Account Director
Capita plc
Victoria Street, London
1d ago

JOB TITLE : Account Director (UK Wide)

ACCOUNTABLE TO : Divisional Account Director

Job Purpose - Account Director

  • Accountability for a key client account (or set of accounts) including financial performance & meeting business plan.
  • To build strategic relationships with the client and maintain a strong understanding of their industry and strategy.
  • Identify and create new business opportunities which lead to significant new orders and extensions to the current contract, establish strong pipeline of well qualified business development opportunities.
  • Establishes strong governance, reporting and effective pipeline management resulting in profitable, deliverable revenue growth.
  • To become the client trusted advisor, assisting clients in the formation of IT strategies, providing them with access to senior management and subject matter experts in the supplier organisation and elsewhere.
  • Provide thought leadership to drive market trends and establishes us as the go to partner for innovation and strategic direction
  • To ensure that clients understand available IT services, promote financial and commercial awareness in order to deliver value-for-money.
  • Negotiate at senior level on commercial issues, ensuring clients and suppliers understand and agree what will meet their needs.
  • To provide leadership and guidance to the customer facing team, regardless of their line organisation within Capita.
  • Establishes repeatable mechanism to capture and frame case study materials to ensure an accurate toolbox of recent deliveries and clients we can reference.
  • Aspire to be the partner of choice that facilitates change and drives transformation for our customers.
  • Key Responsibilities

    As a minimum you may be called upon to undertake all or some of these activities as required

    Delivery of the Business plan and P&L for the client(s) for which he or she is responsible, including New Orders (TCV), In year revenues and margin.

    Also accountable for delivery of other financial metrics including WIP and cash collection. Monthly MOB report delivery and provides regular accurate forecasts month on month.

    Achieving the actions set out in Account Plans.

    Oversees the management and planning of business opportunities, ensuring that own management plans and resources the business it expects to achieve with clients.

    Evaluates the level and quality of business achieved. Develops draft opportunity pipeline in line with client’s budget. Develops & maintain Account Plan(s).

    Review monthly with SMT to ensure opportunities align with financial targets.

    Builds long-term, strategic relationships with senior staff in the largest client organisations. Extracts maximum value from key vendor relationships and partner registrations to increase profitability, pull through innovation to maintain competitive advantage.

    Maintains a strong understanding of the client’s industry and strategy, and encourages and assists clients in the formation of IT strategies, providing them with access to senior management and subject experts in the supplier organisation and elsewhere.

    Responsible for arranging any necessary non-disclosure agreements. Encourages the management of the client organisation to plan and budget for new and enhanced products and services.

    Creates, identifies and responds to opportunities for providing products and services to the client organisation, liaising with those responsible in own organisation.

    Promotes products and services at a high level, both internally and externally. Encourages the development of new products to meet future needs.

    Encourages changes in the client organisation’s use of the products and services supplied so as to increase the benefits it obtains from them, and support client retention.

    Advises colleagues, especially those involved in marketing, selling, and delivery, how to improve their effectiveness in dealing with the client.

    Participates in strategic groups and facilitates focus groups and other ideas generators’. Stimulates innovation and creation of ideas among colleagues and staff.

    Works with business strategists and innovators to help them understand the opportunities that technology can provide.

    Plays an active role in developing working relationships between business leaders and IT professionals in order to promote effective communication and decision making.

    Identifies key barriers to change, and appropriate solutions, including HR and legal implications.

    Approves stakeholder analysis results and communication plan.

    Background / Qualifications

    Has achieved proficiency in the task of stakeholder relationship management.

    Has achieved a top class reputation and has the appropriate gravitas to build trust and inspire clients.

    Has wide and detailed IT knowledge, together with detailed understanding of the principles of business and markets and sound experience of relevant business sectors.

    Knows how to make and sustain a business case through effective benefits management. Has strong planning, communication and presentation skills.

    Demonstrates up to date knowledge of the organisation’s policy framework, organisational relationships, business processes, reporting procedures, and existing and planned information systems and services.

    Educated to bachelor degree level.

    Is very familiar with the structure, skills and business environment of the customer organisation. Is customer focussed, with consultancy and business analysis skills.

    Is proficient in the employer’s customer facing organisation and understands the products and services offered. Has a comprehensive knowledge of the customer’s organisation and requirements.

    Enjoys the confidence of senior management in both the employer and customer organisations.

    Autonomy

    Has defined authority and responsibility for a significant area of work, including technical, financial and quality aspects.

    Establishes organisational objectives and delegates responsibilities. Is accountable for actions and decisions taken by self and subordinates.

    Influence

    Influences policy formation on the contribution of own specialism to business objectives. Influences a significant part of own organisation.

    Develops influential relationships with internal and external customers / suppliers / partners at senior management level, including industry leaders.

    Makes decisions which impact the work of employing organisations, achievement of organisational objectives and financial performance.

    Complexity

    Performs highly complex work activities covering technical, financial and quality aspects. Contributes to the formulation and implementation of IT strategy.

    Creatively applies a wide range of technical and / or management principles.

    Business Skills

    Absorbs complex technical information and communicates effectively at all levels to both technical and non-technical audiences.

    Assesses and evaluates risk. Understands the implications of new technologies. Demonstrates clear leadership and the ability to influence and persuade.

    Has a broad understanding of all aspects of IT and deep understanding of own specialism(s). Understands and communicates the role and impact of IT in the employing organisation and promotes compliance with relevant legislation.

    Takes the initiative to keep both own and subordinates' skills up to date and to maintain an awareness of developments in the IT industry.

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