Account Manager Job Description

Job Summary-Account Manager Job Description

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Responsible for generating profitable sales revenue from an assigned group of agencies. The Account Manager achieves results by developing strong Executive-level relationships in existing agencies and clients to position organisation as “front of mind” when new business opportunities arise.

Additionally, the Account Manager prospects for new business in the assigned agencies and geography to uncover new opportunities, secure revenues and increase market share. In this case the Account Manager has a coaching brief to develop the skills and knowledge of the Account Executive(s) in the team.

Main responsibilities-Account Manager job description

A key contributor in the sales team, the Account Manager:

-Delivers the sales revenue target for the assigned clients

-Maximises new business potential from advertisers and agencies

-Manages sales opportunities and delivers compelling proposals and pitches to close deals successfully

-Investigates various sources of information to identify new business opportunities

-Works closely with the Account Director and contributes to Key Account and Opportunity plans

-Develops strong relationships with agency / client senior management to maximise revenue opportunities and position as partner of choice

-Promotes the capabilities of the company within their assigned sales territory

-Provides regular sales updates and forecasts to the Account Director on current revenue and the sales pipeline

-Supports and coaches Account Executives / Account Planners to develop their capability

-Deputises for the Account Director when required as agreed with the Regional Director

-Success in this role relies on an in-depth knowledge of the industry and a comprehensive understanding of products and services.

-The ability to forge senior level relationships and develop trust and loyalty with agencies and key clients are also key skills for successful performance.

-This is a role for an experienced and versatile sales person who is equally competent at prospecting for new sales opportunities and developing existing accounts.

PRINCIPAL ACCOUNTABILITIES

1. Business Performance

• Deliver the agreed revenue target from allocated agencies / clients

• Meet / exceed all performance objectives

• Build on relationships with existing agencies and clients to identify new sales opportunities

• Identify prospective sales opportunities by gathering market information and intelligence from a variety of sources

• Manage all aspects of the sales cycle (prospect to PO) to close sales opportunities successfully

• Develop and deliver compelling pitches, proposals and value propositions to secure sales

• Manage the activities of internal teams and resources to deliver campaigns that meet and exceed customer expectations

• Work closely with Legal and Finance to resolve contractual issues

• Provide accurate and regular forecasts and business updates to the Account Director

2. Developing Accounts & Opportunities

• Work closely with the Account Director to contribute to the sales planning process for the region

• With the Account Director, develop Account Plans for key agencies and clients

• Identify key players in the markets and client/agency organisations and develop strong and trusted relationships with them

• Use existing contacts to secure introductions to other parts of the client / agency business to identify potential cross-sell and up-sell opportunities

• Introduce senior executives into key agencies and clients to facilitate the development of relationships at the highest levels

• Proactively introduce new people, products, solutions and services into accounts to represent full capability

• Seek feedback from agencies and clients to maintain and increase their satisfaction

• With Marketing, develop “barter deals” with agencies and advertisers to increase market exposure for both parties

• Attend key marketing and client events to increase the network of contacts, develop relationships and gain insights into potential new business opportunities

• Organise client events in collaboration with Marketing

• Invite and accompany clients to international / UK events to raise the profile and strengthen relationships

• Liaise with various internal departments to plan and guide the production of promotional materials

• Where appropriate, tailor promotional materials to meet local market needs

• Contribute to win / loss reviews for significant sales opportunities.

3. Building Team Capability

• Find opportunities to support and coach Account Executives to develop their skills and knowledge

• Proactively share information with other team members to increase their business knowledge

• Conduct joint meetings and pitches with Account Executives sharing knowledge and experience to increase their confidence and capability

4. Evangelising the compasny values es in all dealings with colleagues, clients and agencies

• Role model the values – walk the talk!

• Create and maximise opportunities to evangelise the value propositions

3. PERFORMANCE METRICS

1. Achievement of group sales revenue targets

2. Achievement of performance objectives

3. Client / Agency Meetings (5 – 10 per week)

4. Forecast accuracy

5. Client retention / satisfaction

6. Number of new business prospects generated

CAPABILITIES

• A successful performer in this role:

• Conducts in-depth research to develop a comprehensive understanding of the industry, market and key trends

• Identifies key sources of competitive information and uses these to build competitive pitches, proposals and counter-tactics

• Uses past experiences to evaluate alternatives and come up to with new ideas for solutions

• Examines problems from multiple perspectives

• Describes the rationale and thinking behind their chosen decision or course of action

• Adapts their personal style in response to the logical and emotional wants and needs of others

• Summarises regularly during conversations to test understanding

• Facilitates dialogue between other colleagues when working in a team

• Looks for a range of learning opportunities to develop their skills and knowledge

• Applies basic models of persuasion; uses features, benefits and evidence to influence others

• Makes timely decisions based on sufficient analysis of alternatives

• Selects the language and tone that will best influence the recipient of their written communications

• Tailors presentations to address the specific business needs of the audience

• Seeks feedback to measure how well they are meeting customer expectations

• Identifies and takes any steps necessary to improve the customer experience

• Shares top-level account objectives with key clients / agencies

• Reacts quickly when plans go astray and takes charge to get things back on track

• Works problems through to resolution on their own initiative

• Takes rapid corrective action when results fall behind expectations

Knowledge, Skills and Abilities-Account Manager job description

Knowledge

• Industry and platforms

• Current affairs

• Account and Opportunity Management techniques

• Consultative Selling

• Coaching techniques

• Market Research

• Competition

• IT literate (technically savvy)

• Knowledge of at least one vertical sector e.g. Travel preferred

Experience

• Educated to degree level or equivalent

• Proven experience ideally in Sales or a variety of roles in the media

• Team / people management experience preferred

• Previous experience of working in both agency and direct client environments

• International experience / mindset a strong advantage

• Successful track record of achieving targets and influencing senior executives to secure sales

• Editorial, multimedia and international experience an advantage

Personal Attributes

• Results-driven

• Self-starter

• Outgoing

• Energetic

• Confident

• Disciplined

• Assertive

• Versatile

• Resilient

• Resourceful

• Genuine interest in others