Client Manager
General:
This role is largely to act as the intermediary between the Client and the Business Unit and to ensure a successful business relationship. The responsibilities include managing the entire sales process, closing the deal, and managing the contract with the Client until completion of the project up to the receipt of the last payment. The responsibilities extend over (5) areas: commercial, technical, financial, management and quality; all in accordance with company policies and guidelines. A focus could typically be the management of a portfolio based on market segmentation (i.e., Chemical, Food, Pharma etc) or set of targeted Clients.
*The successful candidate will have a strong network (at Director, VP or C-Suite level) of accounts and be able to bring at least 1/2 clients with them that they can sell our services and solutions to.
Tasks and Responsibilities:
- Adhere to our Quartz Management Philosophy.
- Maintains positive business relationships with Clients.
- Develop a Sustainable Client Strategy for years to come.
- Manage the commercial process with Clients and organizes the internal tender process, including the necessary authorization process for approval of an offer.
- Manage the contract during the complete execution of the project up to the receipt of the last payment from the Client.
- Connects, engages, and contributes positively within our networks.
- Supports the Business Unit General Manager and/or CRO in developing the Business Unit Strategy.
- Supports the dissemination of Group-guidelines, Values, and key-principles of the group.
Skills & Competencies:
- Business oriented: Strong engagement and entrepreneurial spirit towards customers while maintaining the company operating standards.
- Creative Problem Solving: Recognize and evaluate problems, then identify potential solutions, then organize and engage.
- Negotiations: Consultative solution selling. Respectful and thoughtful but dare to say no if the deal doesn’t feel right.
- Financial: Good understanding of the group Quartz accounting principles.
- Contracts: Good understanding of the Client and Company terms & conditions.
- Leadership: Leading, delegating and giving direction to the project team members when appropriate.
- High Ethical Standards: Having a strong sense of what is right or wrong.
- Great empathy and ability to connect with people.
- Must adhere to the Anti-Corruption and Code of Ethics policies.
- Non-autocratic. Must be comfortable with people of all kinds.
- Innovative and entrepreneurial.
- Driven for results
- Awareness of others / Mentoring / leadership
- Team oriented (Although the CM has specific monetary goals related to their portfolio, they must play well and contribute to the overall BU success)
- Sensible and reasonable with the ability to compromise.
- Humble and collaborative. Easy personality, non-combative.
Sales:
- The individual will be primarily responsible for the entire customer relationship for an assigned portfolio.
- Sales
- Invoicing follow up (as needed to support admin)
- Change process / Problem resolution
- Contract negotiation / proposal follow-up. / “get the PO”
- Technical presentations and proposals
- Contribute to strategy, new customer presentations, new business ideas.
- Recommend pricing strategies / rates, project resources.
- Prepare sales forecasts for the portfolio and complete the AIPC as requested.
- Manage assigned accounts we have made initial contact with.
- Initiate, develop and maintain long-term relationships with your customers.
- Prospect actively and book work with companies we are not doing business with.
- Develop relationships with assigned and new accounts. Cause them to trust and respect the company and our staffs and yourself.
- Maintain and grow sales volume, meet sales goals per agreed upon, annual goals.
- Meet or exceed measurables per annual performance reviews.
- Spend an optimal amount of time in the office; maximize your time outside the office. As much time as possible in front of customers and in the office, as necessary, on estimating, proposals, phone calls, market research, infrastructure, and background tasks (Action Items).
- Book work consistent with our expertise, corporate goals and objectives, and the short term and long-term backlog needs. Focus on longer-term design & build contracts.
Project Oversight:
- Responsibilities include the following:
- Manage projects to successful financial result.
- PO, accounts receivable follow up internally and with customer.
- Understand and drive the quartz process.
- Ensure all projects are written up on quartz sheets.
- Inform and present any project that exceeds the authority level of the GM.
- Closely support other Project Managers and Engineering Managers in their work
- Be responsible to lead on safety and corporate responsibility.
- Attend project kick off meetings for all jobs you sell, if possible, with the customer and internally. Address tangible and intangible aspects and matters.
- Prepare and submit job budgets and sales paperwork as required.
- Remain involved on all of your projects regarding all matters concerning scope and schedule, dollars and cents, unless directed otherwise.
- Maintain some knowledge as necessary of project status, design status, documentation status, deliverables, staffing, costs, performance to budget, margins, and schedule.
- Actively participate in problem resolution, steps to maximize margin, expedite method, practice and procedure, and ensure quality.
- Attend weekly staff meeting and report on your sales activities (as required and if requested).
- Participate in job closure meetings (as required and if requested).
Miscellaneous:
- Ongoing research and analysis of competitors
- Time management
- Expense management
- Clean, neat, organized office space.
- Implement a customer/prospect database. Employ in sales, prospecting, and reporting. i.e., use the company’s CRM solution.
- Disciplined adherence to Employee Handbook, Sales MPP, and Quality MPP.
- Consistently demonstrate leadership in professional conduct: appearance, dress, language, demeanor, attendance, punctuality, courtesy, respect.
Assigned Accounts:
CM will be assigned some accounts and expected to develop several new ones.
The account assignment will be structured such that they will have to work hard and most importantly, prospect, make new friends, and bring in new customers.
Other than covering one another and extraordinary circumstances, they will not be expected to work on sales for which they are not receiving credit against their annual goals.
Annual Goals & Measurables:
Annual goals and measurables will be established and agreed upon annually.
Below are some examples:
- Five (5-10) appointments and/or sales calls per week.
- Two (2) new companies/people through the office every month. Lunch and conduct a sales presentation.
- A demonstrated focus on longer term fixed price design & build work. If work is hourly, then in our office, not their place if possible.
- A close working relationship with all assigned accounts. They know who you are, and they call you when they have controls action.
- $4,000,000 in annual gross sales pro rata.
- Twelve (12) new customers, average one per month.
Package:
$80K basic salary (Negotiable)
$70K commission plan (based on the profitability of projects)
Car Allowance – $300 a month + business mileage
Entertainment budget
Cell phone
Laptop
Talos Automation
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