Senior Account Manager

Transcription

1 Senior Account Manager Tomorrow s Company has an exciting opportunity for a Senior Account Manager to be part of delivering programmes of outstanding quality to a range of prominent clients. Role: Location: Senior Account Manager Piccadilly, London SW1 Reporting to: Sales & Marketing Manager Company Overview We are a central London based think tank committed to creating a better world through supporting business to do more than just make money. We partner with businesses, investors, civil society, government, research and academic institutions to work on projects which lead to sustainable business success. By building critical mass, Tomorrow`s Company seeks to encourage a change in mind-set and to promote the decisions and behaviours that support building value for business leaders and owners. We provide a membership service to our clients (predominantly Companies within the FTSE 350) which provides them with a range of services including forums, work-streams, public and private events and roundtable discussions. We also offer and deliver ad-hoc, consultancy services and project assignments. Please visit our website for detailed information Job Brief Key Aim: To develop and grow revenue from our existing client accounts by identifying new opportunities to meet their requirements and to actively participate in the pursuit of new clients. Summary of Key Responsibilities Establish, manage and continuously build and develop key relationships with clients/ client sponsors, especially with the decision makers ; evolving to a trusted advisor relationship and providing ad-hoc advice as appropriate Conduct regular strategic reviews of the accounts and through understanding of client needs identify ways to add value to the their business; Drive growth by promoting and selling the wider range of services available to existing client(s); Regular face to face meetings with clients and effective diary management will be required; Communicate the client's goals and represent the client's interests to the wider team; Promote regular two-way communication between the client and the Company, to provide Company representation and set proper client expectations; Provide regular input on all account activity, including status updates and intelligent management information; Monitor and report client revenues and progress on key accounts;

2 Own the contract and contract renewals for new work for an existing client; Ensure that all processes and procedures are completed, quality standards are met, and that projects are profitable; Offering and reviewing service level agreements (to achieve 90% renewals) and resolving queries / issues. What you need to be successful in the role Educated to a degree level (ideally from a business focused area) Significant expertise in sales and account relationship management; Managing key accounts within a professional services, consultancy, sales and marketing, business development or CRM capability; Building and developing long term strategic business relationships; Pursuing business opportunities to maximise revenue; Setting and delivering against business plans and goals; A proven ability to plan and execute against medium term business development plans What s on offer? All the usual suspects including a salary of 25k - 30k depending on experience, company pension scheme offering 6% employers contribution, 25 days holiday per year (plus bank holidays), life assurance. More importantly the opportunity to join and work within an organisation with clear values and principles one that is striving to, and has had success in, shaping the future of business.

3 The opportunity Tomorrow s Company has an exciting opportunity for the right person to be part of building a revenue stream, selling programmes of outstanding quality to a range of prominent clients. Our work delivers quality intellectual output to demanding household name clients. We currently work with over 50 companies. Increasingly, the success of TC is built upon relationships at every level. Experience of account management and sales is essential, ideally in a professional services / consultancy services environment. Committed to our values you will ensure that our existing clients and members expectations are exceeded. Through our project delivery we will become known for excellence. Your track record of selling and marketing high quality services, possibly in a consulting or retailing role, will cover primarily our existing client base, and sometimes new clients. You will know what good looks like, and be passionate about attaining the highest standards. You will be proactive and energetic, totally customer focused and with an eye for detail. Comfortable in across a matrix structure, and with the ability to work without micro-management, the role requires a strategic and tactical delivery of a sales account plan to our clients. You will have experience in a target driven selling environment preferably in professional services, possibly in a consulting or professional services arena. You will be comfortable face to face with clients and professional and methodical in exceeding their expectations. Job purpose The role shares responsibility for ensuring an enduring revenue growth of the business especially by providing a platform for repeat business, increasing on-selling and supporting pitches to new customers. Key to success will be clear-thinking. Pivotal to success for the role, is your ability to work intimately closely with the Content / Research team and with the Programme Delivery functions. You will be creative in areas of client development and account management, leading and/or contributing to growing and developing sustainable profitable relationships with key clients. You will create partnership development plans, and new engagement and revenue opportunities, for each member. Ensuring the SLA/Contract is being achieved for each member and that the member is maximising benefits through participation Create new relationships within the member organisations Ensure the annual renewal of members target 90% renewals annually For each client/member, support means: Execute on defined account plans that continuously improve, deepen and cement client relations; Support deepening client relationships and build business development. This requires a pro-active client development and management of the account, executing on agreed strategy.

