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Client Relationship Director Job Description

Job Summary-Client Relationship Director Job Description

Creating and managing the commercial framework of executive customised programmes. Responsible for initiating & managing business development opportunities from prospect to close and meeting annual business revenue targets.

Main Responsibilities-Client Relationship Director Job Description

Client Relationships

1) Managing the executive offering with responsibility for client acquisition, client satisfaction, client retention and client growth.

2) Managing a portfolio of major accounts and developing key client relationships to build long-term business. The CRD will be a trusted advisor to clients gaining a detailed understanding of their business challenges offering specialist advice to identify where we can create and deliver value. The CRD will be responsible for client satisfaction, resolving any issues and providing timely advice and guidance as and when required.

3) Identifying and proactively acquiring new clients for the customised programmes business, resulting in a robust pipeline of opportunities. Includes prospecting, relationship building, developing opportunities and winning new business, accounting for all phases of the sales process.

Strategic Growth

4) Creating and sustaining relationships with current and potential clients at Board, and senior executive level, to develop new and grow existing business.

5) Responsibility for decisions regarding viability of Requests for Proposals (RFPs) based on decision criteria in relation to priorities and allocation of resources.

6) Rapidly assessing the strategic landscape and business drivers of prospective clients and articulating the value proposition in this context.

7) Leading and co-ordinating the response to RFPs ensuring that proposals are written and presented in a manner that reflects our brand values of excellence and professionalism.

8) Building internal networks and relationships, with faculty, programme directors, other internal teams (e.g. corporate relations) and key stakeholders, to develop opportunities and create solutions that connect client needs to capabilities.

9) Creating business development strategies (12-18 months horizon), in consultation and co-ordination with a range of internal stakeholders, to target specific clients and sectors.

Financial Management

10) Account management to include planning, contracts, preparing weekly, monthly and quarterly reports on progress and account status to both internal and external stakeholders. Forecasting and tracking key account metrics.

11) Managing the commercial relationship with clients and the internal interface with the finance and legal teams to ensure this process is robust, professional and timely.

Knowledge Skills Experience-Client Relationship Director Job Description

1) Excellent academic qualifications, including honours degree and a masters or equivalent experience.

2) Strong track record of closing large executive education and/or consulting contracts in the national and international corporate and public sectors.

3) Significant experience of consultative selling at C-suite level or in a senior organisation development/learning and development role within a corporate environment.

4) Proven commercial awareness either in a business development role or in a senior OD/HR role supporting the business.

5) Capacity to operate in a complex, multi-stakeholder environment.

6) Extensive strategic and account planning experience.

7) Demonstrated ability in building profitable business.

8) Demonstrate extensive knowledge of the evolving key opportunities & challenges facing the public & private sectors and how these translate into opportunities & challenges for executive education.

9) Excellent presentation, listening, group engagement and facilitation skills.

10) Excellent oral and written communication skills.

11) A network builder. Has proven ability to quickly establish and maintain personal credibility with a broad range of senior internal & external stakeholders.

12) Proven ability to respond effectively to work pressure, tight deadlines, unsociable hours, and to initiate and adapt to change.

13) Strong team player and problem solver; naturally energised, collaborative, engaging, enthusiastic and supportive.

14) Willingness to occasionally work unsocial hours as required to meet client deadlines, as well as travel, both in UK and overseas.

15) Demonstrable skills in targeting and prospecting for new clients, as well as, the ability to rapidly identify prospect’s needs and issues.

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