Client Relationship Manager
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|Job Type||Permanent Full Time|
|Sector||Commercial - Sales|
|Salary||£25000 - £36000 per annum + Commission|
- Client Relationship Manager
Our client are the independent promotional verification specialists - we use our care, knowledge, expertise and passion for detail to ensure that all types of promotion via whatever medium are shaped and delivered fairly, securely and in compliance with the law and general best practice. In this way we protect both the interests of the brand, their agencies and also the consumer, who with increased confidence about the fair operation of the promotion, would be more likely to participate.
So on a day to day basis we are busy advising and influencing the development of clients' promotions, judging competitions, running prize draws, implementing 'Willy Wonka' style instant wins and overseeing voting for major TV shows. Our client base includes Pepsi, Walkers, ASOS, Barclays, HTC, Pringles, Kellogg's and over 200 more with a large part of work coming from projects run overseas - 50+ countries in 2015 alone.
Established for over 13 years, the company is based in Pinner, North London, about 25 minutes from Baker Street on the Metropolitan line.
Due to continued expansion we are seeking to fill an important and challenging role.
Primary description of the role:
1.Manage a portfolio of 40-60 client made up of both agencies (advertising, PR, digital) and brands / promoters direct to meet Gross Margin targets.
2.Maximise revenue potential from the portfolio through a regular planned and close ongoing contact with all levels of client contacts (marketing and legal), and gain a good understanding of their business needs creating a strong mutual working relationship. Aim is to become their trusted advisor and the go-to people for all aspects of promotional consultancy.
3.Use strong consultative selling skills to add value to a basic client brief- upsell and cross-sell additional services.
4.Take ownership of the resulting client briefs, pulling in support from other colleagues as necessary, drafting the pricing and all communication with the client.
5.Provide quality handover and work closely with internal Operations and Legal teams to ensure a seamless delivery of the project, checking in along the way to ensure project is run in full compliance with codes, regulations and company practices.
6.Work at all times in a professional, efficient manner with integrity and care for both the big picture (meeting client objectives) and the detail (such as wording of a proposed web banner or poster). See the unseen, ask the unasked questions.
7.Build excellent self-knowledge of the sector and the main codes/principles.
Reporting to Head of Client Management
*75% : Direct responsibility for ongoing account management for a portfolio of existing clients and the projects that are derived from them. Maintaining regular and meaningful contact with clients in proportion to their likely importance and use it and other learning to gain a good understanding of the clients' needs and plans for the benefit of the business.
*20%: New business development amongst their existing allocated client base by "going wide" - seeking new contacts and projects from different people and brands within the client.
*5%: nurturing the qualified sales leads from the dedicated Business Development Manager and turn them into regular, ongoing clients.
*Performance Measurement: the bonus has been designed to create a team spirit and supportive culture. Assessed and paid every six months, the bonus is made up of three elements: achievement of the company Gross Margin target, achievement of your own Gross Margin revenue from your client portfolio and your Appraisal grade for the soft company values.
This person must:
*Be an excellent communicator, both telephone and face-to-face. Strong presentation skills, including group presentations are a key part of the job.
*Have perfect and persuasive written and oral English skills.
*Have direct experience in a consultative sales focussed role probably in a media/ marketing / management consultancy environment.
*Be able to handle a wide range of clients of all types and levels in a quality manner
*Be passionate about quality and attention to detail
*Be an active sales person, not be afraid of using the phone for proactive calling, and not a passive order taker
*Be genuinely interested in promotions and marketing in general
*Be able to assimilate knowledge quickly and then to apply it to appropriate situations
*Be commercially aware - able to construct well thought through business proposal documents and detailed project plans
*Be strong and determined with a proven ability of hitting targets and objectives
*Be capable of multi tasking, organising and prioritising own workload and coordinating with others within the team, eg Project Managers and Legal
*Be able to spot new business opportunities and upsells where no one else has seen it
*Be an excellent negotiator - able to add value to a discussion or a project and charge accordingly
*Imaginative, creative and intelligent
*Never take no for an answer. Be determined, driven, focused, opportunistic and enthusiastic but also a good listener
Competitive salary with a basic of £29-31,000 depending on experience plus a bonus scheme that typically delivers 10-15% of salary
Fun, enjoyable working environment within new office space adjacent to delightful park with multiple eating and shopping outlets within immediate vicinity
Working with clients that genuinely appreciate and value what we do
Options of Childcare vouchers, bicycle grant scheme and Private Health Scheme