The Manager for Market Development & Relationship Management plays a critical role in driving year-on-year revenue growth and fostering long-term relationships with corporate clients and unions who have committed to an S&R account. Working closely with Corporate Sales teams, this individual will be responsible for maximizing account value through upselling and cross-selling initiatives amongst existing clients and providing exceptional support to ensure client satisfaction and retention.
1. Create client relationship building platforms & events:
· Develop, propose and execute strategies to foster strong relationships with B2B clients through tailored events, networking opportunities, and relationship-building platforms.
2. Manage and service key existing S&R accounts:
· Building and maintaining a strong, long-lasting customer relationship with the S&R accounts’ management and their HR representatives.
· Overseeing the S&R account management, serving as the lead point of contact for all account management matters.
· Ensure the timely and successful delivery of the respective S&R account employees’ benefits and engagement programs against committed timelines.
3. Upselling existing customer accounts:
· Responsible for upselling and cross-selling opportunities within existing B2B accounts to increase account value and revenue against targets
· Collaborate with Corporate Sales and B2B marketing teams to develop customized solutions and proposals that address client needs and objectives.
· Implement strategies to expand the scope of services offered to key accounts and maximize revenue potential.
4. Study client feedback & recommendations:
· Gather and analyze client feedback, suggestions, and recommendations to identify areas for improvement and enhancement.
· Communicate client feedback to relevant teams for product development, service enhancements, and process improvements.
· Implement initiatives to address client concerns and enhance overall satisfaction and loyalty.
5. Performance KPIs tracking:
· Establish and track key performance indicators (KPIs) related to customer growth, account management, and loyalty initiatives.
· Monitor KPIs such as retention rates, upsell/cross-sell revenue, and customer satisfaction scores.
· Generate regular reports and updates on performance metrics, providing insights and recommendations for improvement.
Requirements:
- Bachelor's degree in Business Administration, Marketing, CRM or related field
- Proven experience in B2B account management, customer relationship management, or sales leadership roles within the events or related industry.
- Strong interpersonal skills and ability to build rapport and trust with B2B clients and stakeholders.
- Excellent communication and negotiation skills, with the ability to articulate value propositions and influence decision-making.
- Strategic mindset with a focus on driving revenue growth and fostering long-term client relationships.
- Proficiency in data analysis and performance tracking, with the ability to derive insights and make data-driven decisions.
- Experience in developing and implementing customer loyalty programs and retention strategies.
- Ability to prioritize and manage multiple projects simultaneously in a fast-paced environment