4 Establish, manage and continuously build and develop key relationships with clients/ client sponsors, especially with the decision makers ; evolving to a trusted advisor relationship and providing ad-hoc advice as appropriate In collaboration with our Sales Manager, identify and develop new opportunities for our clients You will have experience in account management of commercial/corporate partnerships, specific experience and a proven track record in sales/fundraising and marketing; experience in managing multiple accounts, and ideally a knowledge of CSR-type material SUMMARY OF SMART OBJECTIVES Projects and Programmes Delivery / Operations GOAL MEASUREABLE 1. Ensure client-focused and service delivery (time, Delivery of the agreed proposition quality) of all externally contracted TC projects and Client retention rates (>90%Y-o-Y) commitments Client satisfaction (Survey) 2. CRM Reporting and Transparency consistent and Systems data accuracy and reporting suite; timely # and quality 3. Account Management, on-selling TC Achievement of annual targets for assigned accounts i.e. growth of revenue from existing clients. Achievement of weighted pipeline target for assigned accounts at end of year Support for marketing and PR activities # examples

5 AREAS OF RESPONSIBILITY SUPPORTING OTHERS Sales and Marketing Support agreed PR & marketing activity, to build the TC brand Support the taking to market of any propositions or project ideas Support the development of new target accounts Develop case studies as needed for the engagement on completion and socialising with appropriate market leadership, practise leadership and marketing. Management and Oversight Working with TC finance team to ensure invoices are generated correctly and on time; Develop formal system of legal disciplines around workstream and membership documentation etc. Bids and Proposals Intensive support as required across the proposal development and bid submission process, commercial negotiations and agreement for each engagement. Ensure adherence to Tomorrow s Company bid qualification, management and sign-off processes, fully respecting requisite timescales Agreement / sign-off that Programme Manager will deliver the work.

6 Experience and Capability Definitely not suited to someone of a minimalist persuasion! Prerequisites Support for the TC business agenda Intellectual strength Ability to engage with business at all levels High energy, pro-active and high standards of achievement; Personal drive with a self-guided attitude Minimum of 5 years of experience of account management gained in professional services / consultancy environment or possibly in blue-chip client organisations Broad range of demonstrable business development skills across the sales proposition and relationship-led sales; demonstrable deep expertise gained through a number of delivery engagements; Strategic thinker, able to work and lead in ambiguous environments Outstanding leadership, communication, relationship building and social networking skills Relationships - Ability to network successfully and build rapport, credibility and trust Strong executive level client relationship management - ability to develop trusted adviser based senior client relationships based on personal experience of delivering sustainable business outcomes Ability to establish a strong sense of purpose, high standards and a sense of urgency for self and others Excellent written and verbal communication skills Graduate level degree Comfortable at boardroom level or with a group of senior executives Results-driven - Maintains and delivers on agreed objectives Communication - Open, honest and transparent, non-hierarchical communication across the business at all times Unashamed brand evangelist Innovation Ability to think laterally, demonstrate common sense and come up with original, practical ideas worthy of implementation Demonstrate qualities around improving business practices and striving for continuous improvement Leadership - Able to demonstrate role model leadership qualities Initiate action; to take responsibility; and take ownership beyond the current role Business acumen - A commercially astute individual, with the ability to improve awareness of the Tomorrow s Company brand and using industry (Consulting / Project Management) knowledge Values - Going the extra mile ; passionate; Honesty and Integrity; Empathy