About the role: 

• Responsible for retaining, maintaining, improving and developing the relationship with the client
• Cross-selling and upselling VSI services, meeting revenue targets for each client
• Providing new quotes for existing clients
• Sourcing and negotiating rates with suppliers at quoting stage
• Supporting Sales with operational expertise for quotes and in responding to RFP/RFI’s
• Forecasting revenue, managing opportunity pipeline
• Main point of escalation to client for account issues
• Centralised ownership of client contracts/MSA’s/SOW’s, ensuring all contractual commitments are met

Client responsibilities

• Align the strategy for the nominated strategic accounts with the wider business objectives and needs.
• Create client account plans for assigned clients by identifying relevant client needs, prioritizing initiatives and company investments, and establishing a clear action plan for success.
• Provide new quotes to the existing accounts for new requests or additional services while ensuring margin targets are met
• Maintain a healthy relationship with the clients, attend regular clients’ calls, visit clients, monitor service delivery and satisfaction, be the first point of escalation for your assigned accounts, anticipate potential service problems and provide effective solutions.
• Understand the clients’ needs and demonstrate how VSI solutions will answer their requirements and be as such the client “subject expert", fielding and clarifying general enquiries from the VSI stakeholders.
• Understand the contractual commitments between the VSI Group and the client and ensure all terms are adhered to, monitored and reported back to the client and internally.
• Forecast and track key account metrics against clients’ SLA’s (weekly, monthly and/or quarterly) and ensure compliance across the VSI Group by reviewing and signing off on measures taken to address any deviations.
• Respond and/or oversee response to client surveys or requests for Information

Department Responsibilities

• Provide clear ‘Project kick-off brief’ document to Project Management Team for each new project and follow up with client on any questions ahead of project kick-off
• Work closely with the project management team on the ongoing projects and quotes for the assigned accounts. Discuss the time estimates, technical expertise and any additional information as required while quoting and escalate any concerns or occurring issues to the clients and suppliers.
• Provide feedback on vendor quality issues and recommend areas of improvement to Vendor Management and agree collectively on a plan to address any quality issues, including any relevant training needs
• Provide the Head of Department with monthly status reports to keep management well informed of latest developments on the accounts, new projects, challenges, recommendations, etc. to support KPIs and account growth and retention.
• Ensure that the CRM database is kept up to date with account information
• Review client guidelines and workflows kept by the Project Management Team, to make sure client requirements are adhered to and communicate any changes required to the PM Team
• Provide support to the Sales team with regards to Project Management time estimates, and technical expertise for Sales quotes and liaise with Project Management Team for additional information as required
• Production of monthly status reports for the client as and when required and for VSI management to keep abreast of latest developments on the account, challenges, recommendations, etc. to support KPIs and account growth and retention

Commercial responsibilities

• Achieve and exceed revenue targets for existing clients through the selling and quoting of VSI’s services and follow up on all opportunities
• Support the Head of Department with the annual and quarterly revenue forecast and gross-profit plans by projecting expected sales volume for assigned clients
• Maintain an accurate pipeline of current quotes, contacts, accounts and opportunities, and report forecast, progress and challenges
• Work closely with the Head of Department and the Sales team on RFI/RFP opportunities and large client rate-card reviews
• Source and negotiate rates with suppliers at quoting stage. All suppliers must be identified and rates agreed before handing project over to Project Management team
• Ensure up-to-date supplier and client rates are maintained and updated centrally for the team.

Essential Skills and Experience     

• Experience managing client relationships on a day-to-day basis
• Knowledge and experience of the localisation service industry
• Outstanding client engagement and services skills
• Attention to detail, accuracy of all presented data
• Strong communication, presentation, relationship management and interpersonal skills
• Self-motivated, proactive approach to managing clients and problem-solving
• Knowledge of business and financial metrics/process for use in driving key performance indicators
• Ability to manage changes professionally, involving the right stakeholders and gaining trust
• Excellent commercial acumen and understanding of P/L and profitability
• Skilled negotiator, able to read complicated situations and find the best way forward

Desired Skills and Experience

• Knowledge of entertainment media, other languages and a linguistic or creative background are a plus

What we have to offer 

• Hybrid working (2 days working in the office, 3 days working from home)
• Enrolment to company salary sacrifice pension scheme
• Discounted gym membership
• Private medical insurance 
• Cycle-to-work scheme 
• Travel card loan  
• 22 days’ holiday allowance plus public holidays  
• Regular social activities
• Regular yoga classes and other well-being activities

Interested in working at VSI?

If you are interested in this role, please send your up-to-date CV along with a covering letter to jobs@vsi.tv.

Due to the high number of applications for the position, we regret we will only be able to respond to successful applicants.