Client Director

Inex Associates ,
Warwick, Warwickshire
More Details
Job Type: Full-time
Salary: £50,000 per annum

Overview

Scope of Role The Key Account Manager is responsible for day to day sales activities within Flagship/Key accounts. A Key Account Manager is responsible for developing new opportunities within these accounts and work collaboratively with delivery engagement/program managers to help farm these accounts. The accounts should have both services and products business with a good balance of staffing and projects business across all LOBs. Dimension of Function Broad Areas covered by the job I. Business development for a specific key account- Identify and develop viable prospects creating new business relationships. Work with Marketing and Strategic Demand / Lead generation teams to maximize the funnel of prospective business opportunities II. Key Account Management - Penetrating current client accounts by leveraging internal relationships. Build & enhance relationships with key contacts, build awareness of the company's services, assess competition and analyse their relationships. Must perform at least one weekly sales pipeline review with their Manager. Weekly Sales Pipeline Review includes following: i. Quarter to Date sales results ii. Progress towards monthly and annual goals iii. Previous week's activities iv. Pipeline Management v. Weekly activity report vi. Corrective plan for inadequate result III. Execution of CRM processes: Complete required activities and verifiable outcomes/actions for each stage of the sales process in a timely manner. Execute towards closures, tracking & reporting in the CRM system and follow the Deal to Delivery process IV. Probe: Ability to uncover pertinent information and underlying concerns and motivations in order to successfully position our offering V. Ability to demonstrate financial acumen with customer: Analyse, use, and discuss financial business drivers and metrics to advance the sales cycle. Translate sales pursuit elements into financial terms is critical to successful Contacts Area of Responsibility Revenue growth within the account Value creation in terms of acquiring new deals and the Customer Satisfaction score All described sales activities must be documented daily in the corporate CRM Must continually monitor pipeline movement, add new opportunities to the pipeline and maintain the offshore opportunities at or above target level Must maintain a Key Account Planning document with monthly updates. The development plan must be created and maintained within the corporate intranet Greater than 95% adherence to forecasts p360 Business review: Forecast, Financial results, Services, Resource Planning, Debt Review, and Action Plan. Quantitative parameters of the job (Metrics): Total invoice revenue Account Gross Margin Onshore, offshore revenue mix Growth in offshore revenue Spread of Lines of business sold into the customer Days Sales Outstanding Customer testimonials & Case Studies NPS - Net Promoter Score Adherence of CRMs: More than 95% of the opportunities accurately entered in CRM for every sales person including WIP stage definitions Schedule and adherence of pipeline booster sessions and account planning sessions Knowledge / Experience Proven and substantial experience selling offshore services Managed teams of at least 3 personnel, including delivery and sales while handling revenues of over $5 M Managed delivery of large projects, working with international cross border teams Deep background in at least one of IT, PLM and E&D businesses Strong relationships with at least one of automotive, aerospace or Industrial Machinery industries

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