Client Partners operate within the Ebiquity Group, driving revenue growth, supporting in the development of best practices and modelling such behaviours to the entire business.
In the FirmDecisions team, Client partners work in tandem with FirmDecisions and Ebiquity Client Partners and Managing Directors running a portfolio of clients, including local, regional and global relationships. The purpose of this is to nurture and develop the Client Partners skills and knowledge of FirmDecisions and Ebiquity products, services and processes with the aim of each Client partner growing to take on a larger portfolio and team of their own. The exact ways of working will be established within each team to reflect the needs of the clients and the team members.Client Partners will drive growth through the nurturing and development of existing client accounts.
You will have a clear understanding of client’s business, ways of working and strategic ambitions. You will actively target identified new business prospects and respond to inbound RFPs.Client Partner will negotiate the scope and fee on all projects and work internally with operations team who manages resources to meet and exceed client expectations whilst meeting FirmDecisions profit targets. The Client Partner will do so for all clients within their portfolio.Client partner will be responsible for arranging all key client meetings, ensuring that the right resources are in place and client expectations are (more than) satisfied across the full range of our deliveries. This means supporting the audit team to ensure all deliverables are to the expected specification.
In delivery meetings the audit team will be deep subject matter experts but will focus on the specific delivery whilst the Client partner will focus on the broader intent and signals coming from key client stakeholders during any interaction. The Client Partner will do so as required within their individual team set up.Client Partners will actively build and maintain relationships across the broader industry including agency, media owner and trade body communities. They will also contribute towards profile-raising (e.g., panel participant at events, PR) activities.As the commercial leaders for the business the Client Partner will be responsible for ensuring all sales are properly booked, pipelines are properly recorded, and time properly logged to ensure solid management information is available to steer the development of individual accounts and the business as a whole. The Client Partner will over-see such for all clients within their portfolio.
Account and Project Management
To own and drive the relationships with key client stakeholders across a portfolio of clients.Client Partner will have to adhere to following established Ebiquity ways of working enabled by active use of Salesforce and other defined processes. Account plans will vary by size and opportunity of client but as a minimum will include:· Budgets and budget breakdown· Revenue opportunities by service line/ product/ solution· A contact plan· A plan for building relationships with - and coordinating across - FirmDecisions specialisms, with the collective aim of consultatively selling into the clients’ businessesThe Client Partner will be responsible for the development and maintenance of the account plans for all clients within their portfolio.
Progress to be reviewed regularly and plans course corrected / adjusted accordingly.)In order to provide proper information to enable the steering of accounts all appropriate systems must be kept accurate and up to date. The Client Partner will be responsible for ensuring this is the case for all accounts within their portfolio.The Client Partner will plan, organise and direct the completion of projects whilst ensuring that they are delivered on time, budget and within scope. This will cut across other specialisms and possibly other service lines. You will be required to schedule client and internal status meetings. The Client Partner will use project management processes and tools to ensure efficient delivery of projects. You will create project documentation including status updates, Powerpoint presentations, training decks for clients on specific topics, contract review and advise, recommendations for the specific client needs and identifying other possible client needs.
New Business
The Client Partner will prospect and identify new business, respond to RFPs, write proposals, lead/ support pitches, agree pricing, run negotiations and manage the commercials. The Client Partner will own any RFI / RFP processes associated with clients within their portfolio.The Client Partner will identify what resources are required to win and service each client and/or piece of work and will collaborate with other specialisms as required.The Client Partner is required to acquire and maintain a full understanding of FirmDecisions and Ebiquity product and solutions suite.You will actively cross-sell all Ebiquity service lines and products.
People
The Client Partner will contribute towards creating a supportive, collaborative and inclusive team culture. You will support in the retention and attraction of FirmDecisions talent.The Client Partner will build strong internal relationships e.g. specialism stakeholders and functional service lines.
Key Measures:
· Delivering and exceeding absolute OP goals by project, by client and at a portfolio level, by period and annually· Delivering and exceeding absolute external revenue goals (at an Ebiquity Group level) both by client and at a portfolio level by period and annually· Client satisfaction (currently via 6 monthly NPS survey) if available· Relevance and actionability of account plans· Broader Ebiquity engagement with account (internal survey to be established)· Accuracy and timeliness of record keeping / internal system management· You will be an experienced media professional and able to demonstrate a deep understanding of/ and operating in, the media planning, trading and consulting industry.· You will likely have a digital first mindset.· A global and international outlook is important.· A strong general awareness of the needs of key stakeholders within a client organisation· You have will experience operating with key stakeholders within a matrix organisation· A demonstrable interest in consultative-selling; long-term engagement strategies and relationship-based client management· Eager to drive new business · Be creative and come up with possible new service lines to sell· Strong relationship-builder/maintainer, high level of communication skills (both written and oral), advisory/consulting skills· Commitment to supporting diversity and inclusivity.
We strive to create a working environment that is responsive to all different cultural orientations, and this must be supported by all team members.We are a global fast-growing company which offers a variety of opportunities for you to develop your skill set and career. In exchange for your contribution, we can offer you:· A competitive salary and benefits· Generous annual leave including an extra day off for your birthday· Fantastic office space in Old Street· A company focus on wellbeing and work life balance including initiatives like flexible working, mental health support and regular health and wellbeing events
