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Client Development Account Director - Public Sector

  • Location: England
  • Salary: Up to £0.00 per annum
  • Job Type:Permanent

Posted almost 3 years ago

  • Sector: Construction
  • Contact: Dean Impiazzi
  • Contact Email: Dean.Impiazzi@AndersElite.com
  • Start Date: ASAP
  • Expiry Date: 18 July 2021
  • Job Ref: 392789DI1_1624029921

I am currently recruiting an Client Development Account Director - Public Sector for my client in the North West. You would be required to the NW Local Government strategy, working closely with the relevant Regional Account Leader and City Executive, managing allocated key client account relationships and overseeing the management of smaller accounts, in order to establish my client as a trusted partner and achieve revenue and margin growth in the region in line with the strategy developed.

Key Accountabilities:

  • The Net Revenue sales target (or an agreed subset) for the local authority clients/market in the Region.
  • Develop and implement account plans for targeted local accounts.
  • Develop and grow target accounts (revenue, bookings and margin) to meet or exceed planned targets.
  • Develop and maintain an in-depth understanding of target clients, Regional market trends and emerging opportunities.
  • Develop and leverage a network of enduring relationships at Director and Senior Officer level and with economic buyers in established and target clients.
  • Contribute to farming plans and business development in the major, established local authority clients in the region.
  • Lead regional pursuits, with support from the relevant Business Lines / Units
  • In collaboration the relevant Business Lines / Units, ensure rigorous Go/No Go's, client account planning and client pitches/presentations are undertaken to ensure successful closing of pursuits.
  • Work collaboratively with the other Regional & Local Government Account Leaders to create and sustain a shared picture of the market, trends in buying behaviours and opportunities.
  • Articulate and promote service offerings and propositions relevant to the Regional and Local Government market.
  • Work collaboratively with Value Proposition Leaders to manage the targeting and tailoring of value propositions into commercially viable propositions for the Regional and Local Government market; and support the development of new commercial models.
  • Build personal profile (social media and conferences etc) to support market reach.
  • Capture locally, and make available for the account team nationally, track record, case studies, sales collateral relationship history and delivery lessons learned to ensure continuous improvement in client relationship management.
  • Manage the pipeline for the region in collaboration with the relevant Business Lines / Units.
  • Foster collaboration and cooperation across Business Lines / Units and between regions in order to maximise the growth opportunities for the business as a whole. Promote flexible working and automation.

Dimensions of the job:

  • Defines and executes the account plans for target clients that contribute c. £500k - £1m per year in net revenue for my client.
  • Builds a quality and strength of pipeline to credibly underpin at least 10% year-on-year Net Revenue growth against the current year's plan.
  • Brings genuine market insight and intelligence to inform strategic pursuits and the wider regional strategy.
  • Helps develop and tailor impactful propositions for the market.
  • Ability to lead delivery of key commissions (40% of their time), with a preference towards strategic consultancy engagements; and the development and appraisal of public sector business cases

Requirements:

  • Understands and has a passion for the Regional and Local Government market.
  • Track record of leading successful pursuits for opportunities in excess of £500k (total contract value)
  • Has a track record of successfully developing and implementing a regional / sectoral / multi-account-based growth strategy.
  • Demonstrates the ability to work across Business Lines and teams to pull together the effective multi-disciplinary teams to respond to complex client requirements.
  • Has a track record of solution-based selling at senior levels

If you would like to be considered then please forward a copy of your CV in the first instance.

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