Client Development Manager

Description:

The Client Development Manager will be responsible for a portfolio of clients, including Nielsen Brandbank’s key customers. These customers are of strategic importance to Nielsen Brandbank and part of your role will be focused on delivering revenue, service alignment and strategic positioning of key products and services.

The ideal candidate will be comfortable influencing senior external stakeholders, strong sales skills, a track record of using data and tools to drive business growth and be comfortable with owning their own diary.

Key Tasks / Responsibilities

Delivering revenue targets, based on retaining subscription revenue and/or generating new business, both within existing accounts and also across new clients and verticals
Managing and growing your portfolio of customer’s dependence on Nielsen Brandbank through cross-functional engagement. As part of your role, you will ensure direct, indirect and potential pipeline focuses on the short, mid and long term revenue opportunities
Creation and management of an overall sales plan for the account and identifying account activity to ensure appropriate revenue/growth is achieved through up-selling and cross-selling
Accurately forecasting revenue to your line manager ensuring there is a consistently strong pipeline to deliver core targets. This is generally on a monthly basis, but you may be asked to provide additional forecasts at your Manager’s discretion
Ensuring as part of your role, our retail customers receive product content for online launches in a time-bound manner by actively managing this with your customer. This will be achieved by contacting your customer base to secure orders and ensuring that products are delivered to Nielsen Brandbank for processing
Responsible for account planning and direction to ensure customer satisfaction and business KPI’s are achieved. You will ensure all services and contracts agreed have the correct margins
Developing a full understanding of the Nielsen Brandbank value proposition (both related to core service and additional software products), in order to sell the solution to your customer base, and to support with handling any objections that may be raised
Building a rapport with your customer base by phone, email and face to face, frequently contacting them to understand their service requirements and identify potential areas where Nielsen Brandbank can further support their business objectives. This will support both revenue growth and customer satisfaction
Using the above knowledge to create Account Development Plans, with Objectives, Goals, Strategies & Measures detailed for all relevant accounts
Managing and negotiating annual contracts across your client base, with the aim of growing revenue/services across your portfolio in line with Nielsen Brandbank business objectives
Either directly selling, or supporting the sale, of our additional products & services beyond the core subscription service – this includes licensed software products and professional services solutions. You will use key service data and case studies to present your proposals to your clients and adapt to ensure the right outcome in all meetings/discussions
Scheduling product deliveries around our workflow capacity, dealing with operational queries and generally supporting our operations team to ensure we deliver a good level of service in all instances
Creating and presenting to senior stakeholders within your customers business to agree to OGSM elements and mutual commitments to move forward as a strategic partner rather than a vendor with your clients

Attributes

Proven track record of managing revenue targets, with a strong desire to consistently overachieve against both personal targets and objectives
Demonstrable sales experience, with a proven track record of delivering strong results against both revenue targets and KPI measures in previous roles
Good level of experience in key account management, strategic sales planning and implementation, including experience of pipeline management
Proven ability to work collaboratively as part of a diverse team, in a fast-paced environment
Highly organized, driven, with good time management skills and a logical approach
Ability to present at Board Level and control meetings to your desired outcome
Software sales experience preferable
Able to prioritize workload and excellent attention to detail
General interest in FMCG and specifically the eCommerce industry
Excellent communication skills, both written and verbal, with strong presentation skills and the ability to network effectively
Professionally presented, articulate and a confident communicator at all levels
Experience of working with high value / blue-chip clients in a Commercial function preferable, inclusive of demonstrable ability to deliver revenue growth and increased strategic importance through your collaboration with these clients

Other

You may be asked to undertake additional duties to those above, either on a temporary or permanent basis, which the Company reasonably believes you are capable of carrying out or for which you will be trained
There may be requirements and opportunities for travel, both nationally and internationally, as part of this role