The Axis Group
DIRECTOR, CLIENT SOLUTIONS - JOB DESCRIPTION
DIRECTOR, CLIENT SOLUTIONS
DEPARTMENT: Customer Experience
LOCATION: Madison, WI
REPORTING TO: Customer Experience Officer
FLSA CLASSIFICATION: Salaried/Exempt
LAST UPDATED: January 2023
ABOUT FARWELL CLIENT SOLUTIONS
The FarWell Client Solutions team is responsible for all aspects of new client acquisition, lead generation, proposal design and development, and overall account management. They also lead our Right-fit™ Discovery Process and work to cultivate lasting, meaningful client relationships. The Client Solutions Team works in tandem with our advisors to provide awesome customer experiences.
The Director, Client Solutions is responsible for developing and nurturing relationships with new and existing clients. The person in is role has knowledge and experience with relationship building, lead generation and insight selling. They will manage and grow a territory of clients by demonstrating a solid understanding of core business initiatives and what it takes to achieve success. The Director, Client Solutions works closely with client executives and leadership to proactively identify solutions to help meet their needs. They will possess strong communication, negotiation, and presentation skills.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Demonstrate Core FarWell values: Humility, Collaboration, Accountability
Lead and drive client engagement and provide solutions to complex business problems.
Negotiate client contracts and contract renewals.
Collaborate with internal teams to structure value proposition to clients.
Present solutions based on understanding of client’s business issues.
Deliver and analyze marketplace insights and industry trends to clients to become a trusted business advisor.
Successfully achieve annual sales and profitability targets.
Lead development and execution of account development plans.
Effectively manage sales pipeline and expand business within high potential accounts.
Perform account planning and key account research to optimize business development efforts.
Use of a consultative selling approach to uncover client needs and promote the full scope of FarWell services.
Write effective sales proposals and discovery documents.
Conduct virtual and face to face meetings and presentations with existing and prospective clients.
Nurture relationships to ensure extraordinary customer experiences.
Utilize CRM system to capture customer activities and manage pipeline.
Strategically negotiate and manage cost to ensure desired level of profitability.
This job description describes the general nature and scope of responsibilities for this position. Please note, other duties and responsibilities may be assigned or removed at any time.
EDUCATION AND/OR EXPERIENCE
· Bachelor’s Degree or equivalent work experience.
· 10+ years of professional experience.
· Demonstrated success selling to new/existing stakeholders.
· Experience maintaining business relationships over a long period of time.
KNOWLEDGE, SKILLS, AND ABILITIES
· Proficient in the use of Microsoft Office Suite and knowledge of Salesforce or other CRM
· Ability to prioritize and organize work in a multitasked environment.
· Strong business acumen.
· Consultative approach.
· Driven to achieve results and self-motivated.
· Influencer and negotiator.
· Problem solving skills.
· Effective written, and virtual presentation skills.
· Listening and interpersonal skills.
· Ability to collaborate effectively with internal colleagues.
· Ability to manage multiple accounts/relationships.
· Ability to lead in person and virtual business meetings.
WORK ENVIRONMENT / PHYSICAL DEMANDS
Work is generally performed in an office environment and routinely requires employees to perform the following while carrying out the essential functions of this job:
Use standard office equipment (computer, phone, printer/photocopier, etc.)
Sit for long periods of time
Travel occasionally for recruitment events, meetings, etc.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the position.