You will own the relationship with assigned client(s), to lead the dunnhumby team working on the client(s), and to deliver and grow the P&L in order to ultimately growing dunnhumby revenue in the region or country. As a Client Director you will either be assigned one large retail client or a portfolio of small-medium retail clients/ propsects to manage, oversee and grow.
Develops the vision & long-term strategy for assigned client(s) in order to deliver measurable value for clients & sustainable revenues for dunnhumby, in a profitable manner.
Owns the relationship with the client(s), driving engagement and managing the relationship with key client stakeholders at board level, communicating the value / benefits our work is contributing to their business and positioning dunnhumby as a key strategic partner and in future key opportunity areas. Travels to the client offices as required in order to fulfil this accountability.
Is accountable for the overall workplan, ensuring it is in line with client needs. Collaborates relentlessly across the team, including I&T / Capability, in order to create a ‘joined up’ approach for the client and to deliver against an integrated overall client plan / roadmap.
Conducts regular business performance reviews internally with teams and externally with clients to ensure value is being delivered to both parties in the most efficient way using client value and client satisfaction inputs.
Ensures assigned client(s) are fully trained on dunnhumby products and solutions as required – either delivering the training through their team or through Regional Education Associates (if in place).
Delivers and grows the P&L for assigned client(s), developing a commercial model and revenue plan and achieving net revenue targets through identifying, proposing and winning up-sell and on-sell opportunities. Builds revenue and headcount forecasts, updates these monthly and inputs into the long-term planning process.
Supports new business as required by Head of Region. Provides input to and travels to new business pitches as required.
Provides leadership on all major contract negotiations and pricing with assigned clients, ensuring profit standards are met.
Creates high performing Client Managers in the team, ensuring they have the necessary coaching, skills and knowledge to do their jobs successfully
Qualifications
What you'll need:
Bachelor’s degree or equivalent in Business or related field.
Consultative selling
P&L management
Client relationship building and management
Account Management
Lead generation
Pipeline management
Pitching techniques
Listening, questioning and client interview techniques
Creating a value chain
Upselling / cross-selling
Work delivery oversight
Influencing
Negotiation
Networking
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