Account Manager

2 weeks ago


Atlanta, United States The Hackett Group Inc. Full time

Practice Name: Hackett Group’s Executive Advisory Practice

Job Title: Account Manager

Job Location: Atlanta, GA

Who We Are:


The Hackett Group (NASDAQ: HCKT) is an intellectual property-based consultancy and leading enterprise advisory, benchmarking, and best practices implementation firm to many of the world’s leading companies.


The Hackett Group®, a leading global strategy and operations consulting firm, offers evidence-based business advisory programs to assist executives on issues of strategy development as well as day-to-day operations. We offer function-specific expertise in all the major business functions as well as expertise in enterprise-wide concerns such as business performance management and business process outsourcing. Function-specific advisory programs are available for finance, HR, IT, procurement, and global business services.


ACCOUNT MANAGER


  • The Account Manager is responsible for managing executive relationships with members of The Hackett Group’s Advisory programs.
  • The Account Manager should achieve a minimum 60% renewal rate (in Annual Contract Value or ACV) for their assigned client list.
  • Maximize membership ROI not exclusive of increasing client engagement, expressed in terms of quantifiable metrics: meeting recruitment (Executive Summits, Leadership Forums, Best Practices Conference); webcast participation; inquiry and executive briefing usage; performance study completions; downloads and logins.
  • Support overall program growth and development by proactively taking on additional tasks.
  • Maximize the ACV renewal rate by developing and maintaining an engagement plan for all assigned accounts.
  • The AM must hold assigned Advisors accountable, ensuring consistent client engagement with Hackett.
  • Achieve assigned renewal forecast accuracy within a +/- 10% accuracy rate on a quarterly basis.
  • Develop collaborative relationships at 100% of client accounts with the program sponsor, economic buyer, main contact, etc.
  • Minimize the impact of client contact turnover by identifying new program sponsors and champions within each client company.
  • Identify opportunities for cross-selling additional BAS memberships, as well as Transformation and Benchmarking engagements, to existing BAS members.
  • Ensure the on-time delivery and overall quality of outbound client communications, including Monthly Program Bulletins, Webcast Reminders, Event Invitations, etc.
  • Ensure effective new client onboarding by conducting initial welcome calls, clarifying program deliverables, and educating clients on how to maximize the value of membership.
  • Align the value proposition of the program to the clients’ key objectives and areas of interest by understanding the changing business terrain that clients face.
  • Remain current and knowledgeable on all Advisory program offerings and Advisor staff competencies to align Advisory resources with client needs.
  • Maintain compliance with all firm policies and procedures (e.g. time reporting, PMP Processes)
  • Execute on professional development goals (e.g. skills development, capability expansion, internal client relationship management).
  • Achieve mastery in problem solving and troubleshooting skills.
  • Regularly seeks and contributes expertise/insight across internal teams, facilitating exchange of ideas and application of best practices.
  • DSO: Proactive maintenance and pursuit of all assigned invoices.
  • Communicate effectively over the phone with client executives.
  • Develop effective written communications on a consistent basis.
  • Work collaboratively within the Advisory team to improve the overall skills and capabilities of the team.
  • Understand the Hackett core methodology and research concepts and effectively articulates them to clients.
  • Maintain proficiency in client management tools (Salesforce.com, Advisory Workbench, Inquiry Tool, etc.). Ensure accurate maintenance of program data in all tools.
  • Support Advisory events ensuring a seamless client experience.


In addition to the qualifications listed above, the Hackett Group and the Executive Advisory Practice place a high emphasis on relevant personal qualities such as creativity, resourcefulness, and entrepreneurial spirit.


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