Client Manager Healthcare

PT. NTT Indonesia Solutions (Jakarta JK, Indonesia) 13 days ago

In a constantly changing world, we work together with our people, clients and communities to enable them to fulfill their potential to do great things. We believe that by bringing everyone together, we can solve problems using innovative technology that can create a world that is sustainable and secure. At NTT, we encourage you to remain continuously curious, as that is what keeps you fast, flexible and relevant. No two days will be the same but that is what will help you grow and realize your full potential.

The power is in your hands to do great things. It’s time to lead the change, be the authentic you, to solve difficult challenges, to set the pace of change and to unleash your potential.  

Want to be a part of our team?

The primary objective of the Client Manager: Key Accounts is to manage and grow relationships to drive expansion and renewals across all solution areas within key accounts in segments 2 and 3. They are required to realize revenue and margin targets and maximize sales opportunities through connecting client needs with NTT(Ltd) offerings and solutions.

"Responsible for selling the company’s products or services to and maintaining relationships with existing accounts."

Working at NTT

Primary Segment Focus
Existing clients


Secondary Segment Focus
TBC


Sales Process Involvement
Land, Adopt, Expand and Renew


Client Load
Existing: 5 – 15
Prospect: 0


Sales Time Allocation
Pre-sales: 20%
Engaged selling time: 30%
Sales completion: 30%
Sales Facilitation: 20%


Solution Focus
Primary: Partnership and Foundational
All solution areas


Sales Strategy with Buyers & Products
Existing: Retention (current products) and Penetration (new/different products)


Stakeholder Engagement
Internal: Client Managers, Client Partners: Strategic Partnerships, Sales Specialists, Customer Success
External: Suppliers, Clients


Skills and Attributes

Sales Pursuit
Identifies clients and buyers with problem the majority of NTT(Ltd) solutions can solve. Understands the conditions where clients are open or ready to solve the problem with you and actively creates needs into NTT(Ltd) opportunities to meet pipeline targets in SFDC.  Proactively orders opportunities and balances reactive issues as necessary. Regularly updates and prioritises opportunities for all accounts throughout the year, and appropriately allocates sales time between clients and opportunities. Highlights sales process plan risk areas throughout the entire sales process for on-going monitoring during execution. Works with NTT(Ltd) resources to help execute and advance the sales process. Comes prepared to client meetings with understanding of the target audience and the NTT(Ltd) solutions that can reach that audience. Uses various opportunity tools (e.g., strategic opportunity plans) to clearly define expected ROI of a solution in order to develop trusting relationships. Able to co-create solutions with LOB buyers. Creates solutions across multiple (2 to 3) solutions where appropriate to design complete solutions that solve stated client problems. Prepares and runs negotiating meetings to achieve an objective. Maintains a neutral distance from conflicts that arise during negotiations. Independently negotiates opportunities and creates proposals that exceed clients’ expectations. Can present solutions and close deals with little internal NTT(Ltd) help. Understands right time to close by identifying buying signals. Identifies areas for improvement in closing deals. Proactively pursues training and development. Understands and states expectations of all of the roles involved in the opportunity and how they work together in the sales process. Holds internal planning sessions before each client visit.

Client Management
Understands relevant stakeholders’ relationships to other potential buyers within the client’s organisation. Regularly creates and updates client influence maps for all IT and LOB buyers and plans for potential future opportunities for each individual buyer. Creates near-term (<8 months) strategic account plans for most clients and performs against strategy. Adapts to challenges and plans for issues in order to achieve and exceed strategic client plans. Builds strong business relationships with clients to understand business needs, business environment and challenges. Can show strong relationships with 1-2 LOB buyers at each client. Proactively identifies client and internal issues. Collects information and suggests potential solutions for LOB buyers. Proactively follows up on majority of client list to ensure satisfaction. Monitors customer problem resolution with the extended team and other appropriate NTT(Ltd) personnel to remove revenue risks and ensure customer satisfaction. Highlights plan risk areas for on-going monitoring during execution. Works with team members who have low performance to create a documented plan with action items and timelines to successfully turn around performance.

Solution Knowledge
Shows strong knowledge of all NTT(Ltd) offering value propositions and leads high-level conversations of these value propositions to IT and LOB buyers. Matches solutions to stated client value drivers. Shows understanding of cross-brand value propositions. Demonstrates basic understanding of NTT(Ltd) technology/solution products and can say how they compare to generic competitive offerings. Shows intermediate understanding of changes in the technology industry through conversations with clients and NTT(Ltd) teams. Understands sources of information on technology trends and can identify which information to bring back to a client. Can discuss technical and support services offerings across a single solution and brings in relevant services specialists whenever the client meets threshold for manages services help. Matches a solution to a NTT(Ltd) story/use case for the majority (3-4) of solutions. Brings in other NTT(Ltd) internal resources for expertise in other solutions.

