The Client Partner is responsible for the initial sale and growth of Astrix Consulting Services to a portfolio of clients they secure or that are provided by the company. Target industries include organizations across a wide variety of industry verticals including Pharma, Life Sciences Customers include Food & Beverage, Oil & Gas and Chemical.
Client Partners are both the “tip of the spear” and a client relationship leader charged with both expanding existing clients to increase YOY revenue potential and identifying and penetrating new prospects with Astrix services. Client partners must have a consulting mindset to partner with clients to gain an understanding of their objectives and challenges so they can position Astrix as a differentiated partner to add value aligned consulting services.
Essential Duties and Responsibilities
Duties include but are not limited to the following:
* Understand industry trends and relevance for assigned clients. Be able to discuss trends and requirements with clients in a trusted advisor capacity.
* Be an industry leader and Astrix presence with the client able to speak to and position Astrix capabilities to solve client and industry challenges.
* Actively engage a client, identify/define their needs, frame and scope these needs and demonstrate value of Astrix Consulting Services via examples of previous client success.
* Establish new Life Sciences client relationships (including C-Level and Directors) and develop existing client relationships, if applicable.
* Provide a focused approach to establish and grow the Astrix brand at target companies. Build an understanding of targeted clients’ objectives and work with appropriate Astrix Client Solutions and Delivery resources to build and execute strategic client plans (or go to market practice strategies) to expand our presence with existing clients and close additional business with prospective clients.
* Prospect for and identify qualified key targeted new client relationships in assigned client portfolio.
* Understand the full suite of Astrix offerings and be able to map offerings to client needs.
* Drive Astrix relationship and growth at a set of defined Strategic Clients, actively managing these clients like a business with quotas, practice targets, and financial metrics – coordinating all activity across Astrix practices globally.
* Employ a Trusted Advisor and strategic mindset and using consultative selling techniques, sell Consulting Services to address client problems and needs, establish relationships as a strategic partner/advisor, and thereby position to introduce, scope, sell and oversee end-to-end Astrix Consulting Services.
* Define client situations, frame opportunities, and drive the development of proposals and SOWs helping to differentiate Astrix with client specific considerations.
* Develop a EU client specific strategic plan for each client that, along with active 90 day running plans, provides clarity and guidance on client specific goals and business drivers for corporate, R&D, Manufacturing and Clinical and Regulatory areas. Align strategy for Astrix to clearly present how we help our clients drive success in their initiatives.
* Collaborate with other Astrix Client Partners and practice leaders to leverage success at current clients to be used and leveraged to build brand at other clients.
* Partner with Marketing, Client Solutions and Delivery teams to identify client personas that are critical buyers or decision influencers for Astrix services and prospect such targets to expand brand.
* Partner with client solutions and delivery teams to define approach to aligning Astrix services with the client’s objectives.
* Work with NA team to partner and expand Astrix services to these Clients globally.
* Meet or exceed sales quotas for renewal and new business to achieve a year over year growth target for set of defined clients set annually by management.
* Performs other duties as required or assigned which are reasonably within the scope of the duties of this job classification.
Supervisory Responsibilities
This position has no immediate supervisory responsibility.
Qualifications Education and Experience
* Bachelor's Degree or equivalent work experience.
* Ideally 12+ years life sciences experience in consulting services environment.
* 10+ years selling solutions in complex, multi-location client environments
* Must have a successful history of performing client prospecting and selling activities.
* Experience is a collaborative team-selling environment with the ability to actively partner with internal resources to prioritize and penetrate key clients and quickly build relationships with key stakeholders.
* Experience serving as customer advocate to resolve any client issues.
Required Knowledge, Skills & Abilities
* Excellent written and verbal communication skills.
* Ability to work independently or with a team.
* Excellent interpersonal skills, ability to take initiative, highly organized.
* Proven recent history of success in new significant client development, selling to senior IT and line of business executives, managers, and influencers.
* Proven experience in developing and executing a successful client portfolio strategy.
* Enterprise level or strategic SOW/Project-based IT or business solutions
* Excellent understanding of technology client buying personas.
* Excellent oral and written presentation skills with the ability to develop and conduct effective presentations.
Working Conditions
The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the associate is regularly required to sit; use hands to finger, handle or feel. The associate is occasionally required to stand; walk; talk or hear; climb or balance; stoop, kneel, crouch or crawl; reach with hands
and arms. The associate must occasionally lift and/or move up to 15 pounds. Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus.
This role is largely expected to work from home.
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