Global Account Director
Reports to: VP Sales
Location: Home Based - UK
Context and Overall Purpose of Role
In light of the growth of the business, we are expanding our client management team and recruiting a Global Account Director to lead the management of up to 8-12 clients which will vary from global contracts to newer, smaller clients. We are looking to this role to proactively manage these accounts, ensuring exceptional client service, clear reporting and communications and to seek out and win new business within these accounts to continue the growth of TNG
Key Responsibilities:-
Client management
- Live the TNG value of “we make clients our business”
- Build long term relationship with key named clients to attain “supplier of choice” status for the full suite of commercial transformation solutions offered by TN Group.
- Understand commercial and capability requirements of the clients to build compelling commercial soutions.
- Work with clients to create joint business plans to ensure delivery of annual account plan targets and develop long term plans 2-3 years in advance.
- Build a strong cross functional client network to ‘farm’ across all potential departments, teams and markets to further accelerate the TN Group business within the client. Create and implement an engagement matrix for each client.
- Conduct regular client facing review meetings and discovery calls – frequency as required but as a minimum - annual face to face, 6 monthly calls and quarterly emails.
- Ongoing dialogue with client to identify future opportunities for TN Group solution provision.
- Act as first point of call for day to day queries and issue resolution from appointed clients
- Arrange and attend out of work social engagements – aim for 1 x dinner / hospitality event per annum.
Account Planning and Ownership
- Work with the VP Sales to create annual account plans for each client including annual revenue targets for named clients.
- Ownership of delivery of the annual revenue target and keeping the plan updated.
- Creation of the client specific strategy to deliver the agreed targets.
- Creation and delivery of new business proposals.
- Ongoing tracking, monitoring and reporting of progress versus plans.
- Identify and create mitigating actions to address risks within each client.
Cross functional working
- Work with head of resourcing to ensure full and accurate information is provided to them on all agreed client work.
- Work with solutions team to align on future resource requirements.
- Work with partner market contacts to ensure on track delivery of global targets.
- Feedback to solutions team to ensure TN Group offer remains market leading and relevant.
- Feedback to solutions team to identify future opportunities for programme creation.
- Work with head of marketing to create client specific marketing plan.
CRM systems
- Create, update and maintain forecast in internal CRM system.
- Use internal CRM reporting to track and monitor progress vs targets.
- Ensure accuracy of information loaded on CRM system.
Client Offer
- Attend sakes team sales training to ensure clarity of offer and how to sell.
- Attend/ co-facilitate client programmes where appropriate to enable further client management conversations e.g. pilots/ webinars/ workshops with senior stakeholder delegates/ strategic markets etc.
- Use feedback from completed programmes and projects to create client testimonials.
Client delivery
- 60 days per annum client delivery of training programmes/ consulting projects
Attend and contribute to team meetings ( virtual and face to face) Attend 6 weekly all hands meeting at HO Complete internal and external training sessions. Complete internal administration.
Skills Required: -
- Ability to flex style as required.
- Strong influencing and strategic planning skills.
- A solid understanding and passion for learning and development.
- Hands on self motivated individual.
- Ability to take the initiative and identify sales opportunities within client base.
- Ability to work well with limited supervision.
- Strong management skills and a natural leader and motivator of people.
- Drive and eagerness to deliver results and hit targets.
- Strong business acumen.
- Ability to communicate,present and influence at all levels in the organisation .
- Client delivery experience preferred.
Experience Required: -
- Excellent communication skills.
- Previous experience working in a senior client management role, ideally at controller level.
- Expert client management and client relationship skills.
- Strong commercial/ sales/ business development background and experience.
- Proven track record of growing business with large customer accounts.
- Relevant industry experience.
- Proven track record of building long term commercial value with clients.
- Proven ability to establish and manage trusted relationships with senior business leaders.
Benefits: -
· Performance Bonus
· Competitive Salary
· Paid Birthday leave
· 27 days annual leave
· Employer supported volunteering
· Flexible working hours
· Study allowances
· Private Health Cover
· Electric car scheme
· Employee Ownership Trust
