Client Partner, Consumer Packaged Goods

Apex Systems•Glen Allen, VA

69d

About The Position

The Client Partner (CP) is the account director responsible for managing a portfolio of key client accounts within a specific industry. Each CP typically oversees multiple mid-sized accounts (e.g., Fortune 1000 companies or major divisions of larger firms) and is accountable for their overall growth, profitability, and client satisfaction. Acting as a "mini-CEO" for their set of accounts, the CP develops strategic account plans, drives sales, coordinates delivery, and fosters strong positive client relationships. Reporting to the Segment Leader, this role is critical to expanding Apex's business in high potential accounts with the goal of evolving some into strategic accounts. The CP role requires an entrepreneurial mindset and a consultative approach, balancing sales leadership with delivery oversight to build and nurture long-term, trusted client partnerships.

Requirements

Bachelor's Degree in Business, Communications, or related field
12+ years in client-facing roles with a strong track record of growing mid-sized accounts (e.g., $5M-$20M range) in IT services or consulting with a demonstrated ability to handle multiple accounts and drive multi-million-dollar portfolios successfully.
Proven success in consultative selling and expanding client engagements with the ability to identify client challenges and map solutions to those needs.
Successful track record of meeting/exceeding sales targets through upsells and cross-sells with excellent negotiation skills to close deals and handle contract discussions.
Demonstrated ability to build trust and credibility with a diverse range of existing and new client stakeholders through consistent engagement, transparency, and value driven communication, including re-establishing trust on strained accounts
Highly organized with demonstrated ability to manage multiple accounts simultaneously and shift quickly between priorities
Skilled in time management and prioritization with ability to pursue new opportunities while resolving delivery issues.
Highly detail-oriented in tracking account activities, follow-ups, and client communications
Strong understanding of the industry domain for the accounts managed, enabling meaningful solutions focused conversations with client stakeholders while tailoring Apex's messaging.
Self-starter with strong ownership mentality for their accounts while modeling accountability to their team and peers.
Effective at mobilizing internal teams (sales, delivery, specialty groups) to support account goals even without direct authority
Tenacious and target-driven, with track record of consistently delivering on revenue growth and client satisfaction targets
Strong resiliency with the ability to stay persistent in the face of setbacks or objections
Strong internal networker who knows how to navigate Apex's organization to get things done for the client
Treats clients' success as his/her own success, aligning incentives accordingly.
Ability to build relationships with Apex's partner network and niche Industry partners.

Nice To Haves

Preferred location: Toronto

Responsibilities

Owns end-to-end responsibility for each client in their portfolio.
Creates and executes a tailored account plan for each - identifying client needs, whitespace opportunities for Apex services, competitive considerations, and growth targets.
Regularly updates the strategy to respond to client changes and ensure Apex remains a valued partner.
Serves as the primary relationship manager for clients, typically engaging with director, VP and C-level stakeholders in addition to relationships fostered by Solution Sales Executives and account managers.
Builds trust and credibility through consistent touchpoints, reliable delivery, and sharing relevant industry insights.
Acts as the go-to contact for the client - accountable for both fostering the relationship and addressing any concerns
Leads a virtual account team for each client bringing together consulting leaders, solution architects, and functional experts as needed.
Clearly communicates account objectives to all internal contributors to ensure alignment and execution
Coordinates with Segment Leader and Industry Leader to secure necessary support, such as executive sponsorship, or special pricing approvals.
Mentors any sales or support staff within their portfolio, helping develop their skills and confidence.
Drives sales across assigned accounts to meet or exceed portfolio revenue targets, including farming existing engagements (renewals, extensions, cross-selling additional services) and hunting new opportunities within the client (expanding into new departments or introducing new solution offerings).
Orchestrates the full sales cycle - from identifying and shaping of opportunities, through proposal, development, negotiation, and deal closure
Leverage Solution Sales Executives or technical SMEs for complex pursuits while remaining the "account quarterback" responsible for converting opportunities into wins.
Oversees delivery across their accounts in collaboration with the Delivery Executive and engagement managers.
Ensures that projects meet client expectations and drives prompt resolution of issues as satisfied clients lead to repeat business.
While not managing projects day-to-day, the CP keeps a pulse on delivery status and client feedback, intervening as needed to maintain satisfaction.
Manages the account financials for their portfolio.
Tracks and forecasts revenue across their accounts; works to improve account profitability (e.g., by adjusting delivery mix or negotiating better rates in new deals).
Provides regular status updates and account reporting to industry leadership and flags any major risk or growth impediments along with mitigation plans.