Duties and Responsibilities
Leadership and Direction:
Communicate the function's strategy and its relationship to the organization's mission, vision, and values; clarify the actions needed to implement this strategy within the area of responsibility; motivate people to commit to the mission, vision, and values and do extraordinary things to achieve the organization's business goals.
Sales Opportunities Creation:
Develop a personal network of senior managers within the business sector and at relevant advisory and regulatory bodies. Represent the organization at major business sector events. Obtain market intelligence, promote the organization, and enhance its reputation.
Sell Customer Propositions:
Lead a cross-functional internal team (e.g., technical, commercial, and legal) to configure a very complex, high-value tailored or bespoke product-and-services solution and associated contractual terms that meet the customer's strategic goals at an international or global level. Present the solution to customer representatives and negotiate agreement with the customer and internal colleagues to ensure that customer needs are met at an acceptable level of commercial risk, or, alternately, review and authorize complex sales proposals to ensure that they are constructed within acceptable commercial and risk parameters.
Key Account Management:
Ensure quality service and profitable business growth by managing a portfolio of complex customer relationships and/or a small team of account managers.
Business Planning:
Develop and propose annual business plans for a given area or department, ensuring alignment with strategy. Recommend financial and headcount budgets; propose business targets, for example, revenues or other key performance indicators (KPIs); and schedule key activities/projects, ensuring integration with other elements of the organization.
Promoting Customer Focus:
Develop internal marketing plans and work collaboratively with other departments to improve internal relationships in a large organization and to build strong external customer relationships.
Customer Relationship Management / Account Management:
Develop and implement a relationship management plan for strategic, complex existing accounts to build key relationships at local and national levels. Coordinate the engagement of own organization with the customer organization to ensure effective two-way flow of information and resolution of issues. Manage key client and customer relationships, often through account teams, to ensure their ongoing satisfaction and loyalty.
Performance Management:
Manage and report on performance within the department or area of responsibility; set appropriate performance objectives for direct reports and hold individuals accountable for achieving them; take appropriate corrective action where necessary to ensure the achievement of annual business objectives.
Customer Relationship Development / Prospecting:
Develop and implement a relationship management plan for strategic, complex potential accounts to build key relationships at local and national levels. Coordinate the engagement of own organization with the customer organization to ensure effective two-way flow of information and resolution of issues.
Budgeting:
Manage budget plans for a department. May involve development or delivery or both.
Organizational Capability Building:
Evaluate the capabilities of staff within the department to identify gaps and prioritize development activities. Implement the organization's formal development frameworks within the area of responsibility. Coach and mentor others to support the development of the organization's talent pool.
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