Client Relationship Partner- Emerging Clients

IQbusiness is looking for a client relationship partner based in Johannesburg, South Africa, to manage strategic client and business development efforts.

Purpose of the Position

The Emerging Client portfolio represents those new or emerging clients where IQbusiness is targeting to grow our presence. The purpose of the position is to take the lead role in managing key areas of the client relationship, including all areas of key account management, and in so doing 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.

Hierarchy

This role reports directly to the Client Relationship Lead.

Key Responsibilities Areas) Include, But Are Not Limited To

Business Development
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 stakeholders around opportunities, including reaching agreement on project commercials, consultant rates and related terms
Agree rates with key client decision makers
Engage with Line of Business Leads, Managing Partners 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 offerings and solutions to clients
Meet sales and relevant business targets
Strategic Planning and Reporting
Develop and maintain a client account plan
Translate the account plan into a sales plan
Conduct client review meetings, including all relevant internal stakeholders, in order to monitor and review performance against the plan
Key Account Management and Delivery Oversight (Quality Control)
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
Manage debtor collections
Oversee requisite delivery and engagement with internal consultants and clients
Track and manage applicable contract renewals and extensions
Administration and Reporting

Ensure the integrity of all information captured on the /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

Your Leadership Role Requires You To

Engage and support relevant internal activities
Represent the company 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

Education

Matric
Bachelors Degree
Post-Graduate qualification (Preferred)

Experience And Skills

3-6 years experience, ideally in a solution sales position offering customised solutions whilst growing and maintaining a key account
Proven track record of meeting financial targets and objectives
Commercial acumen
Experience in managing and motivating teams
Presentation skills
Negotiations skills and experience
Proven ability to engage with a variety of people from different demographics, industries and level of education
Successful engagement at C-suite level
Proven ability to prepare professional proposals
Worked in a cohesive, structured team sales environment
Must have an established, relevant client network
MS Office Suite

Critical Core Competencies Personal & Behavioural