ABOUT THE ROLE

The Senior Client Manager (UK & Europe) role is to drive the acquisition, retention and growth of client partnerships in order to deliver against the core business objectives of revenue growth and increasing client satisfaction.

Reporting into the Client Director, they will play a key role in the success of the commercial strategy across all product lines through a limited number of high value strategic partnerships.

Revenue line items include:

  • Digital marketing, data and insights – measured through orders taken.
  • Student placement revenue – measured through marginal commission based on existing enrolment figures. This will be delivered through new client acquisition in line with network demand, contract upsells and removal of contract exclusions.

An expert in both digital marketing and student recruitment, Senior Client Managers drive strategic partnerships with clients through a closely managed network of Director, PVC and other leading sector contacts.

Senior Client Managers will have the ability to clearly report their current progress against key objectives and targets, as well as provide feedback on broader trends and opportunities for development as raised by their clients. In turn this will facilitate further product and strategic development by the business. There will be opportunities to play leading roles in key projects.

The role will be based in the London office.

RESPONSIBILITIES

To exceed key individual performance goals thus driving overall team and company growth.

Commercial delivery:

  • Meet and engage with clients regularly in line with the defined operating model.
  • Grow client spend and engagement across the full portfolio of products and services with multi-year partnerships for existing and new clients based on:

           -Data and Insights

           -Digital marketing.

 Student placement, in line with demand from source markets.

  • Increase client satisfaction.
  • Inform clients on the latest product and market developments, adding value to the wider team through exceptional knowledge. Through this to be recognised an expert in higher education marketing, recruitment and planning services.
  • Seek new commercial partnership opportunities with larger organisational bodies and corporate clients. 

Operational delivery:

  • Ensure all administrative activities are completed in a timely manner. This includes capturing key client data to support the effective follow up activities and analysis to manage individual pipeline and forecasts.
  • Support proactive and effective communication channels with other client teams globally through online, video and face-to-face updates.
  • Work closely with other IDP departments and delivery teams to ensure client goals are met or exceeded.
  • Provide reports and analysis to clients and line managers on a regular and timely basis.

Project work:

  • Senior Client Managers may have additional areas of responsibility, or specialisms, dependent on individual candidate skills.

ILLUSTRATIVE KPI’s & GOALS FY19

1.    Personal and team revenue: 

  • Digital marketing and data/insights upfront total orders.
  • Student Placement marginal commission – from new clients, upsells, exclusions removals.
  • Orders taken for new digital products (FY19).

2.    Client satisfaction

  • Annual survey scores.
  • Others to be discussed e.g. Google, testimonials, client co-presentation and promotion at events.

3.    Network support

Note: specific figures to be agreed

ABOUT YOU

  • Strong understanding of education, digital marketing and student recruitment.
  • Proven ability to establish, grow and improve client relationships.
  • The ability to identify pain points and present solutions to clients, influencing multiple stakeholders up to a senior level.
  • Excellent negotiation ability.
  • Evidence of effective work as an internal and external brand ambassador.
  • Understanding of the importance of data and evidence of using data to inform strategic decisions.
  • Detail-driven, allowing for the composition and communication of sophisticated business proposals and campaign reporting.
  • A methodical approach, setting SMART objectives and reviewing individual performance against these objectives on an ongoing basis.
  • Able to recommend tactical plans, influencing internal stakeholders to get the very best for clients.
  • Excellent communication skills across all methods (including written, verbal, face to face presentations).
  • Willingness to travel within UK and Europe throughout the year, with potential visits to IDP network countries.
  • Sound IT skills.

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