The Relationship Manager will be responsible for driving and developing business development activity for the office's major target accounts across all disciplines, together with working as Programme Manager alongside Denis Woulfe in his role as leader of the P100 targeting initiative nationally.
The Relationship Manager will be responsible for driving and developing business development activity for the office's major target accounts across all disciplines, together with working as Programme Manager alongside Denis Woulfe in his role as leader of the P100 targeting initiative nationally. (P100 is a targeting initiative to develop business with the 100 largest private companies across the UK). Outline of roleSpecifically the role will include: developing and driving the account planning process for major target companies managing and driving the implementation of the account plan regarding these companies, in particular through sales and relationship development working with Lead Client Service Partners and targeting teams to energise target programmes and to achieve specific activity and revenue targets. working as Programme Manager for the Bristol Senior Partner who leads the P100 programme nationally In more detail: Managing and driving the implementation of target account plans The role focuses on: Working with research functions to understand a target's business, competitive pressures, market conditions and opportunities Working to leverage the intellectual capital of the firm in order to position our activities and create opportunities with target companies Working with the target account teams to develop the account plan and strategy Working with target account teams to identify and sell-in service opportunities Generating a required level of activity and revenue on the firm's selected targets Assisting service lines and industry groups on product development and packaging Liaising with marketing communication on marketing activity concerning their target companies in order to generate specific business development opportunities, for example inputting to the development of awareness campaigns; securing attendance by key decision makers or buyers at the firm's events Communicating the firm's sales approach to target teams and employing the approach on their target accounts Advising on specific bids for new business connected with their target companies Acting as a key relationship manager on each individual account In particular: Initiating, securing and holding meetings with decision makers/buyers at target companies Developing individual contacts through attending the firm's programme of events Following up marketing campaigns in person with decision makers/buyers Qualifying opportunities with specific buyers at target companies Developing relationships with buyers/decision makers at the target companies Generating sales leads for service lines Introducing partners and practice staff Assisting in facilitating ongoing sales opportunities Assisting in closing sales Programme manager for the P100 programme Key responsibilities include:Identifying propositions to introduce to the cluster leaders and account teams Organise and run the monthly discussions on conference calls with the Programme Leader and cluster heads, including introduction of propositions, preparation of agenda and notes Monitor progress against the P100 targets and ensure notes are up to date Work closely with the Programme Leader in this fluid role to maximise effectiveness of the programme. It is “early days” for the Programme and the nature of the role will develop over time.Skills required Proven business development and selling experience Understanding of the intricacies involved in complex sales Understanding of the corporate environment and ability to develop relationships at senior management and Board level Well-developed presentational and communication skills Strong consulting, project management and coaching skills Proven negotiation and influencing skills Track record of creative thinking and innovation, together with confidence, resilience, determination and enthusiasm Team player, with the ability to manage and motivate both upwards and downwards While business development experience within professional services is preferred, candidates with comparable experience of driving major accounts or sales to major UK corporates are also sought.
