Senior Account Manager

2 weeks ago

Hyderabad, Telangana, India Randstad Enterprise Full time

about Randstad

US Strategic & National Accounts team

To ensure Randstad's profitable growth through quality account acquisition, comprehensive launch of new wins and by maximizing wallet share for all lines of business within our client programs. 1 job context and purpose department The Client Account Manager for US clients enables business growth and supports a set portfolio of US strategic customers.

The role is a client-facing role responsible for driving the overall account delivery, commercial activities such as price- and contract negotiations, as well as establishing client stakeholder relationships to better establish a lasting client partnership. Keeping informed and updated about the Randstad group is essential for this role. You will build up further relationships and insights about the company which will support the immediate needs and aspirations of our clients.

The team based in Hyderabad will be supported by our key Strategic & National Accounts leaders and will be working in partnership with the US Strategic Account Directors and Strategic Client Partners to ensure consistent delivery and service across the SANA clients. The Client Account Manager is responsible for reaching the commercial and operational goals for the clients in the portfolio. The Client Account Manager will work with both VMS and Non VMS clients that are a key part of the US Strategic & National Accounts team portfolio.

your responsibilities

Account Management:

● Works to establish and nurture client stakeholder(s) relationships

● Support and deliver account plans for selected clients and use this to ensure excellent client service delivery

● Ensures commitment of relevant local Operating Company (OpCo) management and successfully drive profitable market share

● Analyses client demands and defines solutions for complex client needs by integrating and aligning different Randstad labels and concepts globally

● Applies industry specific information in such a way to the client that the Randstad approach and services are viewed by clients as specialized, innovative and value added

● Coordinates with local, regional, and global operations teams to ensure order fulfillment goals are achieved for assigned clients

● Ensures compliance to contract components are met successfully

● Is aligned to SANA Account leaders for advice and direction related to account activities and strategy

Commercial management:

● Recognize and flag expansion opportunities for investigation

● Responsible for the full sales process including plan of approach, RFP management with support of the Strategic & National Accounts team, negotiations and contracting, all in close cooperation with US lines of business engaged in each account

● Interact with multiple stakeholders to validate that any content in the proposal is professional and uses own expertise and common sense to bring attention to any requirements that seem unrealistic

● Negotiates new contracts or renewal of contracts in collaboration with the Operating Companies ● Determines the commercial strategy together with the Operating Companies in case of contract negotiations to safeguard the required local profitability levels

● Connects with the legal and operational teams involved to ensure and drive contract negotiations in case of an international contract request

Direct Work Involvement/Complexity

● Manages multiple clients with moderate complexity where focus will be on service line expansion and new sales development

● Establishes relationships with local stakeholders and effectively expands network within the client organisation

● Supports and defends existing business with clients as needed - and drives a renewal defense or potential concept expansion opportunity

● Manages the information flow between the client organisation and the Randstad organization

● Monitors follow up on contracts during negotiations and agreed execution

● Supports local account management in securing local service agreements and service delivery to accounts if needed

● Coordinate contracting activities with Legal teams

● Understand and adhere to legal guidance in relation to oversight of delivery of Randstad Operating Companies into a Randstad Sourceright Supplier Managed Program

Financial Accountability

● Meets assigned client targets for profitable market share growth and other key financial performance objectives

education

● Bachelor's degree preferred or equivalent relevant business experience

● Evidence of ongoing, continual education preferred

experience

● At least five to seven years experience in a corporate environment supporting the market share growth of large enterprise customers

● Experience in management of multiple client stakeholders

● Five + years of service delivery and operational client delivery experience, preferred in HR or outsourcing environments

● Five + years of (international) client facing sales and account management experience required with proven track record of successful negotiations

● Previous experience delivering creative solutions and value in the global market

● Understanding of and proven track record of regional cultural differences in working with global teams

● Proven track record of excellent attention to detail and collaborative attitude

knowledge

● Ability to consult with and identify needs of internal and external customers and drive value creation

● Strong digital fluency and ability to adapt to emerging technologies

● Excellent verbal and written communication and influencing skills at executive levels

● Strong negotiation skills

● Demonstrates sensitivity in navigating complex global cultures

● Knowledge of Vendor Management (VMS) tools like Fieldglass, Beeline, VNDLY etc.

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