Client Relationship Partner

IQbusiness South Africa

Client Relationship Partner  
The purpose of this role is to take the lead in managing strategic clients, covering all areas of key account management to ensure the company meets its financial and strategic objectives. The role will also play a key part in contributing to the development of the various solutions, offerings, practices and the company as a whole.

 

Key Responsibilities and/or output areas include, but are not limited to: 
Business Development (50% weighting)

  • Maintain and grow accounts within existing portfolio – Identify and close new business opportunities within the key account
  • Lead and co-ordinate all sales activities: from sales lead to close of the deal
  • Identify client needs and opportunities for both new and customised solutions, as well as off-the shelf capabilities
  • Team up with appropriate IQbusiness stakeholders around opportunities, including reaching agreement on project commercials, consultant rates and related terms
  • Agree rates with key client decision makers
  • Engage with Practice Lead and SME around key opportunities
  • Stay abreast of the respective client(s) industry, business, as well as their procurement process and approval network
  • Present and position IQbusiness offerings and solutions to clients
  • Meet sales and relevant business targets – Refer to KPIs/OKRs

 

Strategic Planning and Reporting (20% weighting)

  • Develop and maintain a client account plan
  • Translate the account plan into a sales plan
  • Conduct client review meetings, including all relevant IQbusiness stakeholders, in order to monitor and review performance against the plan

Key Account Management and Delivery Oversight (20% weighting)

  • Develop and maintain mutually beneficial relationships with key client representatives
  • Manage all contractual and related engagements
  • Ensure compliance with all client contract and administrative requirements (SLA?)
  • Manage debtor collections
  • Oversee requisite delivery and engagement with IQ consultants and clients
  • Track and manage applicable contract renewals and extensions

Administration and Reporting (5% weighting)

  • Ensure the integrity of all information captured on the IQbusiness CRM/ERP system
  • Ensure relevant sales opportunities are captured timeously and all required information is loaded
    • Ongoing maintenance of captured sales opportunities to ensure accuracy
    • Ensure all sales leads logged for the applicable clients are reviewed, and where appropriate, pursued
    • Attend to all relevant weekly, monthly, quarterly and annual reports
  • Comply with internal, well-constructed sales and support processes

Leadership and Citizenship (5% weighting)

  • Engage and support relevant IQbusiness activities
  • Represent IQbusiness and the Client Development function appropriately and professionally
  • Take ownership and lead by example
  • Provide thought leadership
  • Actively leads change, does what is right for the business and drives continuous improvement through innovation
  • Take responsibility for own development; and actively mentors, coaches and develops talent in others

Requirements

  • B-Degree
  • Post-Graduate qualification (Preferred) – IT, Commerce, Banking
  • + 5 years’ experience, ideally in a solution sales position with exposure to Financial Services – offering customised solutions whilst growing and maintaining a key account.
  • Commercial acumen and a proven track record of meeting financial targets and objectives
  • Experience in managing and motivating teams
  • Proposal and presentation skills
  • Negotiation’s skills and experience
  • Proven ability to engage with a variety of people across industry and at C-suite level
  • Must have an established, relevant client network – preferably in the Financial Services space

Personal and Behavioural Competencies

  • Disciplined, value driven and motivated
  • Practical – able to apply expertise and technology
  • Problem-solving
  • Persuasive
  • Continuous learning & development
  • Driven to achieve professional goals
  • Innovative
  • Flexible
  • Customer solution focused
  • Resilient
  • Self-managed individual
  • Team player / Collaborator
  • Professional 
  • Excellent verbal and written communication skills (in English)
  • Committed
  • Attention to detail

Additional Requirements

  • A valid driver’s license with own transport
  • A willingness to travel

 

 

 



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