In Summary - Client Relations Manager
Client Relations Managers typically work in the following Career Sectors:
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The Work - Client Relations Manager
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
Most commonly reported Work Tasks
- Contact regular and prospective customers to demonstrate products, explain product features, and solicit orders.
- Recommend products to customers, based on customers' needs and interests.
- Answer customers' questions about products, prices, availability, product uses, and credit terms.
- Estimate or quote prices, credit or contract terms, warranties, and delivery dates.
- Consult with clients after sales or contract signings to resolve problems and to provide ongoing support.
- Provide customers with product samples and catalogs.
- Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences.
- Prepare drawings, estimates, and bids that meet specific customer needs.
- Monitor market conditions, product innovations, and competitors' products, prices, and sales.
- Perform administrative duties, such as preparing sales budgets and reports, keeping sales records, and filing expense account reports.
Most commonly reported Work Activities
- Selling or Influencing Others Convincing others to buy merchandise/goods or to otherwise change their minds or actions.
- Communicating with Persons Outside Organization Communicating with people outside the organization, representing the organization to customers, the public, government, and other external sources. This information can be exchanged in person, in writing, or by telephone or e-mail.
- Establishing and Maintaining Interpersonal Relationships Developing constructive and cooperative working relationships with others, and maintaining them over time.
- Getting Information Observing, receiving, and otherwise obtaining information from all relevant sources.
- Communicating with Supervisors, Peers, or Subordinates Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
- Organizing, Planning, and Prioritizing Work Developing specific goals and plans to prioritize, organize, and accomplish your work.
- Resolving Conflicts and Negotiating with Others Handling complaints, settling disputes, and resolving grievances and conflicts, or otherwise negotiating with others.
- Processing Information Compiling, coding, categorizing, calculating, tabulating, auditing, or verifying information or data.
- Identifying Objects, Actions, and Events Identifying information by categorizing, estimating, recognizing differences or similarities, and detecting changes in circumstances or events.
- Thinking Creatively Developing, designing, or creating new applications, ideas, relationships, systems, or products, including artistic contributions.
Interests - Client Relations Manager
This occupation is typically suited for people with the following Career Interests:
Enterprising people like situations that involve using resources for personal or corporate economic gain. Such people may have an opportunistic frame of mind, and are drawn to commerce, trade and making deals. Some pursue sales and marketing occupations. Many will eventually end up owning their own business, or in management roles in larger organisations. They tend to be very goal-oriented and work best when focused on a target. Some have an entrepreneurial inclination.
Administrative people are interested in work that offers security and a sense of being part of a larger process. They may be at their most productive under supervisors who give clear guidelines and while performing routine tasks in a methodical and reliable way.
They tend to enjoy clerical and most forms of office work, where they perform essential administrative duties. They often form the backbone of large and small organisations alike. They may enjoy being in charge of office filing systems, and using computers and other office equipment to keep things running smoothly. They usually like routine work hours and prefer comfortable indoor workplaces.
The Social person's interests focus on interacting with the people in their environment. In all cases, the Social person enjoys the personal contact with other people in preference to the impersonal dealings with things, data and ideas found in other groups.
Many will seek out positions where there is direct contact with the public in some advisory role, whether a receptionist or a counsellor. Social people are motivated by an interest in different types of people and like diversity in their work environments. Many are drawn towards careers in the caring professions and social welfare area, whilst others prefer teaching and other 'informing' roles.
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 Requirements - Client Relations Manager
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
Pay & Salary - Client Relations Manager
Salary Range (thousands per year)* 26k - 80k
Commissions, profit sharing and bonuses apply
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.
Labour Market Updates - Client Relations Manager
Any shortages for this occupation refer to the IT sector and, therefore, only relate to a subsection of employment.