Client Relationship Manager

2 weeks ago

Johannesburg, South Africa Guardian Recruiting Full time

**_Job Specification_**
Renew and grow existing client accounts through a disciplined Account Management process
Uplift realisation as well as adjacency identification and conversion
Coordinate and collaborate internally with client functions and externally with client partners to deliver a superior customer experience
Achieve and maintain a clear understanding of context (social, functional, and emotional), hire, the solution implemented, desired progress, big and small jobs, IATJ plans as well as little hires in accounts
Develop, execute, and maintain detailed account strategies
Establish, maintain, and nurture key strategic relationships with targeted customers
Identify new solutions and adjacency opportunities within targeted customers
Contribute to the development of a leading customer value proposition for each targeted customer.
Develop and maintain account canvas(es)
Populate and maintain canvas decision equation(s)
Maintain accurate SAM (CRM) data relating to real value, timing, and probability as well as clarity on any COS elements of the deal
Develop and maintain broad and deep product and solution knowledge.
Develop, maintain, and expand multiple strong trust relationships with a wide range of relevant stakeholders in accounts
Maintain extensive knowledge of OUR CLIENT group value proposition, all OUR CLIENT offerings as well as our sister companies' value propositions
Collaborate with and coordinate Our Client resources and other OUR CLIENT stakeholders contributing to or presenting in account/portfolio
Achieve and maintain promoter NPS scores within the portfolio
Secure renewal of existing contracts
Manage commercial documentation in the account, including MSA, SLA, Charters
Produce compelling, jobs-aligned proposals for renewal, uplift, and adjacency opportunities
Achieve targeted uplift within the portfolio
Achieve targeted adjacency within the portfolio
Plan and facilitate regular virtual and or face-to-face engagements with client stakeholders to review progress, discuss risks and issues, share insights, make recommendations and share thought leadership, solution updates, and enhancements
Contribute to continuous improvement efforts within accounts and our business unit

**_Minimum Requirements _**
EE
Grade 12 (Matric certificate) required.
Relevant University Degree
Minimum 5 years of experience in strategic selling and account management
Proven leadership HR | L&D | Talent | Human Capital experience and expertise
Proven business acumen & commercial experience and expertise
Proven experience in building and nurturing key client and stakeholder relationships and acting as a trusted advisor
Ability to exercise great questioning and listening skills (Attunement)
Excellent record-keeping and planning
Provide and receive feedback openly and authentically
Strong judgment, decision-making, and problem-solving ability
Great business acumen
Develop a high degree of trust and nurture clients
Excellent written and verbal communication skills
Ability to develop and maintain strong client relationships
Ability to interact with and influence at all levels of an organisation, including C-Suite
Solution crafting and costing
Deep understanding of innovation methodologies, particularly Jobs to Be Done
Relevant industry knowledge relevant to the portfolio
Strong presentation and facilitation skills
Strong negotiation skills
Deep human capital industry knowledge
Ability to advise and consult
Strong complex sales ability from activation through to close of complex solutions
Financial acumen and profitability awareness
Understand organisational change and adoption models
Data analysis capability
Risk management mindfulness
Attention to detail
Self-motivated and Disciplined
Methodical
Accountable and meets promises
Resilient / has GRIT
Proactive/action orientated
Highly analytical
Success Mindset
Team player
Client-Centric
Results-oriented

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