Location

Farmington Hills, Michigan

Position Name

Client Relationship Manager

Projects / Automotive Sub- Domain

Automotive Software

Required Skills:

• Create strong relationships with key client stakeholders at both senior and mid-management levels
• Work closely with colleagues on cross-territory opportunities and other internal teams on marketing materials and cause studies
• Understand the competitive landscape and market trends for the domain
• Understand and effectively communicate the company's value prop, tech, process, and current partnerships
• Determine annual unit and gross-profit plans by implementing marketing strategies, analysing trends and results
• Establish sales objectives by forecasting and developing annual sales quotas for regions and territories, projecting expected sales volume and profit for existing and new products
• Analyse pipeline and lead data, deliver periodic reporting to the sales and marketing teams providing key business insights: typical reporting relates to Demand Generation, Pipeline Forecast and Trends, Conversion Rates, Target Account, Market Segmentation, Win/Loss, Age
• Maintain sales volume, product mix and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors
• Establish and adjust selling prices by monitoring costs, competition and supply and demand
• Maintain sales staff by recruiting, selecting, orienting, and training employees. As well as counselling and disciplining employees; planning, monitoring and appraising job results
• Contribute to team effort by accomplishing related results as needed
• Competent with Microsoft Office Suite, Salesforce.com and ComScore
• Desire to own projects and exceed expectations, with ability to find solutions and deliver results within a rapidly changing, entrepreneurial, technology-driven culture
• Excellent interpersonal skills, with the ability to communicate effectively with management and cross-functional teams, for both technical and non-technical audiences
• Work with the Sales, Account Management and Operations, teams to implement targeted sales strategy
• Generate and maintain accurate Account and Opportunity plans
• Work with internal teams on behalf of clients to ensure the highest level of customer service
• Interface with technical support internally to resolve issues that directly impact partners
• Manage and implement the sales forecasting, planning and buyer driven sales and marketing processes, establishing high levels of quality, accuracy and process consistency for the sales and marketing organization
• Work collaboratively with the sales and marketing teams and fosters a culture of continuous process improvement
• Drive the successful implementation and adoption of the sales and marketing automation platforms
• Ensure reports and other internal intelligence and insight is provided to the sales and marketing organization
• Report on key KPIs related to the lead and the opportunity waterfall in order to implement a consistent closed loop between marketing and sales
• Define contact and account quality standards in the database, defining processes and data acquisition strategies
• Monitor the quality of marketing and sales information and define data improvement programs

Preferred Skills:

• Prefer candidates with Management Consulting sales background.
• Proven record of driving results in a goal-oriented, highly accountable, sales environment
• Comfortable operating in a highly dynamic and at times, ambiguous environment
• Has the ability to converse at any level within the customer organization (CTO/ Business unit Heads)
• Has an entrepreneurial mindset, forward-thinking and decision-making skills
• In this role, you will be developing key growth sales strategies, tactics, and action plans for the domain. Successful execution of these strategies is required to achieve your financial targets. Sales Director duties will include hitting annual targets, building relationships, and understanding customer trends.
• The successful candidate will be energetic, persuasive and well organized and able to demonstrate the ability to sell.
• Define and execute appropriate business development, marketing, technical, operational, sales support programs to maximize sales and profitability.

Qualification

• Graduate with preferably an MBA from a top-ranked institution

Experience

• 14 years of sales experience with at least 5 years of experience in selling solutions to large enterprises.

Interview Process

Telephonic followed by video call – both technical

Client Remarks

Notice period: Immediate to 30 Days