Head of Customer Intelligence at Alternatives, posted 2010-02-22

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  • Location: Dublin
    Company: Alternatives
    URL: http://www.alternatives.ie
  • Description:

    Our Client, the international organisation, is establishing a Customer Intelligence Team. The Team will become a group-wide centre of excellence responsible for supporting our Sales teams to;

    consistently and effectively communicate our brand and service offerings
    develop generic and bespoke sales propositions/presentations
    increase the ratio of bids-made to bid won.

    The key to success will be to differentiate our client from their competitors by enabling Sales to effectively communicate our business, brands and services to fit individual client needs and expectations.

    The Role

    The Head of Customer Intelligence will combine first-class sales strategy experience with analytical strength to understand our clients recruitment needs and produce sales and marketing communications to fit.

    They will have to work under tight time pressure with a degree of autonomy liaising with stakeholders across our international sales teams (good project management skills will be required in order to quickly map out effective work plans for individual bids). In addition, they must be good communicators with strong collaboration and influencing skills as projects may involve multinational bid teams across multiple locations.

    Function Requirements:

    Insight:

    Provide specialist advice & support on developing generic and individual client sales presentations
    Identify key client recruitment requirements and issues (hot buttons) from market intelligence, customer data, internal data and secondary research
    Understand and be able to communicate clients business, culture, values and service offerings
    Ensure insight, learnings and data is shared across the company

    Presentation development:

    Develop and maintain a suite of generic selling tools (client insights, presentations, proposals) that are ahead of the curve, i.e, industry leading in terms of content and quality
    Create, working with Sales, bespoke sales presentations and business review documents as required for individual clients
    Uphold agreed brand identity and standards in formatting and producing documentation
    Provide training and advice to Sales to improve the consistency and quality of our bids
    Act as a central resource to process online completion of bids and proposals

    Coordination:
    Monitor, track and record all Bid activity and outcomes
    Facilitate post-Bid reviews (understand lessons learnt) and ensure they are shared across the business and considered in future bids

    Management:
    Manage the Customer Intelligence Team (up to four people)

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