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Contenu de l'offre Account Manager / Client Relationship Manager chez JLL
The Responsibilities
In particular, the Digital Account Director should be able to:
Sales Account Management :
Enable sales process across digital practices by becoming trusted advisor for account leadership & client executives
Take the lead in the preparation of statements of work and presentations for existing customer base
Develop and provide functional demonstrations of the software to clients, prepare presentations and assist in the delivery of such presentations as required
Support Digital Sales to identify and capture scope requirements
Prepare case studies
Deliver projects
Client Relationship Management
Transform account plans for TOP30 JLL clients from being technology supported to digitally focused
Orchestrate account strategy from a digital & technology perspective with product & solution organizations
Serve as thought leader and trusted business advisor to senior management and various stakeholders in defining and executing the overarching strategy
Be single-point of access for client-level roadmap planning & execution
Identify new business opportunities within all assigned clients and collaborate with leadership to define the best approach and support the pursuit process
Work to continuously measure customer satisfaction and provide feedback to the project team and leadership as appropriate
Regularly identify, advise and collaborate with the client on the identification of improvement / enhancement / expansion opportunities and create SOWs
Provide billable project services to clients as follows:
Lead internal and external consultative planning sessions with the client’s key stakeholders
Conduct analysis of business requirements with respect to systems, process workflow and staffing
Conduct analysis of existing information systems, datasets and functional requirements to forecast the complexity of integration of our solutions into the Client’s existing environment
Create documentation to communicate ‘as-is’ and ‘to-be’ conditions, process, technical and staffing model solutions, ROI criteria, and Key Performance Indicators and measurement criteria
Provide guidance and management of the Client through decision-making processes regarding cost/benefit, timelines, operational and change management issues
Conduct application training for clients
Project / account management:
Advise the Client on industry best practices as well as the capability / benefit of technology and help to identify new ideas, tools and trends that could provide sales opportunities to engage with clients
Define and document the scope of projects and engagements and set client expectation for the resulting deliverables
Provide project direction to the client and the account team
Develop solutions that are focused on core service lines of process, technology and outsourcing
Negotiate scope changes with the client
The Requirements
Ideal candidate should have:
Sales experience and meet JLL sales number expectations in Digital Solutions
Extensive experience and/or background in professional services or technology
Experience implementing complex business systems such as IWMS, Human Resources, Accounting, Planning and Budgeting, Supply Chain, Document Management, etc.
Experience implementing "Best Practice" approaches for leading professional services or technology firms
Transformational leadership experience pivoting from a services mindset to a product –based organization; resilience and fortitude to drive change within a large, complex organization
Deep experience in multinational companies, having preferably already managed the complexity of a “corporate role”, that goes from developing the strategic framework all the way to delivering innovative ideas and products and executing for global clients
Successfully demonstrate the application of analytical and conceptual problem-solving skills and a highly efficient and structured work method
Ability to forecast client needs, use questioning strategies, create solutions and a vision for the client
Successfully worked in complex international business areas
Strong cultural alignment: unwavering ethical standards; drives excellence and innately collaborative
Conceptual knowledge of RDBMS and related technologies
Strong interpersonal and communication skills, both oral and written, including proposals and statement of work, solution specifications and process and procedure documentation
Experience in group presentations including detailed technical demonstrations, executive and end user training classes and conducting consultative planning sessions.
Preferred:
Proficiency with IoT Platforms, Hybrid Data & BI solutions, CAFM/IWMS and CRE point solutions.
Understanding of Relational Databases particularly in the areas of schema structures, reporting and data integration capabilities.
Up to date knowledge of industry trends
Qualification in Business Process Improvement (BPI) methodology such as Six Sigma.
Knowledge of System Development Life Cycle methodologies and/or Software Engineering Methodologies such as Extreme Programming, RUP, Waterfall Method, etc.
Project Management Institute (PMI) certification.