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Enterprise Clients Director (Internal)

Remote, Europe, Europe

Your purpose in the role

We’re seeking to build and develop long-term profitable commercial relationships with our Enterprise Clients.
 

As an Enterprise Clients Director, you will be accountable globally for a defined portfolio of Enterprise Clients. In this role you will be responsible for marshalling and aligning the sales and related resources of Insights in support of growing profitable revenues in line with our global sales strategy and objectives.

What you’ll do to succeed

  • Set and execute a global sales and relationship management strategy for a focused portfolio of Enterprise Client accounts.
  • Engage other functional departments, sales resources, and global office network in the strategic execution of account plans to develop and grow revenues year on year.
  • Hold P&L responsibility for each global client and the client portfolio.
  • Act as a Business Partner/Trusted Advisor to key internal and external (client) stakeholders.
  • Build and develop senior level relationships with key (client) buyers, Practitioners and decision makers with a view to winning large, global projects.
  • Act as an ambassador for Insights with internal and external customers.
  • Grow the profitability, revenues, and client satisfaction levels for your Enterprise Clients portfolio.
  • Manage, coach, and support the client relationship related activities of a geographically dispersed team of Enterprise Client Managers within a matrixed environment.

How you’ll do this

  • Build and lead global, cross functional, multi-disciplinary account teams in service of global customers.
  • Work with and through Insights world-wide Offices to deliver a Legendary Experience in each relevant market.
  • Bring a passion, for building strong, lasting networks within Insights and across client organizations.
  • Lead internal teams including globally dispersed teams, through collaboration and influence to deploy global contracts.
  • Orchestrate & collaborate across Insights to deliver service excellence to global customers, partnering with our Client Services function.
  • Use highly developed negotiation skills to deliver profitable growth with cost to serve, regional and functional perspectives.
  • Demonstrate excellence at leading and facilitating consulting dialogues
  • Demonstrate a thorough understanding of industry trends and issues facing customers and growth sectors.
  • Deliver on agreed Service Level Agreements (SLA) and customer satisfaction Key Performance Indicators (KPI).
  • Demonstrate an ability to engage "C" level personnel in a strategic business issue dialogue, uncovering needs, both implicit and explicit.
  • Be able to demonstrate a clear link between Insight’s capabilities and business outcomes.
  • Consistently use management reports, data and CRM to inform decision making, forecasting and the budget process.
  • Manage yourself and others to Insights values.

How you’ll show up

  • Role model/ambassador of the Insights sales function (contributes beyond sales role).
  • Demonstrating a client-centric approach to both internal partners and external customers
  • Exhibiting business acumen and professionalism.
  • Balancing customer happiness, profitable growth, and people.
  • Creating successes for team and clients as a priority over creating personal successes.
  • Honouring and respectful of transparency and integrity.
  • Guiding and governing with a long-term view and perspective.
  • A natural at gaining rapport and building relationships on a one-to-one basis and with groups.
  • Highly credible and engaging in front of senior stakeholders internally and externally.
  • Demonstrating strategic thinking with strong analytical and problem-solving capability.
  • Possessing a natural drive for results and success.
  • Passionate, enthusiastic, and supportive.

What you’re great at

  • Complex solution selling in a global environment.
  • Relationship management.
  • Negotiation and issue resolution.
  • Influencing and guiding others.
  • Effective communication – written and verbal.
  • Making informed decisions guided by data.
  • Leveraging technology.
  • Managing a P&L.

Special Requirements

  • Willing and able to travel overseas as relatively frequent international travel may be required.
  • Working unsociable hours from time to time and as needed.

 
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