OverviewThe Manager, Strategic Clients Solutions (SCS Commercial) will be the primary strategic account manager ("AM") who maintains and expands relationships with accounts that currently generate staffing revenue and/or limited eDiscovery and managed review services revenue.
Assigned a portfolio of named accounts, the AM is responsible for account management, retention, and institutionalization and year-over-year revenue growth through expansion of new service lines.
For SCS Commercial accounts this requires a focus on introducing and/or expanding eDiscovery and review services so as to evolve the client to full "SCS Enterprise" status.
Working in coordination with the staffing Manager and in partnership with the assigned Business Developer(s), the AM represents the entire range of Consilio services to assigned accounts.Within these accounts, the AM is critical to leading client account research and planning and ensuring each client's needs and expectations are met by Consilio.
The AM does this by building relationships with the client, stewarding internal resources across product lines and geographies, ultimately ensuring continuity, a high level of client satisfaction, and exceeding all client expectations.
This position is a client facing role requiring interaction with senior personnel at each account, including executive level leadership.
Travel will be required as needed.
This position reports to the regional lead Vice President, Strategic Client Solutions and is a highly visible role within Consilio.
ResponsibilitiesProtect Existing Business and Grow Total Account Revenue SCS' primary function is to protect existing account revenue and expand the footprint of business within the account.This includes but is not limited to the following activities:
Serve as the central point of contact for account information, issue escalation and resolution and relationship management.Map and track whitespace within each account, creating and executing a plan to grow Consilio services accordingly.Broaden and deepen relationships with each account, asking questions to generate leads with buyers in different business units globally.Promote Consilio's eDiscovery, review, consulting and staffing service lines in all client locations, involving and introducing local experts and Business Developers as necessary.Facilitate cross-jurisdictional support for global matters.As appropriate:Coordinate creation and maintenance of a Playbook, incorporating standard operating procedures and unique client processes and/or workflows.Lead and/or attend regularly scheduled project meetings and key communications.Resolve invoicing and billing issues and streamline billing workflow.Schedule Quarterly or Annual Business Reviews with key stakeholders.Analyze Account revenue trends and report to Sr. Management.Plan offsite events and retreats.Coordinate and plan professional development programs (e.g.
CLE presentations, roundtable and panel discussions).Promote unique offerings exclusively for SCS clients (e.g.
Sky Analytics).Monitor market status and provide industry insight (e.g.
challenges, pricing and technology trends).Submit weekly internal management reporting and monthly forecasts.Regularly update Salesforce, account planning documentation, and other client related materials.Qualifications4 Year Degree from an accredited University.Required:Minimum of5years of Legal-industry sales (preferred) or account management experience.
Prefer extensive experience working with global and/or Fortune 200 Corporations.A flexible approach to communication; able to adapt message quickly to the appropriate level or function with poise, polish, and relevance.High attention to detail and self-starter motivation.A highly intelligent and energetic executive attitude with the ability to quickly assess business situations and act in an informed and decisive manner to drive required results.Excellent written and verbal skills; ability to articulate complex subject matter to non-technical audiences in a concise and compelling manner.Ability to travel up to 25%.
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