Associate Manager - Client Services

Associate Manager - Client Services

1. Market Development Number of competitor analyses for his portfolio(s); Number of competitive analyses for his segment (collaborating with ADS' of other accounts); Number of competitive analyses for his sector (with UPAMs). 2. Customer Prospecting Number of HBU NAOs. 3. Opportunity Identification and Qualification: Number of requests for proposals for deals USD 5M - could be sole sourced or not. 4. Proposal Development: Average PAT across the proposals submitted. 5. Proposal Negotiation and Closure Dollar proposals won; Number (and $) of proposals won/ Number (and $) of total proposals submitted. Negotiation effectiveness = Final Price/Going-in price 6. Contracting and MSA: Review Feedback. 7. Account Planning and Review Portfolio Revenue; HBU Revenue mix in the portfolio; Portfolio margin; no. of large deals; percentage of non-linear revenue; no. of new buying centers in the portfolio(s). 8. Account Mining Number of new buying centres; $ from new buying centres; no. of new service lines and $ from new service lines. 9. Account Operations DSO days; CSAT Score; ELF score. 10. Relationship Management Number of client escalations to next (EM) level; no. of VP-level meetings; CSAT; ELF scores. 11. Merger and Acquisition