Role Summary
The LBi Client Partner is one of the most senior and respected individuals within the agency and is responsible for undertaking a highly client facing and commercial role encompassing.
- Client & account development
- Business development
- Portfolio management
- Managing strategic solutions
- Setting strategic context for our major engagements
- Driving the portfolio culture
- Cross-selling all LBi services
The Client Partner is responsible for running their portfolio and meeting revenue and margin targets and leading the vision with the portfolio management team. In addition, as a senior member of LBi, a Client Partner is an ambassador for the LBi brand and a major contributor in helping shape the culture of the teams that work in the agency.
2. Responsibilities and main result areas
- 1. Business Development
- Lead teams of colleagues in the proposal process who will address: customer experience, creative design, information architecture and technology requirements and approach to solutions;
- Achieve revenue and profitability targets throughout the bid and proposal process;
- Negotiate contracts and service-level agreements.
2. Account Management
- Identify and develop new opportunities from existing clients to achieve our objective of developing full service.
- Develop retainers with the identified top accounts
- Develop new strategic opportunities within the top accounts
- Support account plans being created and managed throughout the year
- Ensure every project has a signed off brief
- Take commercial responsibility for client financial arrangements (negotiate contracts and arrange payment structure etc)
- Ensure the DSO targets are met
- Harness team skills to maximise LBi potential to deliver on our vision
3. Client management
- Develop and maintain relationships at senior level within the key accounts where LBi shapes the strategic agenda for digital.
- Understand your client’s industry (including their competitors) and their wider business objectives to reflect this understanding back to the client in our approach.
- Develop relationships so that we maximise the number of active buyers across our key accounts.
- Provide leadership and counsel to client at key points during project delivery
- Have an informed point of view on current projects at all times
- Manage billings and cash collections to agreed contract terms
- Actively seek and monitor client satisfaction, obtaining both structured and formal feedback.
4. Solutions and strategic selling
- Ability to think strategically about client needs and organise and customise/tailor LBi’s resources to respond and match these needs
- Has a full understanding of all LBi’s services and is able to represent these confidently to current and prospective clients.
- Understand the client’s strategic issues and provide leadership and advice.
- Develop and tailor value propositions to clients’ needs using our services (attract, engage, evolve) and our capabilities (business strategy, experience architecture, creative design, technology, on-line branding, managed services, media)
- Identify how our solutions could deliver benefits to the client
- Develops or engages others in developing conceptual solutions to complex problems and issues in a highly specialised area.
- Understands the client’s industry and business to create a vision of how our services will achieve the client’s business objectives. Guides the project team to deliver on that vision.
- Actively work across the UK agency and LBi global network to ensure you know our people and their key skills/past experience.
- Understand and familiarise yourselves with our best stories.
5. Project delivery
- Oversee client satisfaction during project delivery by team.
- Advise delivery team on how to demonstrate benefits and maximise client satisfaction.
- Represent client’s perspective to delivery team and represent LBi’s.
perspective to the client
- Suggest ways to maximise delivery teams profitability
- Monitors and tracks implementation of solutions to ensure desired outcome.
- Driving operational excellence within the portfolio.
6. Management
- Responsible for providing leadership within the portfolio and creating a strong cohesive motivated portfolio Leadership Team.
- Assists in setting the tone and style for the agency to be leading digital agency brand in the UK.
- Active member of the LBi UK Management Team.
- Actively shapes and contributes to the culture of the business and an ambassador for the LBi brand.
- Provides feedback and guidance to team members where required.
- Carries out recruitment interviews where required.
- Takes an active part in ensuring the portfolio is resourced with the appropriate skills requirements and the projects fuse the best skills across the agency.
7. Self-development
- Makes use of appropriate research materials (Internet, publications etc.) to ensure skills and knowledge remain current
- Maintains an up to date resume for LBi marketing/publishing detailing past experience and achievements
- Maximises billable hours through making oneself available for client work. Makes best use of non-billable hours by working on internal initiatives, business development and team development.
3. Qualifications and Experience
- A previous excellent track record in a digital technology and marketing agency.
- Has expertise and knowledge of digital solutions.
- Strong understanding of commercials
- Proven track record in developing client relationships at senior levels
- Proven ability to sell and deliver programmes.
- Experienced in leading and developing senior teams.
- Please no Agencies -
