Client Director

Client Director - US

United States Permanent

Job description

Imparta is a global leader in performance improvement for customer-facing teams, including sales and account management, customer success, and customer experience. We are listed as a Top 20 Sales Training company by both TrainingIndustry.com and Selling Power, and we are one of just four companies positioned in the Leader Quadrant in Gartner’s 2022 Magic Quadrant™ for the sales training industry.

Imparta's 3D Advantage® methodology is based on more than 20 years of research and experience with leading global organizations. It powers a complete, modular, award-winning curriculum that covers the entire customer Buying Cycle from initial need to renewal, and every role from early tenure to Chief Revenue Officer across a wide range of industries.

Our Training as a Service subscription provides clients with virtual and in-person training (using our global faculty base or our client’s own trainers), eLearning, and application tools. We also offer deal coaching, change consulting, and a powerful learning experience platform to embed, reinforce and measure the impact of the new skills that we help to develop.

Responsibilities

Role

Imparta’s New Business focused Client Director’s mission is to identify potential new logo's, manage incoming leads and lead on RFP's.

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 Sales Manager, the New Business/Account Growth focused Client Director is responsible for identifying and generating commercial opportunities that deliver on the Imparta strategy, meeting and exceeding their quota that feeds into the commercial target. This includes developing strong relationships with clients, proactively driving lead generation and successfully turning identified leads into opportunities and then into new business and 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 New Business/Account Growth 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 New Business role include:

• Being able to educate potential new clients and influence them to buy our strategic solutions within our 3D Advantage portfolio of products.

• Follow our rigorous and proactive lead generation process that includes researching organisations and individuals on social media to identify new leads and possible markets following the Imparta Prospecting and Account Entry process.

• Building and maintaining strong, long-lasting client relationships. Developing trusted advisor status with key accounts and customer stakeholders.

• Adding value at all stages of the Buying Cycle and identifying the potential value a client will gain from engaging with Imparta.

• Working on competitive pitches and RFP responses using our pitch guidelines and the Imparta sales process and tools, collaborating with the Imparta team on written recommendations and high-level needs analysis.

• Negotiating contracts and closing agreements to maximise profits and margin.

• Building a sales pipeline to ensure a constant stream of sales, utilising Salesforce to accurately forecast probability and revenue. Objectives for the Account Growth role include:

• 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 maximize profits and margin.

• Build an account pipeline to ensure a constant stream of sales, utilize Salesforce to accurately forecast probability and revenue.

Objectives for the Account Growth role include: