- Account planning - Develop strategies and tactics for creating account plans in collaboration with internal stakeholders and adjust plans as appropriate.
- Build ad knowledge - Continuously build knowledge and stay current in the advertising environment and competitive landscape through required training and other resources, with the goal of becoming a thought leader.
- Customer relationship growth - Serve as a strategic partner to one or more customers to build, grow, and maintain high impact and long-lasting relationships with customers by understanding the client's opportunities and challenges. Share point of view on industry insights, consumer trends, and help strengthen and grow relationships.
- Customer relationship management for AE/AM roles - Serve as a strategic partner to one or more customers to manage and analyze customer interactions and data to improve customer service relationships, assist in customer retention, and drive sales growth.
- Joint business plan ownership - Create and own joint business plans for one or more customers based upon client business objectives to help create deeper relationships with key stakeholders, and ensure progress is being made against revenue goals.
- Network and communications - Develop a network with multiple functions locally. Help identify opportunities to collaborate internally to strengthen internal communication.
- Opportunity sizing - Help identify revenue and growth opportunities within the market and customer. Effectively coordinate with internal stakeholders to determine and drive the sales, revenue growth, potential of opportunities, and marketing efficiency, as well as the incremental investment recommended to achieve customer business outcomes.
- Pitching - Help craft and deliver solutions to customers and agencies to achieve customer business objectives and drive revenue growth.
- Sales analytics interpretation - Draw interpretable insights from deep dives and data analysis, provide data-driven strategic and tactical recommendations to customers, partner teams, and leadership based on analyzes and utilize insights to influence others and drive change.
- Sales strategy development - Help identify customer business objectives and set sales strategies for specific markets and customers in collaboration with internal partners (e.g., account managers, product specialists) based on research and understanding of the customer.
- Share best practices and feedback - Drive sharing and scaling of successes, opportunities for improvement, best practices, and learnings internally and externally as appropriate (e.g., case studies, industry events, training contributions).
- Consultative skills - Ability to understand stakeholder needs through dialogue before conducting analysis and making recommendations.
- Customer conversations - Ability to utilize open, closed, and leading questioning techniques to understand underlying beliefs, motivations, and causes for behaviors, needs, and desires.
- Data-driven analysis and reporting
- Tech industry knowledge and experience
- Operations management strategy - Ability to leverage standards-based business practices to ensure materials, equipment, and technology deliver efficient and effective business outcomes.
- Opportunity and pipeline management - Ability to discover opportunities to deliver expanded customer value by effectively managing the pipeline throughout the entire sales/customer lifecycle.
- Sales acumen - Ability to use knowledge of the customer???s buying cycle and competitors' offerings to position and drive the business to the next level.
- Sales/partnership strategy and techniques - Ability to establish or adapt sales/partnership strategies by integrating and applying one's understanding of the customer, competitive intelligence, external trends, and data from lagging/leading metrics. This includes knowledge and application of basic sales/partnership concepts and techniques (e.g., discovery, qualifying individuals, relationship mapping, objection handling, upselling, closing, outreach).
- Stakeholder management strategy - Ability to positively influence individuals in a customer's organization who can help others make a conscious decision on the proposed product, service, or solution.
Industry Manager - London Area, United Kingdom - Adecco
Description
Job title: Industry Manager
Duration: from 12 June Months)
Office Location: UK - London
Working schedule: Hybrid (3 days in the office + 2 days WFH
Working hours: Normal Office hours
Bonus: Sales (Quarterly)
Salary: £46.15 per hour | 95K per annum
Summary:
Own one or more customer relationships, as the point of contact for joint business plan development, sales strategy development, pitching, customer relationship growth, and opportunity sizing.
Fully own opportunities and strategic pitches, and drive activation plans independently.
Plan for and achieve revenue targets expected for the team.
Contribute to scoping of customer strategy, managing priorities related to account planning and multi-quarter pipeline.
Help develop customer strategy with multiple approaches, leveraging data on client performance against target, enabling longer-term opportunities.
Identify and recommend new processes, procedures, and methods for sales strategy development and opportunity sizing with foresight to anticipate and address future needs.
Navigate a diverse set of customers from multiple verticals/sub-verticals and proactively develop multiple approaches to pursue and close deals before setbacks occur.
Lead a key cluster/region initiative by clearly defining scope and OKRs to drive impact outside of the core.
Share best practices/sales strategy development, and proactively seek cross-market and global collaboration opportunities.
Responsibilities:
SKILLS/EXPERIENCE/EDUCATION: