Careers rarely develop the way we plan them. Our career path often takes many twists and turns, with particular events, choices and people influencing our direction.

We asked Donal Og Cusack from Sustainable Energy Authority to give some advice for people considering this job:

Donal Og Cusack

Automation/Energy Engineer

Sustainable Energy Authority

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Donal Og Cusack
Some of the best people I know still aren’t sure what they want to do, my advice would be to give it a go. If you don’t like it you can always try something else. Whatever is in your heart follow it, don’t be something just because someone in your family is. Whether you’re looking to be a leader, a designer or come up with new ideas and a better way of doing things, make sure it’s something that fills you with passion.
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Occupation Details

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Client Relations Manager

Job Zone

Education
Most of these occupations require qualifications at NFQ Levels 7 or 8 (Ordinary / Honours Degrees) but some do not.

Related Experience
A considerable amount of work-related skill, knowledge, or experience is needed for these occupations. For example, you may need to complete three - four years of college and work for several years in the career area to be considered qualified.

Job Training
Employees in these occupations usually need several years of work-related experience, on-the-job training, and/or vocational training.

Job Zone Examples
Many of these occupations involve coordinating, supervising, managing, or training others. Examples include accountants, sales managers, computer programmers, chemists, environmental engineers, criminal investigators, and financial analysts.

€26k > 80
Client Relations Manager
Salary Range
(thousands per year)*
€26 - 80
Related Information:
Commissions, profit sharing and bonuses apply
Data Source(s):
payscale.com

Last Updated: March, 2016

* The lower figures typically reflect starting salaries. Higher salaries are awarded to those with greater experience and responsibility. Positions in Dublin sometimes command higher salaries.
Shortage Indicator

The National Skills Bulletin 2017 stated that "business sales executives and those in customer service occupations are employed across a range of sectors including finance, IT and industry, in addition to wholesale and retail. Although there are no shortages of sales assistants, shortages of the following sales and customer care skills continue to persist:

Technical sales; "e.g. software B2B and SaaS products".
Vendor managers/CRM roles with European languages; "Nordic, Dutch and German".

Multilingual Skills are in particular demand

2.3%
Occupational Category

Sales Accounts & Bus. dev. Managers

Also included in this category:

Account managers (sales); area sales managers; business development managers; product development managers.

Number Employed:

19,900

Part time workers: 4%
Aged over 55: 7%
Male / Female: 59 / 41%
Non-Nationals: 13%
With Third Level: 78%
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At a Glance... header image

Works as part of a sales team typically acting as the main point of contact for the organisation’s clients.


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The Work header image

This high-level sales roles is found in many organisations, including the Financial services sector.

A Client Relations Manager typically deals with an organisation’s largest and most important clients, sometimes called 'key accounts'.

The Client Relations Manager plans and manages key accounts to maximise revenue and profit opportunities for the company, while at the same time aiming to achieve the highest levels of customer satisfaction.

The role of the Client Relations Manager is to help make the public more aware of the business and bring in additional revenue. Key accounts represent a significant proportion of company revenue, and the loss of a key client could prove damaging to the business.

The Client Relations Manager must be ready to develop creative solutions for existing clients, as well as pursue opportunities to generate new clientele. Identifying and building relationships with members of the client team who influence purchasing decisions is central to the role. The client relations manager will typically have a primary relationship with the purchasing manager. Since the decision to buy may also be influenced by technical managers, quality managers and finance directors, relationships in these areas are also important.

Travel is often a requirement of this job role.

Tasks and Activities

  • Account planning - Setting revenue and profit targets for key accounts
  • Identifying opportunities to increase sales of existing products and services or highlighting requirements for developing new products
  • Monitoring competitive activity to identify potential threats to key accounts
  • Relationship management - identifying and building relationships with members of the client team who influence purchasing, or other decisions
  • Developing strategic business relationships with top level executives of client/prospect organisations
  • Communicating regularly with all decision-makers and influencers, so that they hold a positive attitude toward the company
  • Ensuring relationship excellence with existing clients
  • Serving as the client advocate within the company at strategic level
  • Responsibity for long-term profitability of current client relationships
  • Growing revenue with assigned and prospective clients
  • Coordinating cross-selling activities with Client Service Manager, product specialists, Operations and Systems
  • Evaluating existing client relationships and identifying new revenue streams
  • Developing and maintaining detailed sales account plans and analysis 
  • Monitoring development and progress against sales plans

 


Personal Qualitiesheader image

Client Relations Managers should have:

  • Excellent written and verbal skills
  • Strong communication skills
  • Strong negotiation skills
  • Ability to make presentations
  • Abiliy to use computer software, such as Microsoft Office
  • Foreign language skills are highly valued

A strong understanding of their company's products or services and knowledge of the competition is vital in this job role. Knowledge of foreign markets is also valued.


Entry Routesheader image

A Bachelor's degree in Business or a related field is preferred by employers. There are numerous courses available at colleges and universities across the county.

A Master's in Business Administration (MBA) is hugely advantageous.

Previous sales or industry experience is a requiremnt for roels at this level. Related industry experience, typically 4 to 5 years in  marketing and /or sales. Global product knowledge may give candidates an edge.

Last Updated: March, 2016


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Contactsheader image

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Organisation: The Sales Institute of Ireland
Address: 68 Merrion Square, Dublin 2
Tel: (01) 662 6904
Email: Click here
Url Click here

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Career Guidance

This occupation is popular with people who have the following Career Interests...


...and for people who like working in the following Career Sectors:

Sales, Retail & Purchasing
Banking, Insurance & Financial Services
Business Organisation & Management

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