Imparta’s Account Growth focused Client Directors manage our key accounts, including development of new opportunities within the account. Their mission is to build strategic relationships with clients, identify how they can achieve their business objectives by removing the barriers which may prevent them from doing so and identify other business areas or solutions that will help them take their business forward.

Reporting to the Account Growth Sales Lead, the Account Growth focused Client Director is responsible for creating long-term, trusting relationships with our clients. The role is to oversee a portfolio of assigned clients and develop new business within these accounts to deliver on the Imparta strategy, meeting and exceeding their quota that feeds into the commercial target. This includes developing strong relationships with clients, connecting with key stakeholders and driving the lifecycle of our accounts. In this role, the Account Growth Client Director will liaise with cross-functional internal teams (including Sales Performance Consultants and Project Managers) to improve the entire client experience. Imparta’s strategy is to work with a manageable number of large global contracts with multiyear deal size of between $180K and $1.8M. This invariably means building relationships at C-Level.

Objectives for the role

• Build and maintain strong, long-lasting client relationships. Develop trusted advisor status with key accounts and customer stakeholders..
• Develop business with existing clients and/or identify areas of improvement to meet sales quotas. Progress towards activity targets and KPI’s set by the Head of Sales.
• Add value at all stages of the Buying Cycle and identify the potential value a client will gain from engaging further with Imparta.
• Educate existing clients and influence them to buy our strategic solutions within our 3D Advantage portfolio of products.
• Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders
• Forecast and track client growth opportunities through implementation of account plans. Utilize strategic agility to identify and solve problems for specific client business issues.
• Negotiate contracts and close agreements to maximise profits and margin.
• Build an account pipeline to ensure a constant stream of sales, utilise Salesforce to accurately forecast probability and revenue.

Experience:

• Proven solutions/consultative sales experience
• Desirable experience of selling training and consultancy
• Proven ability to juggle multiple account management projects at a time, while maintaining sharp attention to detail

Competencies:

• Understanding Customers’ Needs: The ability to practise what Imparta preaches in deeply understanding client needs to help identify the “Sweet Spot”
• Building Solutions: Work creatively in the team to build solutions that satisfy the “Sweet Spot”. 
• Target Driven: Single minded in achieving the quota agreed with the Head of Sales
• Impact and Influence: The ability to persuade clients and internal staff at Imparta that a solution is worth pursuing
• Communications: Outstanding verbal, written and formal presentation skills