Senior Client Service or Sales Manager - Cape Town Verfied

Salary Negotiable Cape Town, Western Cape Cape Town, Western Cape more than 14 days ago 23-07-2014 12:19:03 PM
20-08-2014 12:19:03 PM
Job Title: Senior Client Service/ Sales Manager
Branch: Woodstock, Cape Town
Department: Business Development
Position Type: Full Time

Main purpose of the position:
The Client Service/ Sales Manager will be responsible for developing and managing a portfolio of clients and prospects, connecting with key business executives and stakeholders. He/she will also be responsible for ensuring targets are met at all costs. This will be done by analysing market intelligence, developing sales strategies and building long term relationships. The Client Service/ Sales Manager will liaise between clients, prospects and cross-functional internal teams to ensure the timely and successful delivery of solutions according to the client’s needs and new clients business requests.

Responsibilities:
• Managing a designated portfolio of clients and prospects
• Analysing market intelligence to fully understand related markets
• Developing a portfolio sales plan to meet targets
• Develop client service plan including client account specific sales strategies
• Develop and update sales collateral
• Prepare client and new business pitch presentations
• Drafting and submitting regular reports on sales activities
• Identify new opportunities within the client’s business by identifying opportunities to improve current practices, creative work and campaign
performance
• Managing of opportunity pipeline and sourcing of new leads
• Develop and maintain CRM database
• Develop campaign case studies. Maintain the integrity of the creative strategy and work throughout the campaign
• Effective and accurate financial management of projects
• Operate as a lead point of contact for and all matters specific to the client.
• Build and maintain strong, long-lasting client relationships
• Ensure work adheres to strategic direction of client
• Lead client meetings, including presentation of new creative work, strategic POVs, and analytical reports
• Facilitate resolution of any issues on client work
• Implement industry best practices and share digital trends with clients
• Collaborate, as needed, with external agencies to support client work
• Manage internal and external client expectations

Key Performance Analysis:

Key Performance Areas Input/ Activities Key Performance Indicators

Sales Growth Closed net sales Net sales volume
Sales Opportunities Volume of pipeline in CRM database Volume opportunity pipeline
Client vs new business meetings Logged time on client and prospect meetings (onsite) Percentage of time spend on new business
and client service vs office admin
Sales Targets Create yearly sales plan Targets as set out in yearly sales plan
Average Sales Value Closed net sales volume Closed net sales value per project
Lead Generation Maintaining and updating CRM database Number of leads entered into system
New Clients Maintaining and updating CRM database Number and sales volume of new clients
Client Retention Client service performance Percentage of lost clients

Pre-requisite Qualifications:
• Matric essential
• Tertiary qualification in Sales/ Marketing/ Communications

Job Experience and Technical Skills:
• 3 – 5 years experience in a similar position in agency/advertising or media sales environment
• Solid understanding of digital concepts and new technology and proven ability to apply them effectively
• Ability to review campaign results and identify opportunities for improvement
• Excellent creative understanding and ability to judge creative outputs
• Strong sales skills and networking ability?
• Strong understanding of marketing best practices
• Prioritize deliverables and meet deadlines
• Excellent presentation skills with proven success in presenting ideas to clients
• Exceptional communication/ presentation skills -- both oral and written
• Ability to work with a cross-functional team to deliver great work
• Great attention to detail
• Client-focused at all times

Behaivoural Skills

Client
• Excellent relationship building skills.
• Builds rapport quickly, maintains and develops on - going and productive relationships
• Excellent client facing skills.
• Personable, credible and establishes trust

Thinking
• Natural strategic thinker
• Analytical, able to interpret data and develop strong and relevant assumptions
• Creative and innovative, ideas orientated
• Good eye for detail
• Numerate
• Can identify improvements and new initiatives
• Proven ability to manage multiple priorities and meet client deadlines as required

Commercial
• Commercially astute
• Business Development / Sales capability

Communication
• Confident presentation skills.
• Demonstrates a clear, lively and engaging style
• Articulates and expresses ideas clearly and succinctly
• Good listener and interprets others well.

Conflict
• Calm under pressure, clear thinker
• Conflict management skills, negotiation and problem solving

People
• People management - manage expectations

Recruiter: CRIO