• Full Time
  • UK

About the Business Brook Graham is a Diversity and Inclusion consultancy specialising in the strategic management of D&I in global companies. Established in 2004, the business was acquired by global law firm, Pinsent Masons, in 2018. Pinsent Masons is widely recognised as a leader in D&I, with multiple D&I award wins, and is the leading law firm on the Stonewall Workplace Equality Index. Together, Pinsent Masons and Brook Graham can offer more holistic solutions for creating diverse and inclusive workplaces, in ways which are commercially and legally sustainable. Context for the role The Brook Graham business benefits from a strong client base (Including businesses, an excellent pipeline of future work, and ongoing potential for client referrals from within the wider firm. Backed by Pinsent Masons, Brook Graham has ambitious plans and growing the team with additional consultants, sales & marketing and operational capability is key to achieving the growth objectives. The Account Manager role is of strategic importance to the future success of the business, providing client development and relationship management to a portfolio of clients. The role will work alongside the Account Director, and the purpose of the role is to grow revenue / profitability across the existing portfolio of clients and within the assigned sectors, identifying opportunities.   Responsibilities: Managing Client Accounts Manage and develop relationships on key client accounts, acting as a trusted advisor to the client. Act as a key member of the client team, being the first point of contact for clients for all relationship queries. Support the Account Director in leading and executing account development strategies. Identify opportunities to enhance the business’s positioning and to introduce new services and team members to the client as appropriate. Ensure the successful delivery of solutions and services for clients and build visibility of the impact of the solutions (i.e. ROI measurement). Manage and measure client profitability on engagements.  Build effective relationships with the consulting team to ensure quality of assignment delivery and best utilisation of the team’s skills and capability. Provide oversight and guidance to the team in developing and maintaining relationships with appropriate client stakeholders. Work with the Account Director to deliver implementation planning workshops with senior stakeholders at the outset of transformation programmes (personal utilisation of minimum 15 days per year). Developing Business Contribute to the acquisition of new clients through research, prospecting and networking activity. Qualify opportunities and work with the consulting team and Business Development Manager through the BD process (pitch, proposal etc.) in order to close the sale. Be an ambassador for Brook Graham products; develop understanding of products and types of businesses and client needs they address. Work in collaboration with Pinsent Masons colleagues to build a sector led BD strategy and develop sector insight. Identify opportunities to sell to new and existing clients within the sector. Keep abreast of D&I topics and industry developments. Work with the BD and Marketing functions to identify opportunities for relevant campaigns/events. Using your client knowledge, collaborate and work closely with the consulting team to develop new services for clients to grow revenue. Build awareness of the brand through marketing and networking activity. Act as an external and internal brand ambassador for Brook Graham. Contribute to implementing and applying rigorous internal sales processes, to include account planning, sales reporting and pipeline management, and updating the CRM system. Building and Leading the Business Support internal projects to develop the structure, process and capability of the business. Contribute to influencing and developing the team culture as the business grows, in line with the core values and beliefs of the firm. Work closely with the team of consultants, ensuring knowledge sharing and development. Requirements Experience Demonstrable track record of account management and new business development success within a consulting or professional services firm. Specialism in managing HR / Leadership consulting services. Experienced in applying structure to the sale process, including use of a CRM (Salesforce ideally). An understanding of the commercial impact of D&I. Skills Influencing, coaching and facilitation skills. Able to develop and nurture great relationships with senior stakeholders and clients.Strong organisational skills with a methodical and disciplined approach to planning and running projects

Source
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