn and maximizes retention as well as uncover opportunistic growth priorities in assigned accounts.
• Responsible for driving client satisfaction throughout the entire lifecycle of the clients’ buying process, by taking ownership for the commercial agreement for each client.
• Engages with clients to address concerns and provide recommends possible solutions that can be delivery by the organization.
• Generates demand by assisting clients to identify current needs and engages clients through digital marketing channels.
• Builds enduring relationships and displays an understanding of the client industry, business environment and strategy to identify current and future opportunities for the organization.
• Effectively articulates how the company can add value through our services and solutions, with a focus on growth priority offerings.
• Influences and works closely with vendors to achieve required results.
• Uses company's sales tools and methodology to effectively manage territory, accounts, opportunities, pipelines and forecast.
• Develops open and effective channels of communication in with each client within the assigned account.
• Encourages revenue growth by inspiring clients to additional services.
• Becomes the reliable point of contact for clients that is required to establish a strong business relationship.
• Aims to achieve performance targets and exploits opportunities, whilst displaying notable client service orientation.
• Implements and/or aligns governance and compliance policies in own practice area to identify and manage risk exposure liability.
• Monitors and controls financial governance and compliance to ensure the effective management of financial cost

Knowledge and Attributes:

• Sales business acumen. The skills supporting successful selling through organizational and business outcome mindset. Success will require focusing on planning, leveraging tools and data, and concentrating on company business requirements. Developing the skills to understand the client’s business (including commercial and financial aspects) in order to bring value to them from the company's portfolio of services.
• Sales client engagement and management. The skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth. Success will require detailed understanding of client needs, effective sales planning, and building trust, all while managing to client expectations. Developing the skills required to know the client, building effective and lasting relationships with them and to be seen as a trusted advisor.
• Sales solution skills. The knowledge of the company’s offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor. Success will require the ability to link company offerings, including high-value services to specific client and prospect needs and outcomes.
• Sales pursuit. The skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients. Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close sales opportunities.
• Bachelor's degree or equivalent in business or a sales related field.
• Relevant vendor certifications would be advantageous
• Moderate level experience working as part of a sales team in a fast-paced environment.
• Moderate level experience in a sales environment and/or customer service role.
• Moderate level experience in the IT or professional services industry with a focus on business development and/or sales.
• Moderate level experience with business to business and business to consumer sales techniques.
• Moderate level experience negotiating with clients and vendors/partners.
• Moderate level experience gained in a similar client manager role.
• Moderate level experience working with Salesforce.com contact platform
• Some experience in marketing or advertising would be advantageous.