Key Account Manager - Financial Institutions sector
- Recruiter
- Eversheds Sutherland
- Location
- Leeds
- Salary
- Competitive
- Posted
- 10 Oct 2017
- Closes
- 26 Oct 2017
- Sectors
- Sales, Sales Account Manager
- Contract Type
- Permanent
- Hours
- Full Time
About Eversheds
Sutherland:
Eversheds Sutherland is not your average law firm and we're not looking for average people. We do things differently - in the way we treat our people and the service we provide to our clients. With 700 partners and 2,400 lawyers across 62 offices in 30 countries, Eversheds Sutherland is one of the largest law firm practices in the world. We are proud to have topped the Acritas UK Law Firm Brand Index for three years running and, in 2016, to have won the Innovation in Legal Expertise award at the Financial Times Innovation Lawyer Awards.
We now have a vacancy to work as a Key Account Manager for the Financial Institutions sector. Reporting to the Senior Manager (Key Accounts & Sector Development), you will manage a portfolio of relationships with clients of strategic importance to the firm in the sector, working with Client Partners, client service teams and colleagues throughout the business to engage in all formal and informal business development and client relationship opportunities and obligations under panel terms or similar service level agreements.
You will need a mix of well-honed relationship development and new business skills and will be part of the client facing team, attending relationship review meetings, client events and other formal and informal catch-ups with client contacts. You may also be responsible for additional client development initiatives, providing specialist business development input to sector and sub-sector plans, new business acquisition opportunities and profile raising campaigns.
Key responsibilities:
• Define and proactively drive progress against an account plan, achieving stretch goals and income/profitability KPIs.
• Spot opportunities arising out of industry and account specific developments and mobilise the firm into action, providing a direct feed into marketing communications activity.
• Replicate success on a particular account to achieve growth, ensuring best practice and knowledge is transferred across the portfolio.
• Ensure optimum make-up of the Client Service Team (CST), coaching CST members to deliver on their commitments and actions. Tackle non-performance through problem solving and influencing skills. It is of vital importance that the CST reflects the client's global footprint.
• Manage strategic secondments to ensure anticipated return on investment is realised.
• Craft and drive a bespoke client feedback plan for each account in your personal portfolio, ensuring a follow-up plan is implemented.
• Play an active role in all formal and informal work opportunities, including commercial negotiations, building own network of client contacts and leading the strategy on panel reviews.
• Embrace relevant sector oriented and generic marketing initiatives on a global basis, in order to maximise the business development impact with your own portfolio of accounts.
Skills and experience:
• Commercially focussed and proven track record of new sales and account management
• An interest in/ experience of the legal services industry with a further interest in the FI sector
• Well organised and disciplined with the ability to balance business and client development opportunities with client driven administrative duties
• Excellent communication skills
• Proficient IT and MS Office skills to create and tailor client facing documents and presentations when necessary, formatting and editing as required
• Excellent attention to detail, ensuring accuracy in all client communications and deliverables
Key competencies:
• Confident and credible in dealing with internal and external stakeholders and clients. Ability to influence and persuade senior stakeholders and clients alike.
• Ability to drive change in a partnership, providing 'friendly challenge' and innovative thinking.
• Well-developed diplomacy, listening and influencing skills.
• Strong financial acumen and analytical skills in order to draw conclusions and assign actions
• Creative, commercial and able to think laterally in identifying and developing opportunities.
• You will have a consistently positive attitude and 'can do' approach, as well as the ability being able to work well on your own initiative and as part of a wider team.
• Solution oriented. Pragmatic, robust and resourceful, with the ability to adapt quickly to different situations and personalities.
• Strong project management skills and the ability to manage conflicting timescales and priorities.