北京招聘

Job purpose

The Client Director is accountable for year on year revenue growth of a portfolio of global clients, through a combination of management of existing contracted business and delivery of new business opportunities.

The primary metric for the role will be the achievement of in year billed revenue growth targets, with a secondary metric  for ACV.

He/she is the globally assigned point of contact for regular interactions with the client’s designated contacts (including operational and senior management) and TMF local offices.

The focus of the role is as follows:

• Ensure year on year revenue growth from a portfolio of strategic clients
• Lead on developing the commercial relationship with nominated clients
• Protect and grow revenues & improve client satisfaction over time

• Senior point of escalation for both the client and TMF local offices
• Manage a team of Client Service Managers
• Work with specialist sellers as and when required to drive new business

Key responsibilities

• Document, present to senior management and undertake an account portfolio business plan, including specific strategic account plans where appropriate. Identify medium term client objectives and define specific plans to develop and deliver opportunities and mitigate risks on an ongoing basis.

Identify key resources and investments necessary to underpin this plan.

Line manage a team of Client Service Managers, ensuring skills and performance levels are consistent with commercial and operational requirements.

Define and deliver the contact management strategy with the Client, mapping and then proactively manage all key relationships between the client and TMF to ensure:

• Strategic influence – develop regular dialogue with key decision makers to position TMF as the optimal vendor to meet the client’s ongoing needs.
• Operational control – maintain control of contract delivery ensuring that the users and influencers in the client are engaged and satisfied with the services they consume, so they will recommend TMF

Track and review contract performance at the client level, providing a revenue forecast against target reviewed each month. Identify and take actions to close any gaps in forecasted performance.

Is the senior escalation point for resolving any ongoing client related service issues by working with the client and TMF delivery teams, eradicating errors in service delivery, managing scope and change requests.

• Ensure all contracts are current and administered correctly. Proactively plan and implement strategies for contract extension or renewal to avoid RFP risks. Identify where changes to contracts (MSA or LSOW) are required. Define, price and negotiate the necessary changes by gaining input from support teams (for example, local markets, global bid & pricing, group legal, etc).
• Proactively identify opportunities for additional new services and either directly propose and close these or enlist the support of GST sellers by providing well qualified leads and directing the development of win plans.

TMF Group was founded in the Netherlands in 1988. Over the next 20 years it expanded rapidly across the world culminating in 2011 in its merger with Equity Trust, an established global leader in trust and fiduciary services.
TMF Group is a leading global provider of high-value business services to clients operating and investing globally. We focus on providing specialised and business-critical financial and administrative services that help our clients to operate in different geographic locations.
Our services can help companies of all sizes with HR and payroll, accounting and tax, corporate secretarial – whether a company wants to globalise, or whether they need support to streamline existing operations. Today TMF Group operates in more than 120 offices in over 80 countries and employs more than 5,500 qualified accountants, lawyers, corporate secretaries, HR and other professionals.