The Client Account Manager integrates the business through the development, management, and execution of strategic and tactical account management practices for the organization's OCEO and strategic accounts. Providing market development services for an account or multiple accounts with a portfolio size generally from $50 to $100 million in projected client revenue. Client Account Senior Managers work with a network of firm resources as part of an integrated go-to-market model across account business development, operations, and talent, as represented in the CAM framework. This broad range of capabilities provides the basis for discussion around prioritizing needs and activities that will help drive the most value for the account team.
• In support of the LCSP, drive to the account team development and execution of the overall account strategy and oversee the client service planning process.
• Coordinate on-strategy Account positioning (business to business teaming, alliance partners, and client relationships) in collaboration with the LCSP and CRE for strategic opportunities <$25M. • Drive the management of all activities associated with relationship management and account planning to ensure that the account has an appropriate relationship management plan, which is proactively executed by the account team • Build appropriate relationships with identified client procurement resources, clients, and teaming partners • Identify cross-service line opportunities by applying thorough understanding of market trends, competitor activity, client needs and the firm's offerings • Maintain a 360-degree view of all touch points between Deloitte member firms and the client, ensuring knowledge from all forms of client interaction is captured and shared with the account team • Drive the development and integration of opportunity and proposal management tools • Build an account-wide communications strategy and facilitate account team communications (conference calls, team meetings, etc.) • Develop knowledge-sharing processes for collection and dissemination of account-related knowledge • Work with different support groups to identify initiatives, events, and services that can bring value to the team and the overall client relationship • Develop client-specific collateral to support the positioning and differentiation of Deloitte • Coordinate the production of account-specific financial/revenue analysis reports with limited supervision and advise account team leadership on financial reporting best practices • Create account team processes to manage account profitability, budgeting, forecasting, and pricing • Coordinate the management of the team's contractual arrangements (working through contracts) and ensure compliance with all contractual obligations • Use and integrate appropriate technology to collect, manage, and communicate account specific information and to build and share knowledge • Provide mentoring and coaching to members of the account management community • Create an account pipeline quality and priority pipeline process • Advise on the Sector and Account Deal Consultation process • Support on-strategy Account market eminence for our Luminaries in coordination with Federal Public Relations and Marketing.
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