Strategic Relationship Manager

ROLE AND CONTEXT

Purpose:

  • To achieve sales target of £850,000 billed income during the calendar year (new growth from existing and new customers)
  • 95% retention rate of existing customer portfolio
  • Develop and manage strong relationships with customers to ensure retention, delivery of market share and profitability objectives

NEED TO DO

Key outputs:

  • Drive sales to meet annual sales targets.
  • Develop a business development plan supporting the achievement of sales target for new and existing customers
  • To undertake lead generation activity where required and support Head of Sales and Managing Director with lead generation approach
  • To develop and maintain contact database and prospect lists
  • Estimate the value of existing customer expansion and new prospects and prioritise sales activity accordingly
  • Relationships are managed with internal key stakeholders and external third party providers to ensure effective use of resources and that agreed service levels are met
  • Monitor and review services delivered to rehabilitation and treatment customers
  • Develop new business proposals
  • Support Sales and Account Management team with conversion of rehabilitation and treatment leads
  • Support marketing with new campaign ideas
  • Support rehabilitation and treatment proposition development
  • Assist with the preparation of new business tenders
  • Develop and deliver sales presentations to existing and new customers
  • Customisation opportunities, which deliver profitable volume for Corporé and The Treatment Network, are identified and detailed proposals developed
  • Communication and marketing plans devised and implemented for timely and effective communication to prospects
  • Attend customer service review meetings and build a strong partnership/consultancy relationship
  • Ensure timely completion of actions arising from meetings
  • Identify service improvements including best practice

Relationships:

Internal

  • Managing Director
  • Head of Sales
  • Head of Operations
  • Head of IT
  • Head of Finance
  • Head of Marketing
  • Operation Manager(s)
  • Team Leader(s)
  • Operations Team
  • Finance Team
  • Marketing Team
  • IT Team

External

  • Clients
  • Intermediaries
  • Healthcare partners

Key performance indicators:

  • Achievement of business targets – market share, profitability and business mix.
  • Quality of commercial relationships with rehabilitation and treatment customers
  • Delivery of business development plan.

NEED TO KNOW

Qualifications:

  • Business Degree or equivalent (not essential)

Skills and knowledge:

  • Excellent negotiation skills.
  • Highly developed at developing and managing external relationships at a senior level.
  • Highly developed presentation skills.
  • Key Account Management.
  • Extensive business planning skills.
  • Strong communication skills.
  • Understanding of the financial drivers and metrics and how their individual, account and team goals relate to them.
  • Knowledge of the rehabilitation and treatment market and of Corporé’s / The Treatment Network products and their usage in the market place.
  • Ability to analyse and interpret market developments which impact on objectives and respond to these creatively.

Experience:

  • Key Account Management role experience essential.
  • Track record of developing profitable business and delivering initiatives through national sales accounts.
  • Experience of networking and matrix management across complex organisations.
  • Experience of managing complex relationships and working across functional areas to deliver against account needs.

Behavioural competencies:

  • Working Together for the Business
  • Changing for the Future
  • Leading By Example
  • Creating a Learning Environment
  • Being Progressive
  • Making Sound Business Judgments
  • Committing to the Customer
  • Going Further for Results
  • Having an Influence

Salary: DOE

closing date:

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