Cognizant
Associate Director, Client Relationship Manager (Sales - Account Management & Expansion) – Travel & Hospitality Sector
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Overview
Client Relationship Managers (CRM) are key contributors to the commercial side of Cognizant’s IT and Consulting Business. They act as business owners for assigned accounts, managing the day-to-day activities and P&L. They proactively identify new and expansion opportunities within accounts, planning for and closing the extension of existing agreements. The CRM works with delivery teams to maximize backlog, optimizing the resource mix and navigating scope changes to ensure client expectations are met, working towards establishing a positive client experience through delivery excellence.
This position aligns to a portfolio of Travel clients in the UK. A CRM should be able to talk confidently about the industry trends, solutions, and challenges facing the c-suite of today’s Travel & Hospitality organisations.
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- Build trusted relationships with client stakeholders
- Understand the client environment, issues, and priorities
- Work with clients to define their problems and co-create solutions
- Drive RFPs / proactive bids with regards to renewals, extensions, and expansion
- Keep track of industry trends relevant to client business and bring forth proactive ideas and solutions
- Serve as the day-to-day point of contact for the clients
- Responsible for backlog growth including renewals and extensions of current engagements
- Lead the onsite project teams and ensure they understand the client environment
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Measures
A CRM's shared measures are margin, revenue, client satisfaction, and employee retention. CRM role-specific measures are renewal win rates, revenue, and margin.
Your Experience
- In-depth understanding of the travel & Hospitality sector.
- Extensive client-facing experience in a consulting firm or an account/engagement management role in the IT professional services offshore/outsourcing industry.
- Experience managing and growing a multi-million dollar Client P&L including reporting and metric assessment for the account.
- Proven ability to contribute to new business development efforts and to lead and manage multiple tasks in a dynamic environment.
- Must be detail-oriented and able to manage and maintain all facets of complex assignments.
- Demonstrable problem-solving abilities with the aptitude to identify strategic solutions to business problems with enterprise-wide implications.
- Demonstrate the flexibility to work among diverse corporate environments, industries, and technical and non-technical audiences.
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