Job Context: The role of the Client Partner is to develop our corporate business which is delivered through customized programs, developed in partnership with our clients, and complemented by one-to –one coaching support and practical applications tools.
This is a sales role with revenue accountability but the emphasis is on building client relationships for sustainability.
This can most effectively be done through demonstrating an understanding of how effective training solutions can be integrated into a business and provide a return on investment to the business as well as individuals.
The Client Partner also needs to demonstrate a commitment, passion and belief in Raiser’s principle based approach to learning and development.
The potential for success in this role is very high as many people in HR and business have experienced at any individual and organizational level our most successful programs which include the Bullet Proof Manager, 7 Habits of Highly Effective People® and many more.
The challenge of the Client Partner role is to build strong partnerships with our clients so our full product range becomes integrated into their business, delivering real results for our clients and client retention and revenue growth for Raiser Resource Group.
Purpose of the Role:
Provide and deliver exceptional business performance primarily by:
Creating new business through thorough understanding and presentation of Raiser Products.
Develop and lead a team to deliver sustained superior performance.
Be a consultant to Raiser clients and creating exceptional business relationships with them.
Delight all external clients of Raiser through effective and efficient management that enhances their return on investment.
Roles and Responsibilities
Self Management 20%
Be part of a performance team committed to achieving success through each other.
Support the organization in the management of the resource planning and utilization.
With the Functional Manager agree on challenging performance objectives and measures and provide regular feedback and honest assessment on achievement.
Through self-conduct on a daily basis, be a role model to peers and direct reports if any, doing things wholeheartedly, communicating with passion, teamwork and embrace changes as a way of working.
Ensure full compliance with the Raiser policies and procedures.
Constantly anticipate needs of any direct reports and support their needs.
Utilize a CRM system which tracks: leads, contacts, opportunities.
Create/usea series of situational lead generation scripts, organized by program solutions.
Planning – 10%
Annually in October puts together a sales forecast for the following year that captures his/her sales targets for the Business Development department and measure weekly, monthly and quarterly against target.
Inputs to development and implementation of sales strategy
Is accountable for all sales related data and records in designated accounts
Plans for weekly feedback meetings in order to give quality feedback
Produces high quality proposals and sales presentations in partnership with the Learning and Development Department
Business Development – 60%
Owns and is directly responsible for achieving Total company revenue targets both for existing accounts and new business. Personal target of Ksh.30 million in first year targeting key accounts in Kenya (50+ people).
Fully understands the Raiser Business Model and Training Offering and be able to deliver powerful and compelling sales presentations.
Follows up sales leads, identifying opportunities to develop effective partnerships with clients and closes the sale
Support sales activities through selling to new prospects, cross selling and following up on referrals.
Spend at least 10 hours every week of Face to Face time (total 500 p.a) with clients
Customer Service and Support – 10%
In partnership with the customer service partner works to demonstrate pay back to clients from Raiser solutions.
Develops Key internal interfaces to ensure all commitments to clients are delivered to the highest possible standard.
At all times know their key customers and their requirements intimately.
Build data base that will have key customer contacts and sales progress details.
Job Specifications (Ideal):
Academic Qualifications:
Bachelor’s degree from a recognized university in Sales & Marketing, Business or any other relevant field.
Work Experience:
At least 8 years successful working experience in a busy and professionally demanding environment.
At least 5 years’ experience in selling services.
Experience in selling to Senior Managers, Directors, Business owners and CEOs
Demonstrable success in a sales consulting role and in managing a team.
Key Attributes Sought:
As a Client Partner you will find, develop, retain and grow a portfolio of accounts, creating deep and lasting relationships with clients.
Key attributes sought for this role include:
A high degree of business acumen and credibility; the ability to influence and work with client organizations at a senior level.
A track record as an achiever in a high-performance targeted sales environment, with a demonstrable passion for developing and closing business opportunities.
The consulting ability to understand clients’ needs and articulate persuasively how our approach and our training and development solutions contribute to clients’ sustained, superior performance.
A good understanding of corporate cultures, people performance and behavioral development would be advantageous.
Professional attitude and appearance.
Ability to influence and work with senior decision makers in major corporations with confidence to present at Senior Leadership Team level.
Strong interpersonal skills with ability to build relationships with internal and external clients.
Fully computer literate & with full driving license.
How to Apply
Send your application including a current CV, your contacts, your expected pay and the names and contact of three professional referees to recruit@raiser.co.ke.
Your application should highlight the extent to which your experience matches our requirements and a list of your achievements to reach us by 25th September 2015
Only short listed candidates will be contacted