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Client Manager

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RMS an associate business is looking for a Client Manager based in Johannesburg

Job Summary:

To identify new business opportunities and manage client relationships and objectives in order to assist in the achievement and delivery of strategic organisational objectives.

Key Responsibilities and Deliverables:

Effective development of strategy and tactical plans in line with client, customer and group strategic direction and objectives

  • Participate in Group strategy sessions and provide valuable input at business unit level
  • Participate in business planning process at clients
  • Engage with client plans and interrogate previous plans and performance against agreed plans, ensuring comprehensive understanding and alignment to client strategic objectives
  • Ensure comprehensive understanding of client strategic objectives through interaction with relevant stakeholders
  • Manage stakeholder expectations in terms of operational complexities and ensure synergy of operations and strategy
  • Manage and maintain noise levels within the business unit
  • Identify clients that do not align to the business model and develop plans to exit and replace
  • Provide various operational and strategic proposals in line with greater strategy
  • Balance client demands and operational capacity 
  • Design organisational structures to ensure optimal delivery of client objectives and understanding business processes

New Business Development

  • Source new business opportunities in line with operational capabilities
  • Grow current business and manage cross selling opportunities within Group
  • Negotiate fixed fees to mitigate risks, operational complexities managing expectations
  • Develop sales proposal and deliver to relevant client
  • Manage the development of contracts in line with client expectations

Effective client engagement and management

  • Actively build, maintain and grow strong relationships with Client and relevant departments, Customer and internal stakeholders
  • Work to align Group and client objectives with business plans
  • Attend regular meetings to update client and Group, review plans and optimise processes (including third parties)
  • Manage client expectations of the reality of a synergised business
  • Manage effective flow of information
  • Maintain contact with clients, indicating minutes and deliverables discussed
  • Negotiate and managing transition of operational changes
  • Develop solutions that have minimal impact or compromise of clients

Achievement of profitability, sustainability, cost containment and financial targets

  • Compile forecasts and budgets and present to Client Director for sign-off
  • Implement, monitor and manage budget, providing regular financial reports to Client Director
  • Timeously identify variances in budgets and formulate action plans to address (based on history of accounts)
  • Ensure sustainability and growth of profitability at a business unit and Group level
  • Analyse business and budgets, ensuring sustainability of profits
  • Determine and negotiate criteria and value of incentives on an annual basis
  • Negotiate and maintain growth incentives and current commission rates per client

Implementation and optimisation of business strategies and plans

  • Regularly analyse relevant data and conduct gap analyses to determine delivery of strategies and plans
  • Interface between client needs and operations, ensuring effective communication at all times
  • Develop and implement measures to address problems/gaps
  • Manage client expectations verses delivery by operational teams
  • Ensure continual focus on improved delivery/client relationships and optimisation of service offering
  • Ensure compliance of the department to instituted processes and procedures
  • Keep abreast of industry trends and best practice solutions to ensure that plans ensure delivery of expectations

Effective leadership and team management

  • Through effective inspirational and practical leadership, facilitate the creation of accountable, full service teams who understand and strive to meet the needs of all client, customer and group objectives
  • Create and encourage a culture focusing on delivery of objectives
  • Continually inspire, motivate and develop people to understand what is expected of them (co-create a team / organisational culture of high accountability)
  • Take full responsibility for performance of all direct reports, motivating and managing them in relation to quality standards and agreed benchmarks and objectives, focusing on all aspects of sound people management, such as:

o   Recruitment

o   Development 

o Remuneration and Rewards 

o   Performance Management 

o   Career path planning 

o On-the-job training, coaching & mentoring 

Effective self management

  • Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained
  • Demonstrate consistent application of internal procedures
  • Plan and prioritise, demonstrating abilities to manage competing demands
  • Demonstrate abilities to anticipate and manage change
  • Demonstrate flexibility in balancing achievement of own objectives with abilities to understand and respond to organizational needs

Job requirements: 

  • Grade 12
  • Preferably tertiary qualification (B.Comm) in sales/business management
  • 8- 10 years experience in an FMCG/Retail/Trade Marketing environment at a national management level with a proven track record of managing resources, people and clients.

Reference Number: 

SM-1319

Company: 

Smollan

City: 

Gauteng

Country: 

ZA

Salary: 

Market Related

Job Type: 

fulltime

Industry: 

FMCG

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