CAO, Enterprise Account Management

At Broadridge, we've built a culture where the highest goal is to empower others to accomplish more. If you're passionate about developing your career, while helping others along the way, come join the Broadridge team.

• Institutionalize performance reporting for revenue increase against Long Term Incentive (LTI) targets including white space reporting.
• Create comparisons and benchmark better performing accounts vs. laggard accounts.
• Package and manage the successful delivery of thought leadership ideas for 1:1 client conversation starters to originate large deal pipeline and Consulting Services engagements.
• Drive continuous improvement for and increase internal coordination of Premier Account Teams and internal updates to Broadridge Executive Leadership Team (ELT) on activities in the Premier Accounts.
• Act as a primary senior EAM point person for all Client Success related activities.
• Train and bring across ICS and GTO the knowledge required to represent Broadridge at the highest levels of C-suite management at our Premier Accounts.
• Manage consistency across KPIs and performance of requested Client Success initiatives across all Premier Account Leaders and Focus Account Leaders (PALs and FALs).
• Develop peer group objective ratings (model behavior against best practices and manage performance to criteria).
• Join all PAL 1:1s and create focus action plans, publish results, and report out to senior management.
• Identify opportunities across the entire North American market and bringing in resources to service those needs/opportunities accordingly.
• Maintain high levels of account retention, by helping Account Leaders identify risks.
• Develop holistic strategic account plans with Account Leaders to identify annual, account-based goals and provide Broadridge with full understanding of the strengths, weaknesses, opportunities and threats within the account.
• Act as primary point person for internal Broadridge senior leadership and stakeholders and provide updates on key initiatives and developments as needed.
• Coordinate internal resources including Market Segment Sales Leaders, Product Specialists and Broadridge Executive Management to manage renewals, helping drive origination and pipeline growth.
• Engage regularly and in an informative manner to ensure effective teamwork across Broadridge.
• Conduct regular core team meeting to discuss account and coordinate sales activities across the team and the account in order to ensure optimal coordination.
• Maintain a constant awareness of current and planned development of Broadridge products and services to ensure clients are aware of our positioning in the marketplace.

Qualifications:

• Bachelor's degree required, MBA a plus
• 10+ year experience in Sales, Account Management, or other relationship management role
• Extensive experience in and understanding of the Financial Services marketplace
• Strong communication skills and ability to build and maintain client relationships
• Strong active listening, judgment/decision making, negotiation, customer focus, problem solving, oral communication, written communication, internal partnering, closed-loop communication, conflict management, and closing ability skills

Key Performance Indicators:

• Oversee performance of PALs and FALs to ensure client revenue growth:
  • Measure effectiveness in understanding clients' strategy, identify "white space" and drive processes that initiate sales opportunities at an enterprise level (measured by pipeline growth)
  • Drive more sales opportunities (measured by sales and net revenue gain year over year for assigned clients)
• Facilitate Strategic Planning and/or Thought Leadership meetings at a senior level for the Premier and Focus Accounts:
  • Oversee the team performance to ensure clients are presented and aware of the range of Broadridge offerings and strategic direction (measured by periodic Executive Strategic Review meetings with assigned clients)
  • Industry level campaigns and thought leadership initiatives (measured by activities entered in Salesforce)
• Create strategic plan and execution for all EAM initiatives, driving success in the "Road to $500M"
  • Create new programs for tracking new relationships, origination, and growth in our largest accounts
  • Iterate the process for tracking renewals, achieving "101% Retention"
  • Development new programs for EAM performance improvement
• Ensure client retention:
  • Work with team members to understand and help manage client satisfaction (measured by client retention and satisfaction scores)
  • Ensure all renewals are completed prior to expiration dates and participate in all necessary aspects of the renewal process
  • Ensure Information Security activities are coordinated across the Client and within Broadridge
• Manage Account Profiles/Plans maintenance and process improvement:
  • Create and maintain complete Account Plans (measured by periodic review with GSMS leadership and BR ELT)
  • Ensure all contracts are identified and recorded in BroadForce (measured by completeness and renewal pipeline)
  • Help establish and be accountable to achieve Account goals for origination, new sales and renewals (measured by actual results)

Disability Assistance

We recognize that ensuring our long-term success means creating an environment where everyone is welcome, where everyone's strengths are valued and where everyone can perform at their best. Broadridge provides equal employment opportunities to all associates and applicants for employment without regard to race, color, religion, sex (including sexual orientation, gender identity or expression and pregnancy), marital status, national origin, ethnic origin, age, disability, genetic information, military or veteran status and other protected characteristics protected by applicable federal, state, or local laws. US applicants: Click here to view the "EEO is the Law" poster. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation in the event you are unable or limited in your ability to use or access the Company's career webpage because of your disability. You may request a reasonable accommodation(s) by calling 888-237-7769 or by sending an email to [email protected].