Client Partner - Health

Key Responsibilities

• Understand your client's strategy, goals, and challenges through continual research.
• Understand and learn how the public sector works
• Be an expert in GDS ways of working 
• Regularly meet stakeholders, be a visible presence
• Understand the client organisation and who the decision makers are
• Attend governance meetings and showcases
• Understand our competitors, their profile with the client and their relationships
• Build relationships with commercial and portfolio holders to understand their pipeline

• Understand our USPs and how they differ to competitors
• Understand how we work and deliver
• Understand what good delivery looks like
• Understand Made Tech’s missions and values
• Understand Made Tech’s capabilities and how to apply them to clients
• Build relationships with capabilities and our delivery teams
• Have read Made Tech’s books
• Can talk about 5-8 relevant case studies as though you were on the project
• Stay current with relevant Made Tech projects, proposals and marketing
• Share supporting content with each other

• Have empathy with clients, be client first.
• Consult to the root cause of the problem. 
• Be a problem solver.
• Strive to learn. Show and develop your level of understanding.
• Be a great listener, be transparent, be human, build personal relationships and trust
• Be available, responsive and act fast.
• Understand reasons, constraints, challenges and impact
• Establish facts and summarise (understanding, actions)

• Develop an Account Strategy that brings value to the client, our team and our business. 
• Meet regularly to review and set goals.
• Set clear roles and responsibilities.
• Motivate the Account Team. Build and grow relationships. Listen and act on issues.
• Motivate and support the entire team to support growth that brings value both to clients and to Made Tech.
• Capture and share intel. Motivate and support delivery teams to report back opportunities.
• Be the CEO of the account:
  • Outward Facing
  • Understanding of the Market
  • Understanding of the Competition
  • Building and Motivating a Senior Team
  • Creating a clear strategic plan
  • Driving execution against the plan
• Coach account team members. 
• Ensure account management and client service is delivered to the highest of standards.

• Use, and continually experiment with, a variety of channels (eg: client referrals, partners, MT SLT, hallways, events, authoring blogs, social media, email, LinkedIn)
• Build relationships with a variety of stakeholders
• Prioritise relationships with key decision makers and senior stakeholders right up to C-level.
• Consistently commit time to outreach to generate new stakeholder meetings.
• Be credible. Bring value. Be equal business partners.
• Bring clients together.

• Commercial, finance, P&L understanding and the key elements of what makes work more and less profitable for us
• Own revenue goals and have a clear plan to achieve them. 
• Managing account teams to maximise margin and profitability over time
• Optimising rates and margin to increase our chances of winning and delivering profit goals
• Negotiate favourable contracts and working arrangements that reduce business risk and cost.
• Work with client commercial teams to ensure we have the right relationship, commercial governance and commercial team is clear on our value add
• Strong contractual and commercial client management
• Create proactive, win-win opportunities by leveraging the team around you.
• Understand industry data, contract expiries, track and attend pre-market engagement.
• Balance investment in short and longer term opportunities.
• Understand what is required to win an opportunity. Create a plan and execute on it (win strategy).
• Feedback intel to help Made Tech, helping the business improve and win upcoming opportunities.
• Understand what a good proposal looks like. As Sales Lead, help proposal teams deliver excellence.

Skills, Knowledge & Expertise

• A strong track record in developing growth in your strategic accounts, up-selling and cross-selling new services and building strong, long-lasting value-based relationships with stakeholders.
• Excellent knowledge of digital service concepts and our markets, with the ability to articulate the distinct aspects of products and services and position them against competitors.
• Expertise in consulting and building strategic account plans and managing account teams to drive exceptional growth and where necessary you will also be prepared to operate as a pioneer and build pursuit teams to further a new business
• A strong track record in winning multiple multi-million-pound contracts and delivering against quarterly and annual targets.
• An appreciation and knowledge of technology delivery, agile methodologies, etc.
• Broad technology experience and a sound awareness of technology and public sector trends and policies 
• Ability to operate in a highly competitive and pressurised environment, making sensible decisions that do not compromise Made Tech and our clients.
• Ability to communicate, present and influence credibly and effectively at all levels of the customer organisation, including executive and C-level.
• Expert networking skills and the ability to build strong and appropriate relationships with senior stakeholders.
• NHS and public sector healthcare experience and existing relevant networks would be essential to the role.

Job Benefits