Resource optimisation
Increases internal network to include strong relationships with other NTT(Ltd) teams and some other internal business functions (accounting, marketing, sales leadership, etc.). Can differentiate between the characteristics of effective and dysfunctional teams. Identifies when team is not working well and creates a documented plan with clear items to steer the team back in the right direction. Has strong working relationships with partners to provide support to clients. Understands how to identify the correct partners and how to use partner resources to increase NTT(Ltd) sales volume through vendors.

Business Acumen
Understands the financial statements and can show the impact of sales results to IT buyers. Brings in help from managers and peers to communicate insights. Understands and works toward most critical success factors for a healthy pipeline (e.g. win rate, client buying process). Holds at least bi-weekly opportunity pipeline review meetings with his/her manager. Proactively builds and executes gap plans if pipeline predicts low sales target achievement. Can successfully identify commercial architecture opportunities. Can independently create high-level commercial architecture models. Relies on help from other internal NTT(Ltd) roles only for very complex solutions. Has a basic understanding of the legal aspects of contracting and can create a basic contract for non-complex managed services solutions. Relies heavily on legal help and advice.


Work Outputs

Account management
They take ownership of a range of larger and more strategic clients within segments 2 and 3 by passionately advocating the client requirement, whilst keeping sight of the need to increase revenue and improve margins for NTT(Ltd). Ideally, Client Manager: Key Accountss are vertically structured and their portfolio of accounts are in one or adjacent verticals. They drive passionately for client satisfaction throughout the entire lifecycle of the clients’ buying process, by taking ownership for the commercial agreement for each client. They aim to realise revenue and margin targets and exploit opportunities, whilst displaying notable client service orientation.

Develop account strategy
The Key Account Manager uses their engagement skills to establish their account strategy with key stakeholders (focus of power, focus of receptivity, focus of dissatisfaction) in the specific account. They build enduring relationships and display an understanding of the client industry, business environment and strategy to identify current and future opportunities for NTT(Ltd).

Ensure client satisfaction
They drive passionately for client satisfaction throughout the entire lifecycle of the clients’ buying process, by taking ownership for the commercial agreement for each client. They aim to achieve revenue and margin targets and exploit opportunities, whilst displaying notable client service orientation. The Client Manager: Key Accounts is required to establish a strong business relationship by becoming a reliable point of contact.

Generate demand from clients
They are able to generate demand by assisting clients to identify current needs (turning clients’ implied needs into explicit needs), and then effectively articulate how NTT(Ltd) can aNTT(Ltd) value through our services and solutions. They leverage their relationship skills and knowledge of the client environment to assist and influence the client at every stage of the buying cycle, and to position NTT(Ltd) favourably compared to competitors. They have the ability to influence and work closely with vendors, partners and internal employees to achieve the required results.


Develop and grow profitability
The Client Manager: Key Accounts approaches the management of his/her account in a systematic way by identifying the strategy they will use to develop and grow the account profitably.

Effective use of sales tools and methodologies
They use NTT(Ltd)’s sales tools (e.g. Salesforce.com) and methodology to effectively manage their accounts, opportunities, pipelines and forecast. As a result, they are able to pursue and select specific deals that will have a profitable result for NTT(Ltd).


Next career steps
Client Manager: Regional Accounts


Education Required
General Qualification in Sales (Degree/ Advanced Diploma)
Honours/Postgraduate Diploma


Certifications Required
TBC


Work Experience Required
6-8 years’ work experience
At least 6 years work experience in a NTT(Ltd) sales environment.
Excellent knowledge in sales management coupled with a good understanding business, sourcing, and technology market.
Strong interpersonal, teamwork and communication skills.
Highly analytical with proven negotiation skills.
Excellent commercial acumen.
Passionate, strong initiative, self-driven with commitment to succeed.
Ability to manage team
Ability to work in a fast-pace environment

What will make you a good fit for the role?

Standard career level descriptor for job level:
• Seasoned and experienced professional
• Has full understanding of specialisation area
• Resolves wide range of issues in creative ways
• Fully qualified, career level, career journey-orientated
• Uses good judgement in selecting tools and methods to solve problems
• Networks with senior internal and external people in own area of expertise
• Receives little instruction on day-to-day work, receives general instructions on new assignments
• Typically requires demonstrable related experience with a Bachelor’s or equivalent degree; or moderate level experience and a Master’s or equivalent degree; or a PhD or equivalent degree without experience; or equivalent work experience

Join our growing global team and accelerate your career with us. Apply today.

Equal opportunity employer

NTT is proud to be an equal opportunity employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, color, sex, religion, national origin, disability, pregnancy, marital status, sexual orientation, gender reassignment, veteran status, or other protected category.

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