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Client Partner - Health

Made Tech
GBR
Full-time
Mid
Hybrid
GBP 80000-100000 yearly / year
Discovered 1 months ago

Full Job Posting

Key Responsibilities

  • Understand your client's strategy, goals, and challenges through continual research.
  • Understand and learn how the public sector works
  • Be an expert in GDS ways of working
  • Regularly meet stakeholders, be a visible presence
  • Understand the client organisation and who the decision makers are
  • Attend governance meetings and showcases
  • Understand our competitors, their profile with the client and their relationships
  • Build relationships with commercial and portfolio holders to understand their pipeline
  • Understand our USPs and how they differ to competitors
  • Understand how we work and deliver
  • Understand what good delivery looks like
  • Understand Made Tech’s missions and values
  • Understand Made Tech’s capabilities and how to apply them to clients
  • Build relationships with capabilities and our delivery teams
  • Have read Made Tech’s books
  • Can talk about 5-8 relevant case studies as though you were on the project
  • Stay current with relevant Made Tech projects, proposals and marketing
  • Share supporting content with each other
  • Have empathy with clients, be client first.
  • Consult to the root cause of the problem.
  • Be a problem solver.
  • Strive to learn. Show and develop your level of understanding.
  • Be a great listener, be transparent, be human, build personal relationships and trust
  • Be available, responsive and act fast.
  • Understand reasons, constraints, challenges and impact
  • Establish facts and summarise (understanding, actions)
  • Develop an Account Strategy that brings value to the client, our team and our business.
  • Meet regularly to review and set goals.
  • Set clear roles and responsibilities.
  • Motivate the Account Team. Build and grow relationships. Listen and act on issues.
  • Motivate and support the entire team to support growth that brings value both to clients and to Made Tech.
  • Capture and share intel. Motivate and support delivery teams to report back opportunities.
  • Be the CEO of the account: Outward Facing Understanding of the Market Understanding of the Competition Building and Motivating a Senior Team Creating a clear strategic plan Driving execution against the plan
  • Outward Facing
  • Understanding of the Market
  • Understanding of the Competition
  • Building and Motivating a Senior Team
  • Creating a clear strategic plan
  • Driving execution against the plan
  • Coach account team members.
  • Ensure account management and client service is delivered to the highest of standards.
  • Use, and continually experiment with, a variety of channels (eg: client referrals, partners, MT SLT, hallways, events, authoring blogs, social media, email, LinkedIn)
  • Build relationships with a variety of stakeholders
  • Prioritise relationships with key decision makers and senior stakeholders right up to C-level.
  • Consistently commit time to outreach to generate new stakeholder meetings.
  • Be credible. Bring value. Be equal business partners.
  • Bring clients together.
  • Commercial, finance, P&L understanding and the key elements of what makes work more and less profitable for us
  • Own revenue goals and have a clear plan to achieve them.
  • Managing account teams to maximise margin and profitability over time
  • Optimising rates and margin to increase our chances of winning and delivering profit goals
  • Negotiate favourable contracts and working arrangements that reduce business risk and cost.
  • Work with client commercial teams to ensure we have the right relationship, commercial governance and commercial team is clear on our value add
  • Strong contractual and commercial client management
  • Create proactive, win-win opportunities by leveraging the team around you.
  • Understand industry data, contract expiries, track and attend pre-market engagement.
  • Balance investment in short and longer term opportunities.
  • Understand what is required to win an opportunity. Create a plan and execute on it (win strategy).
  • Feedback intel to help Made Tech, helping the business improve and win upcoming opportunities.
  • Understand what a good proposal looks like. As Sales Lead, help proposal teams deliver excellence.

Skills, Knowledge & Expertise

  • A strong track record in developing growth in your strategic accounts, up-selling and cross-selling new services and building strong, long-lasting value-based relationships with stakeholders.
  • Excellent knowledge of digital service concepts and our markets, with the ability to articulate the distinct aspects of products and services and position them against competitors.
  • Expertise in consulting and building strategic account plans and managing account teams to drive exceptional growth and where necessary you will also be prepared to operate as a pioneer and build pursuit teams to further a new business
  • A strong track record in winning multiple multi-million-pound contracts and delivering against quarterly and annual targets.
  • An appreciation and knowledge of technology delivery, agile methodologies, etc.
  • Broad technology experience and a sound awareness of technology and public sector trends and policies
  • Ability to operate in a highly competitive and pressurised environment, making sensible decisions that do not compromise Made Tech and our clients.
  • Ability to communicate, present and influence credibly and effectively at all levels of the customer organisation, including executive and C-level.
  • Expert networking skills and the ability to build strong and appropriate relationships with senior stakeholders.
  • NHS and public sector healthcare experience and existing relevant networks would be essential to the role.

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