The Client Director is the person that is accountable for the ongoing growth of a portfolio of global clients through strategic account management of existing business and delivery of new business opportunities. The key metrics for the role will be year-on-year growth of the client account through the discovery and selling of new business leading to the achievement of in-year billed revenue and sales (across a portfolio of directly assigned global accounts).
He/she is the single point of contact for regular interactions with the client senior management and TMF local offices. The focus of the role is as follows:
Ensure year on year revenue growth from a portfolio of strategic clients by identification of medium term client needs and alignment of plans to address these.
Create and maintain the client 'Account Plan' based on the clients' strategy and business needs, including the client relationship management strategy with the key Client and TMF stakeholders.
Protect and grow revenues identifying new opportunities that grow TMF share of wallet.
Manage a team of Account Managers (eg based in key client geo's), ensuring skills and performance levels are consistent with commercial and operational requirements.
Engage, as needed, sales specialists to help drive transactional sales opportunities, and service delivery managers ensuring that appropriate resources are engaged in pursuit of the strategic account plan.
Undertake an account portfolio business plan, (including specific account plans where appropriate as provided through direct reports) that identifies opportunities for growth within the Client base and defines a clear strategy with supporting action plans to deliver sustained revenue growth. Identify key resources and investments necessary to underpin this plan.
Proactively plan and implement strategies for contract extension or renewal to avoid RFP risks.
Puts the Client at the heart of everything we do, ensuring exemplary 'client experience' at all times (and improved NPS scores over time).
Proactively identify opportunities for additional new services and either directly propose and close these growth opportunities or enlist the support of sales specialists through the Sales organisation.
Critical competencies for success
Cultivates and maintains a strategic relationship with the client and TMF stakeholders ensuring that the individual can clearly articulate the client's key business drivers and how TMF's value propositions would enable the client to achieve their goals.
Has direct access to the key decision makers in the client and can influence positively in favour of TMF through a combination of personal engagement and the use of supporting TMF personnel as needed.
Can predict client needs and provide appropriate solutions; effectively balances the needs of TMF and the needs of the client.
Collaborates across service lines to deliver the power of ONE TMF.
Develops opportunities for revenue growth and can qualify sales opportunities in terms of:
Key decision makers, their business needs and their decision-making criteria
Functional benefits of TMFs capabilities in line with stated client needs
Strategic/analytical thinking while action oriented:
Strong problem-solving skills, understanding cause and effect and able to plan solutions accordingly - championing new solutions where necessary.
Proficient with numerical analysis - forecasting billing performance against contract and identifying positive or negative variances, able to analyse root cause and act to optimize revenue achievement.
Makes timely decisions, takes proactive measures to pursue an opportunity.
Has gravitas and can operate at senior levels within TMF and Clients with confidence and conviction delivering a professional personal brand that reflects the culture and values of TMF Group .
Understands the principles of Key Stakeholder Management and plans a contact strategy appropriate to each element of their stakeholder plan.
Uses language and style of communication appropriately and applies discretion when necessary.
Can articulate results and ideas in a concise manner using a variety of media and formats, and be persuasive and convincing in front of a challenging audience.
Is fluent, clear and concise in written and oral communication.
Competent with the use of key business software (Outlook, Word, Excel and PowerPoint as a minimum set) and hardware (PC, smartphone).
Technical skills/Job Specific skills
Ability to sell new services, through 'relationship selling' techniques and approaches.
Experience of basic Project Management principles: able to identify key deliverables/structure key activities into work assignments; plan timing and work, monitor progress; priority setting/adjust appropriately to changing demands.
Self-organization / time management: can organize and execute tasks within a specific timeframe; has the ability to deliver outstanding work to tight deadlines and manage a diverse workload; pays attention to detail and delivers high quality work products.
At least five years of experience working in a client-facing environment, with a good track record of delivering services.
Ability to collaborate and to drive change in an international matrix environment across a broad set of cultures and business practices. Flexible and able to thrive in fluid environments, without the need for rigid structure.
Able to travel internationally when required meeting Clients face to face.
Bachelor's degree or relevant professional qualification
Able to work in English (additional languages is a plus)
Professional project management training is a plus
Other Leadership Characteristics
Focuses on the client.
Acts with the highest level of integrity, generating trust and protecting client's interests.
Builds, engages and influences people that are not under a direct report.
Drives for results with integrity.
Embraces and drives for change and is an entrepreneur.
Proactively plans personal development through a combination of self-initiated research, training and coaching.
Internal Number: 5866550
About TMF Group
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