Client Services Director -Insurance - IT Services/Offshore
This client is a global provider of software development & IT services to Fortune 1000 enterprises + leading software product vendors in the financial services, communications, retail, high tech , pharmaceutical & media sectors. They assist their clients to improve business agility + IT efficiency by building, integrating, testing + supporting software platforms tailored exclusively to meet client needs.
Headquartered in the US + with operations throughout America, UK + Asia; they operate an offshore business model.
A key hire for the UK business is the recruitment of a Client Services Director (Insurance Domain) whose primary remit will be to maximise revenue & profit growth through the expansion and development of one or more of their existing strategic accounts. This position will be based at their London Offices (City)
Key Requirements:
Demonstrated competency leading & expanding strategic accounts in the Insurance sector with strong domain knowledge; knowledge of key trends in the Insurance industry from a market, technology and regulatory standpoint
Prior ownership for Account-based P&L: demonstrated competency in forecasting, managing & reporting on key business & financial metrics (revenue, margin & profitability, delivery team ratios & pyramids, client delight & internal delight)
Skilled in strategic Account Planning and execution: demonstrated success developing and growing strategic accounts,
vel clients. Establish & maintain client relationships, conduct negotiations, manage contract creation. Identify new areas of business development, develop approach and go to market to acquire new business within existing client accounts, manage client satisfaction & maintain client relationships in a positive manner.
Leadership/Delivery Oversight: Provide leadership to account teams. Direct, coordinate and manage the pursuit of new business at existing clients by collaborating with the account/delivery teams and by leveraging company sales process and best practices. Serve as liaison between client & Delivery team. Ensure Delivery Success by working closely with the Accounts onshore & offshore.
Additional Requirements:
Ideally degree level educated or equivalent + demonstrated success in Account Management, Business Development and/or Client management of enterprise account
Domain experience in the Insurance industry.
Solution Selling Expertise: Ability to discover, frame and articulate opportunities and client problems and propose relevant company value proposition.
Relationship Orientation: Must inspire trust within prospects and clients. Focus on creating big vision for the client relationship as opposed to moving from one transaction to the next.
Delivery Operations experience: past experience in either managing or collaborating with the delivery of consulting services.
Superior Interpersonal Skills/Team Orientation: Excellent interpersonal and engagement skills including presentation skills; Superb collaboration, negotiation and influencing skills. High energy. Manages pressure well.
Superior Presence & Communications Skills: Written, verbal and presentation. Understand importance of frequent and effective communication. Strong negotiator.
Sense of Urgency: Demonstrate a sense of urgency to overcome obstacles and achieve measurable results. Resourceful and driven. Ability to rapidly move up the learning curve.
Strong Business Results Orientation: Ability to align sales strategy with broader business parameters. Strong business acumen.
Proven track record in consistently meeting/exceeding performance, activity and growth goals (revenues, quotas, etc.).
Broad, cross-functional expertise in areas of sales, negotiations and account management for large IT enterprise solutions.
Previous consulting experience (internal or external) preferred.
Global Empathy; experiences selling and executing within a Global Delivery model.
Proven track record in managing complex PMO's.
Demonstrates strong personal and professional values.
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Client Services Director 
