Client Account Specialist

3 weeks ago

Toronto, Canada Cleveland Clinic Canada Full time

CCHS Facility: Cleveland Clinic Canada

Department: Business Development

Job Title: Client Account Specialist

Reporting to: Vice President, Business Development

ABOUT CLEVELAND CLINIC

As a global, academic medical centre, Cleveland Clinic has provided world class patient care to people from around the world since 1921. Cleveland Clinic Canada, the Canadian location of the Cleveland Clinic, opened in 2006 and has two locations in downtown and midtown Toronto. Our multi-disciplinary team of clinicians provides a variety to help our patients' age well and move better. To learn more visit.

GENERAL SUMMARY:
We are looking for an ambitious and organized self-starter who loves building relationships with clients. The Client Account Specialist position will be responsible for meeting and exceeding revenue targets for an assigned account territory consisting of a large collection of small to medium (sized by revenue) business accounts. This individual will support the development of long-term key business relationships with clients by positioning Cleveland Clinic Canada as a key component of the client's business strategy. The primary areas of focus will include the retention and growth of existing clientele, lead generation, and deal management and completion activities. Other responsibilities include day-to-day operational support for the broader account base and Business Development team, and administrative duties as required. The Client Account Specialist may also prospect new business and drive growth within existing small-business accounts.

This is a base salary plus commission earning potential role. Commission is earned upon driving new revenue for the business.

PRINCIPLE DUTIES AND RESPONSIBILITIES:
Act as the primary relationship manager for the clients assigned in your Book of Business (BOB), providing exceptional account management, high touch customer care, and strategic insights to help clients achieve their health, wellness and safety objectives;
Retain existing accounts through the contract renewal process (as applicable by account);
Protect YoY billed revenues by keeping clients and their eligible population engaged with the latest information and insights on how Cleveland Clinic Canada can help patients bring their best selves to work;
In an effort to help clients achieve their health, wellness and safety objectives, upsell and cross-sell our Cleveland Clinic Canada suite of services by developing strategic account plans per client and diligently work towards realizing your plans for clients;
Prospect actively to uncover new opportunities to enhance client base within the account territory and work with the Account Manager(s) and Corporate Health Advisors to determine best approach;
Initiate sales process; ensure clients are aware of the broad ways Cleveland Clinic Canada can help them achieve their health, wellness and safety objectives by thoughtfully highlighting and recommending our suite of services;
Schedule client and prospective client meetings to promote Cleveland Clinic Canada's services and products with 100% accuracy. To achieve this responsibility, you must become a Subject Matter Expert on our services;
Manage the end-to-end sales cycle for clients within your BOB, including prospecting to uncover new opportunities, developing sales materials (i.e. presentations, proposals, pricing), develop launch plans for clients (i.e. work back plan, communications plan), legal contracting (i.e. new contracts, amendments, renewals, etc.), launching the service with key internal stakeholders (i.e. Care Coordinator team, operations, clinical, finance), provide ongoing support to ensure the service is well utilized and the client is happy, and lead regular touch points with clients (i.e. review key reporting and metrics, client satisfaction, client key objectives and plans for future, etc.);
Prepares costing estimates utilizing pre-approved pricing grids;
Own and maintain your CRM funnel in Cleveland Clinic Canada's preferred system, Dynamics. Funnels must be updated in real time throughout the week. This includes adding new opportunities and updating existing opportunities with the following information: client name, service(s) under consideration, total contract value of the opportunity, the stage the opportunity is in (Interest Received, Proposal, Negotiation, Contracting, Closed Won/Lost), the date the opportunity will close, etc.
Maintain an accurate sales funnel so VP of Business Development can complete proper sales forecasting;
Act as an advocate within Cleveland Clinic to support the client/patient when dealing with service issues;
Support client's organic growth where applicable, including management of eligibility lists;
Support Vice President of Business Development in preparing funnel analysis and review materials, such as PowerPoint presentations;
Support the Cleveland Clinic Canada Business Development team with the broader growth and acquisition of revenues - this role includes

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