ADPSenior Director, Client Loyalty, Major Account Services (MAS)
Sep. 2018 - Feb. 2022New Jersey, United StatesOrchestrated client retention initiatives for ADP’s Major Account Services, managing a portfolio with over $100M in annual contract value, improving retention among high-risk clients. Led a team of 19 across Executive Relationship Managers, Relationship Specialists, Client Relationship Coordinators, and Client Loyalty Managers, ensuring the stability of top-tier accounts in the Eastern U.S. Achieved an unprecedented 92% client retention score, marking a significant year-over-year increase for the top 1% of major accounts. Swiftly pinpointed at-risk accounts, crafting and enacting a dynamic retention plan in collaboration with GSS Data Science Team. Developed an interactive Risk Management & CRM tool by allying with GSS, enhancing decision-making capabilities across the company. Teamed up with the ADP development team to address critical system defects, significantly reducing future risk and bolstering service quality.
• Orchestrated a pricing overhaul resulting in decreased concessions/credits and secured 10% more clients in long-term agreements.
• Successfully expanded the System Optimization portfolio, maintaining 100% product availability.
• Slashed travel and entertainment expenses by 80% pre-COVID while augmenting the frequency and effectiveness of client engagement.
• Drove a 33% reduction in client concessions and credits through targeted sales and negotiation training, leading to a 15% boost in team engagement.
• Advocated for diversity as an Executive Sponsor for ADP PRIDE and board member of the Cultivate African American Business Resource Group.
• Co-developed a multifaceted Risk Management & CRM Tool incorporating COVID risk assessment, positively impacting all regions.
• Redefined client distribution among ERMs to enhance onsite client interactions and achieve substantial cost savings in operational expenses.