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The primary remit of Client Development Consultant is to own and manage the end to end process for upsell and cross-sell across our portfolio of clients, ensuring we deliver consistent growth in our retained client spend and that we are forefront of their minds when thinking of where/who to spend marketing budget with.
You will take full responsibility for increasing client spend by working closely with both our Strategy and Client Services teams to create and deliver propositions that are based on each client’s opportunity across multiple channels and ensure it aligns with their objectives. Alongside this you will also spend time working at wider group level to understand additional products and services we can ‘sell in’ to our current client base with detailed knowledge of each product to help the sales process based on a consultative sell, whilst always considering that what we sell is something we can deliver.
The role does not include any operational delivery, however in order to sell more to clients they need to be first happy with what we are delivering. Given this the Client Development Consultant will need to have a good understanding of current account performance for the clients they are reviewing by working closely with the Client Services Manager to run through progress reports.
Keeping clients happy is key so you will also need to be strategic in understanding the best methods of approach for cross/up sell and whilst you may deliver the prep work, understand that depending on the client this will sometimes need to be delivered by Account Managers or Strategy teams who already have a strong relationship in place.
As this is a new role it will be down to you to work alongside the Head of Business Development to create and follow watertight processes to ensure the right approach and that we are measuring and reporting on all the relevant metrics both client side and internally for financials, conversion rate and understanding what are the best performing products to sell.
Process for lead nurturing and building relationships with the right clients is also another key part of the role which will also need to be logged and managed in our CRM system for further levels. Once clients agree to increased activity you will also need to present and report back to Client Services along with updating any relevant documents.
A commitment to constant learning in an effort to ensure you are a leading expert in all things digital marketing is also expected.