Senior Client Relationship Manager

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COMPANY BACKGROUND & CULTURE

Korn Ferry is a global organizational consulting firm. We help clients synchronize strategy and talent to drive superior performance. We work with organizations to design their structures, roles, and responsibilities. We help them hire the right people to bring their strategy to life. And we advise them on how to reward, develop, and motivate their people.

Our 11,000 colleagues serve clients in more than 50 countries. We offer five core solutions:

• Organizational Strategy
• Assessment and Succession
• Talent Acquisition
• Leadership Development
• Rewards and Benefits

Within the Total Rewards solution, Korn Ferry Digital offers KF Payhub. Korn Ferry’s world-leading pay solution links compensation and talent management, so that our client partners can turn raw pay data into invaluable compensation insights. We help our data participants make informed pay decisions using the world’s most comprehensive compensation and benefits data. Much of KF Digital growth is driven by continued adoption, renewal, and expansion of KF Pay hub.

Visit kornferry.com for more information.

Position Summary

Maintains and grows revenue streams from assigned from large/ strategic/ complex client accounts/prospects by developing (up and cross sell) by developing and maintaining relationships with the client, as well as leveraging Korn Ferry internal resources to ensure maximum revenues are generated over the longer term. Helps to raise the Korn Ferry profile and reputation, externally, and the profile of KF Digital internally.

KEY responsibilities/ACCOUNTABILITIES

Specific to this level

• Develops sales plans to achieve personal sales targets through new business development in larger / more complex organizations that require extensive client relationship skills.
• Typically achieves annual sales credits totalling between 1MIO and 2MIO
• Responsible for end-to-end account planning including research and internal coordination across KF. If account is shared across other parts of KF you are expected to contribute / add value to that account team.
• Maintains and grows revenue streams from assigned client accounts by developing and maintaining relationships with the client and leveraging Korn Ferry colleagues.
• Able to develop, present and propose non-standard client solutions
• Is well-networked within accounts, building a list of quality cross-category contacts.
• Achieves high levels of growth from existing accounts and a significant portion of sales credits from other collaborative sales effort
• Ensures that client receives products and services to agreed standards of quality and on time by effectively overseeing and monitoring those who deliver the work and taking corrective action including escalation when necessary to guarantee client satisfaction and sustainable financial results.

Core to all levels

• Responds in an appropriate and timely way to client needs
• Navigates a wide variety of existing processes, procedures and precedents to interpret data and identify possible answers
• Tracks and updates client information and opportunities in customer relationship management systems
• Engage with manager regularly to discuss pre-sale activity levels, new results, future meetings, pipeline, approaches to be successful, and technical/account management support needed to assist in sale
• Prepares presentations, proposals and sales contracts
• Communicates new product and service opportunities, special developments, information, or feedback gathered through field activity
• Provides accurate pipelines and forecasts
• Complies with contracting and account administration processes to ensure that contractual, legal and invoicing requirements are met and high levels of efficiency maintained.

PROFESSIONAL EXPERIENCE / QUALIFICATIONS / SKILLS

• Track record of success in high value sales, with a consultative selling style, in B2B context
• Highly professional with strong interpersonal skills and able to build trust and confidence on others
• Excellent communication skills, including ability to give presentations to senior audiences
• Strong business acumen and entrepreneurial spirit, high resilience
• 5-10 years’ experience in account management including at least 2 years working with major/complex accounts in preferably HR consulting
• Acts as a coach or role model for junior colleagues, leading by example.
• Cross and upsell larger, more complex projects that require coordination across multiple work streams

education

• A degree in HR, Business Administration; Business Management, Sales & Marketing, Psychology or related field, or equivalent work experience
• Fluent in Dutch and English

Korn Ferry is an Equal Employment Opportunity/Affirmative Action Employer – Minorities/Females/Individuals with Disabilities/Protected Veterans. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status or any other characteristic protected by federal, state, or local law.