Client Development Manager – Europe and Middle East – London recruitment
The Client Development Manager is the guardian of the strategic customer relationship, orchestrating the deployment of corporate-wide resources to provide value to Platts' Strategic Accounts. He/ She is responsible for the development and maintenance of long-term relationships with defined customer base to ensure a high level of customer satisfaction and influence the adoption of existing and new services as well as the retention of existing business.
We now have a vacancy for a Client Relationship Manager to work with clients within Europe and Middle East.
Responsibilities:
Managing Account Relationship and SLA
- Main point of contact on account, taking responsibility for the experience the customer has with Platts
- Considers both the big picture as well as the day to day when managing the account
- Develops and builds meaningful and lasting relationships with key and influential contacts
- Effectively navigates around client organizations and leverages internal cross functional resources to create value
- Continuous investigative and collaborative contact with customers to gather strategic information about their business, understands their issues, uncovers unrecognized problems providing solutions to them
- As owner of the SLA, co-ordinates with all other functions and third parties to help ensure service levels and value add offerings are attained and customer needs are met
- Acts as a broker of capabilities or services for client, advocates internally
- Facilitates the involvement of sales and other functions to achieve common goals for the client and for Platts
- Understands the client usage of product/services and help define potential use cases or enhancements of new products to benefit client
- Monitors and reports on the health of the relationship between Platts and Strategic Accounts
Lead Generation - Driving Increased Usage and Adoption of New Services
- Plays an instrumental role in the initial sales cycle by researching customer business, identifying and qualifying leads, involving sales to negotiate and close opportunities
- Promotes non benchmark services and identifies new product development needs
- Seeks out cross and up selling opportunities
- Drives interest in trials and demonstrations, participating in their presentation
- Responds to incremental sales and incoming orders, which are processed via the sales administrator
Retention
- Close collaboration with sales
- Prevents cancellations and mitigates risk by ensuring existing clients continue to derive value from Platts services
- Ensures client derives value from enterprise licenses to maintain loyalty
Reporting
- Communicates potential client and/or market shifts, changes or reactions, as well as client needs back to appropriate levels
- Monitors and reports on use of Platts services and usage levels.
- Contributes to Account Plan and participates in plan implementation.
- Provides status risk and opportunity, product development needs.
- Updates CRM
- Monthly activity reporting
Skills
- Superior customer relationship management skills, proven ability to develop multiple level of relationships within an account of a strategic nature
- Competent at creating and identifying needs using consultative sales techniques to lead sales such as SPIN.
- Excellent communication and presentation skills, both written and verbal
- Very strong planning and organization skills, able to prioritize
- Understanding of energy and commodity business
- Significant prior exposure to account management including major or key accounts
- Competent with systems (Oracle, CRM, Word, Excel, PowerPoint)
- Arabic language skills advantageous
- Knowledge of the petrochemical industry advantageous
February 9, 2010
• Tags: CLIENT DEVELOPMENT MANAGER, Commodities careers in the UK, Europe and Middle East, London recruitment • Posted in: Financial