Corporate Account Manager | Cpt

Role Purpose
The Corporate Account Manager is responsible for managing and growing an allocated portfolio of corporate clients, with clear accountability for client retention, cross-selling and revenue growth
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The role requires a commercially driven relationship manager who can build trusted relationships with corporate clients, understand their business and employee needs, identify opportunities to expand the relationship, and proactively manage risks that may impact retention.

This is a target-driven role, with defined sales, cross-sell and retention metrics. Success requires a combination of strong relationship management, proven sales capability, analytical thinking and disciplined portfolio management.

Key Responsibilities

• Manage an allocated portfolio of corporate clients and take ownership of the overall client relationship.
• Develop a strong understanding of each client's business, workforce profile, existing solutions and evolving needs.
• Establish and maintain relationships with key client stakeholders and decision-makers.
• Develop and maintain structured account plans for clients.
• Ensure regular and meaningful engagement with clients throughout the year rather than relying only on renewal cycles.
• Coordinate internal stakeholders to ensure client requirements and commitments are effectively delivered.
• Proactively identify and resolve issues that could negatively impact the client relationship.

Retention & Renewal Management

• Take accountability for achieving defined client and revenue retention targets across the portfolio.
• Maintain a clear view of upcoming renewals and ensure renewal activity commences sufficiently in advance.
• Identify clients at risk and develop proactive retention strategies and action plans.
• Analyse client utilisation, engagement, service trends and other available data to identify potential retention risks.
• Manage renewal negotiations in collaboration with relevant internal stakeholders.
• Track and report on retention performance, risks and interventions.
• Conduct appropriate analysis of client losses and ensure learnings are incorporated into future retention strategies.
• Take accountability for achieving defined cross-sell and revenue growth targets.
• Identify opportunities to introduce additional products and solutions to existing corporate clients.
• Use client data, workforce insights and existing product penetration to identify commercially relevant opportunities.
• Develop and maintain a cross-sell pipeline across the allocated portfolio.
• Present solutions and commercial proposals to clients in a compelling and needs-led manner.
• Drive opportunities through the full sales cycle from identification through to implementation.
• Work collaboratively with specialist product and sales teams where required.
• Continuously seek opportunities to increase the value and depth of each client relationship.

Commercial & Data Analysis

• Analyse portfolio performance, including product and utilisation data to identify trends, opportunities and areas of risk.
• Monitor product penetration across the portfolio and identify gaps.
• Maintain accurate forecasts of renewals, retention risks and cross-sell opportunities.
• Translate data into practical client strategies and commercial actions.
• Prepare regular portfolio performance reports and provide meaningful insights to management.
• Maintain accurate and current client, opportunity and pipeline information within the relevant CRM or sales management system.
• Manage opportunities against defined sales stages, timelines and probability of conversion.
• Maintain a disciplined cadence of client engagement, opportunity follow-up and renewal activity.
• Provide reliable sales and retention forecasts.
• Ensure agreed commercial actions are followed through within required timelines.

Key Performance Measures

• Performance will be measured against clearly defined portfolio and commercial metrics, which may include:
• Cross-sell revenue target
• Cross-sell conversion rate
• Sales pipeline value and conversion
• Renewals completed within required timelines.
• At-risk client recovery/retention
  
  Client engagement and account-plan completion
• Accuracy of pipeline and revenue forecasting
• CRM and portfolio management discipline
• 3–5 years' relevant experience in corporate account management, client relationship management, business development or B2B sales.
• Demonstrable experience managing an existing corporate client portfolio.
• A proven track record of achieving sales, cross-selling, revenue growth and/or retention targets.
• Experience working within a…