Main Purpose of the Role:

The Practice Manager is responsible for achieving the revenue and profit targets for the assigned group of customers. They participate with sales to close new business through presentations, workshops, negotiations, preparation of Statement of Work and other client discussions and as a result manages customer expectations and resolves project issues throughout the various project lifecycles that the customer may experience. The Practice Manager is directly responsible for the performance and career development of the PS employees assigned to their group and works with other departments to plan and staff projects.  The Practice Manager ensures that all work carried out by the department is in accordance with SumTotal’s TotalSuccess Framework (TSF) procedures.

Main Responsibilities and Duties:

Business Development and Sales Process

For New Customers/Prospects:

• The Practice Manager is responsible for planning the execution of projects to achieve profitability targets set by the senior management group.  As a result once a prospect is qualified during the sales cycle, the Practice Manager will work closely with the Sales account team to complete:
  • Initial customer discussions including site visits/discovery sessions to develop clear view of client needs.
  • Input into RFI/RFP documents
  • Development of Proposals and/or Statement of Work (SOW).
  • Project margin assessment.
  • Project risk analysis.
  • Other activities as defined in the SumTotal Sales & TSF process.

For Existing Customers:

• Generates additional and ongoing revenue opportunities with currently assigned customers
• Development of Proposals and/or Statement of Work (SOW).
• Project margin assessment.
• Project risk analysis.
• Annual settings of revenue targets for individual accounts in conjunction with the respective sales management.

Profitability Management

• The Practice Manager is responsible for achieving targeted profitability levels on each project through initial negotiation of terms and effective control and management of projects.
• Ensures the achievement of profitability goals through effective scope management, change controls, expense control, revenue recognition and accounts receivable collection as well as revenue forecast projections.
• Manages the attainment of key performance indicators for the assigned staff and customers as it relates to PS performance.  Specifically, but not limited to project profitability and related reporting, billable utilization attainment, managed attrition, subcontractor management, hiring, and financial performance metrics.
• Ensures that all time and expenses which are spent on customer accounts is recorded correctly in SumTotal’s systems and that this time and expense is entered in accordance with standard SumTotal practices.
• Works with the respective PS management to provide input in the development of the annual budget for the business.
• Provides weekly forecasting updates.
• Works with the Finance department in regard to monthly financial processes (i.e. invoicing, revenue recognition, reconciliation, etc).