Job Summary : 

The objective of the clients program is as follows:

- Increasing the contribution of Priority Accounts

- Identify and work with brand defining clients

- Improve client loyalty

The person will be responsible for building relationships, getting new business and driving incremental growth on priority accounts in Financial Services

 Job objectives : 

key metrics :

Responsibilities :

Profitable growth

1. Assist Account Leader in identifying client priorities and accordingly preparing account plan with relationship mapping, target revenue, etc.

2. Support in defining team for client focus from different competencies and territories

3. Proactive client workshops based on topical theme e.g. Digital /tax technology/ Cyber/ Big Data etc.

4. Understand firm priority services and proactively take these propositions to clients

5. Building and own C-suite/key influencers- relationships.

6. Map existing relationship and identify possible opportunities for business. Meet client executives to understand initiatives / requirements and generate leads for the firm

7. Facilitating communications between SBUs/LOS for a coordinated approach for identified opportunities.

8. Work closely with identified engagement manager to contribute in shaping of the proposition; ensuring timely submission of approach notes / proposal

9. Helping the delivery/pursuit teams understand relationships, client problems/needs/industry issues specific to a proposition; leveraging existing relationship that may contribute to a winning proposal

10. Drive client communication and proposal closure

11. Troubleshooting point-of-contact for client

12. Assist account leader and partners in managing client activities

13. Assist account Leader in internally monitoring on a regular basis

14. Sharing best practices with other client managers

15. Help maintaining healthy pipeline by connecting SBUs with client for issue based solutioning (relevant to client industry) that can be taken to the client

Metrics : 

- Target xx% y-o-y revenue growth from the client

- Leads originated by self to contribute towards:

- New proposal submissions with value of Rs. xxx

- Client wins with a value of Rs xxx

- Success (conversion) rate of opportunities

- No. of x-LOS / x-competency propositions taken to client

- YoY increase in no. of competencies working with the client

- Priority services and new services penetration

- Improve the relationship heat map -- & assist in developing new relations, conversion from detractor to neutral, and neutral to positive

Education Level: Masters in Business Administration

Experience Level: 9 - 15 years

Other Details : 

- Understanding of the Financial Services sector

- Ability to understand various financial ratios

- Experience of doing sales, experience with professional services firms will be beneficial

- Experience of working in a matrix structure with multiple stakeholders

- Good communication and analytical skills will help

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