EIMS was founded in 1996 & is a high-quality, multilingual marketing & business development agency specialising in the high-tech marketplace. EIMS exists to help technology vendors grow their sales revenues globally by delivering world-class demand generation, sales & channel programs. EIMS helps technology companies sell better, faster & more effectively into all markets on a global basis. It does this by providing world-class outsourced sales & marketing. EIMS’s core services are organised under the following headings:
• Lead Generation • Inside Sales • Channel Services • Demand Centre
Despite an unusual start to 2020, EIMS has significant growth plans & has identified an urgent need for a Client Services Director to help the company to “win in their market” by selling EIMS’s services like the best, setting up those services like the best, & managing them like the best, thus retaining & growing extremely happy clients & delivering predictable, sustainable revenue growth to EIMS.
Increasingly EIMS offers end-to-end solutions to its customer’s business problems. The Client Services Director must be able to build & manage a team that understands all of EIMS’s products & services & be able place them in context for the client. The Client Services Director - directly managing accounts where the Business Unit requires it. - ensuring that each client project (or campaign) managed by their team is executed on successfully, profitably & that the client relationship is retained & ultimately grown. - Coaching & training Account Managers & Campaign Managers against the required skills of their role & managing their team’s activity to ensure over-achievement of revenue growth & client satisfaction targets. - keeping EIMS’s clients, accounts & account management teams happy through the successful delivery of outcomes that exceed clients’ expectations & enhance EIMS’s reputation in the market by establishing a self-sustaining, self-propelling mid-management team with must also be able to enable their team to identify whenever there is an opportunity to offer one of EIMS’s services or where there is a business case to develop new services.
Key responsibilities - reporting into the Business Unit Director & managing a team of Account Managers & Campaign Managers. - managing clients’ budgets & responsibility for ensuring client work is done to quality, on time & within budget. - acting as the client’s representative within EIMS & having the authority of the client to require delivery of campaigns to time, cost & quality. - discussing client requirements with the clients that “belong” to the Client Services Director determined by named account lists or at “field of play” level. - managing between £4 & £8 million of EIMS revenue annually & containing all those functions required to service clients effectively. - responsibility for the overall revenue performance within a Business Unit & overseeing account performance where an Account Manager is managing an account as well as the right work ethos, attitude, behaviours & skills. - Completing checkpoints at every stage of client work from pre-sales to delivery to ensure that standards are being met from their own clients & for their account managers’ clients in support. - Ensuring results are presented in all their teams & their Quarterly Business Reviews so clients are clearly aware of EIMS’s achievements & EIMS therefore keeps clients for the long-term. - Championing the use of agreed best practise via the agreed access points by demonstrating this by their own use & coaching & supporting the Account Managers in role. - Supporting the mapping & improvement of all business processes as a way of improving efficiency &/or client satisfaction & driving across the account management team. - Setting & delivering against revenue growth goals at account, individual Account Managers & team level & supporting in expanding client relationships. - Supporting EIMS Global in winning new business, typically through attending pitches &/or supporting with “client show times” to demonstrate EIMS’s capabilities along with leading their own new business pitches within their accounts. - Providing forecast accuracy through good sales management practise & regular pipeline scrutiny of their team & their own pipeline. - Ensuring pricing decisions are made within price book & that profitability of work is maintained across their opportunities & those the account management team are working on delivering. - Meeting monthly with the Financial Director to review the financial performance of their Business Unit, make Work in Progress decisions & then reporting to the board on the financial performance of their Business Unit. - Attending all "high value ” Quarterly Business Reviews within the Business Unit & completing spot checks on all others, taking overall responsibility for executing consistently successful Quarterly Business Reviews to the high quality EIMS expects, & that is required to keep clients for the long-term. - Proactively engaging with senior, high value contacts within EIMS clients & fostering a “trusted advisor” relationship - Building & owning the relationships with local recruitment agencies to ensure EIMS gets the best possible talent & fill positions on time & to quality.
- Leadership skills - Time Management - Communication Skills - Critical thinking & Decision Taking skills - State Management - Sales skills & expert understanding of our sales process - Negotiation skills - Product Enablement on EIMS services- how to position, sell & - Account Planning & development - Recruitment skills [i.e. interview techniques, running effective assessment centres] - Coaching skills [i.e. assessing personality types, using skill/will matrix] - Industry expertise [IT sector, Sales & Marketing, Channel] - Expert in the disciplines of Sales, Marketing & Channel.