Kelly Robinson
Senior Client Lead
Vancouver,BC
Summary
Dynamic Account Manager offering expertise in building partnerships, retaining key accounts and enhancing profit channels. Strong leader with proficiency in growing professional network, influencing decision-makers and devising successful strategies. Collaborative and strategic team leader with robust background in customer relationship management & business consulting.
Overview
6
6
years of professional experience
4
4
years of post-secondary education
Work History
Senior Account Manager
Dunnhumby Ireland
Dublin
01.2022 - 01.2023
- Managed a portfolio of 5 retained clients within the Beers, Wines & Spirits category, including Heineken & Diageo, with a combined value to the business of €498k.
- Maintained this portfolio value with a stretch target of €80k which was achieved through upselling of our dunnhumby products to retained clients and winning new business.
- Built close relationships with stakeholders within my client base, understanding their needs and working with them to ensure that we were providing the highest level of service, tailored to their needs.
- Worked within a team of 15 people, communicating regularly and working closely together to reach our team target and achieve the objectives we set out at the start of the year.
- Mentored junior account management professionals to develop skills and increase company revenue.
- Worked closely with Tesco, one of Ireland's biggest retailers.
- Worked with Tesco Buyers & Senior Buyer to understand their needs and identify how to improve the areas that are most important to customers within the store.
- Built briefs and completed projects with my retained clients in order to enhance their understanding of their categories and brands, providing clear insights to better serve customers and to strengthen their product offerings.
- Presented these insights to brand managers, executives and retail partners with actionable recommendations.
- Projects included;
- A syndicated Minimum Unit Pricing Review completed for the Wine Category and supported by Tesco, working with 6 unretained wine suppliers to analyse the impact that Minimum Unit Pricing is likely to have on the category and key areas of focus for Tesco following it’s introduction. This project included both market research and applied data science, and resulted in a set of recommendations that were used to build Tesco’s plan for Wine for 2022/23.
- A Premium Spirits Analysis, completed by Diageo and presented to Tesco, looking at the rise in Premium Spirits during lockdown and the projected growth areas for 2022/23. This project included applied data science and assortment recommendations, focussing on the subcategories within Spirits and how customers were shopping each of them. The findings of this analysis were presented to the Exec team within Diageo as well as the buying team in Tesco and their recommendations are being used in Diageo’s 2022/23 planning in order to increase their share of the Premium Spirits market.
Account Manager
Dunnhumby Ireland
Dublin
01.2019 - 01.2022
- Managed a portfolio of clients within the Ambient & Non Food categories including Nestle, Heinz & Boyne Valley.
- Worked closely with these clients to understand their customer needs and their position within each category.
- Built and strengthened long-lasting client relationships based on accurate price quotes and customer-centric terms.
- Built project briefs and presenting completed projects to the category team, as well as brand and executive team members.
- Developed and implemented strategies to increase client retention.
- Lead the rollout of a new business tool within the Irish market both internally and to external clients
- Ran training sessions with all internal Client Leads to enable them to use the tool, as well as running training sessions externally with clients who had been using a previous version to ensure that they were comfortable using the new tool and clear about it's benefits.
- Addressed problems with accounting, billing, and service delivery to maintain and enhance client satisfaction.
- Oversaw new business development to generate sales leads, negotiate client pricing and forecast revenue.
Associate Account Manager
Dunnhumby Ireland
Dublin
01.2017 - 01.2019
- Supported on the Unilever account, where I worked closely with a number of category managers on projects and day to day data queries
- Managed a portfolio of clients within the Non Food category, working with Colgate, GSK and other small unretained clients
- Took over the training role within the Irish market, supporting on any internal data queries as well as running training sessions for external clients
- Worked with the development team to enhance the tool
- Supported the rollout of a new tool internally and with clients externally.
Education
Bachelor of Science - Business & Management
Dublin Institute of Technology
05.2013 - 05.2017
Skills
Problem Solving
Data & Insights
Microsoft Office, Excel and PowerPointProduct and service sales
Business Development
Customer Relations
Strategic planning
Relationship building and management
Forecasting abilities
Converting leads
Market forecasting
Lead prospecting
Business development and planning
Sales analysis
Client Development
Account management
Upselling
Goals and performance
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Quote
When people use your brand name as a verb, that is remarkable.
Meg Whitman
Timeline
Senior Account Manager
Dunnhumby Ireland
01.2022 - 01.2023
Account Manager
Dunnhumby Ireland
01.2019 - 01.2022
Associate Account Manager
Dunnhumby Ireland
01.2017 - 01.2019
Bachelor of Science - Business & Management
Dublin Institute of Technology
05.2013 - 05.2017