Hanover Research - Senior Vice President, Client Management
Hanover Research is a global information services firm providing knowledge support to both for-profit and non-profit organizations. Through our unique, fixed-cost model we provide customized, timely, and authoritative research and advice enabling our clients to make informed decisions, identify and seize opportunities, and heighten their effectiveness.
Hanover Research is recruiting for an experienced Senior Vice President, Client Management for our rapidly growing company. This individual will answer directly to the President and will oversee all client management operations, serving as the critical link between our internal service teams and business partnerships with clients. This position is newly created due to growth, has phenomenal visibility, development potential, and offers outstanding benefits.
Location: Washington, DC
Primary responsibilities will include the following:
Lead and manage a team of Relationship Directors to ensure that consistent and effective consultative sales methodologies and processes are adopted in all client interactions;
Ensure the Client Management team meets or exceed revenue goals by providing relevant subject matter expertise and mentorship;
Monitor customized account plans created by all Relationship Directors to track manager performance against goal;
Outline growth strategies for the existing and potential client relationships of each individual Relationship Director;
Develop and implement effective sales techniques to secure renewal agreements with high value clients;
Participate in the sales process by contributing to calls for qualified prospects, learning about clients' needs and requirements to develop and present proposed solutions, and articulating the value of our services;
Conduct both renewal and new business sales interactions with senior-level executives;
Build relationships with clients and prospects through demonstration of in-depth institutional knowledge and the understanding of specific account needs and priorities;
Educate clients and prospects on the benefits of our services through compelling articulation of our business model and value proposition;
Execute client management and sales special projects as needed.
The following skills and attributes are highly desired:
Outstanding oral and written communication skills;
Strong command of the English language and demonstrated writing skills;
Excellent problem solving skills;
Demonstrated ambition and ability to be a self-starter;
Proven track record of success in a high-activity revenue environment;
Ability to forecast accurately and assess opportunities realistically;
Willingness to be accountable for aggressive monthly, quarterly, and annual revenue goals;
Ability to develop his/her own account timeline while simultaneously supervising the goals and performances of multiple Relationship Directors;
Experience in a fast-paced managerial role;
Ability to supervise Relationship Directors professionally, exhibiting discretion and providing valuable insight when accessing their performance;
Ability to work quickly and independently with minimal guidance or oversight.
Minimum Education Required:
A Bachelor's degree in Business, Economic, Sales, Finance, or related fields. An MBA from accredited institution highly preferred.
8-15 years of professional work experience with demonstrated managerial success, preferably in an account management or business services role
If you feel that you meet these qualifications, please apply online at:
Please include a resume, writing sample and detailed cover letter outlining your experience, required salary and availability.
Applicants failing to include a cover letter will not be considered.
Hanover Research is an Equal Opportunity Employer. While all applications will be reviewed, we regret that only applicants selected for an interview will be contacted.