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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.
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.
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
KNOWLEDGE, TRAINING AND EXPERIENCE
Advanced IT skills
RSA III/NVQ 3 or equivalent.
Trained and experienced at intermediate level in a range of software packages
Good standard of English & Numerate
Advanced secretarial skills such as audio and voice recognition software
At least 2/3 years experience in a secretarial environment
AREAS OF EXPERIENCE AND KNOWLEDGE:
The ability to organise and prioritise own workload within any specified guidelines where guidance
is not readily available, but at set intervals
Proficient in diary management co-ordinating appointments to ensure best use of Managers’ time
Experience of transcribing formal minutes of meetings.
Independent/lone working and team working skills
Experience of adapting to change and managing work in a changing environment
Evidence of ability to be flexible and show initiative, sensitivity and enthusiasm to work
Free job description Account Manager
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
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.
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
Industry and platforms
Account and Opportunity Management techniques
IT literate (technically savvy)
Knowledge of at least one vertical sector e.g. Travel preferred
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
Genuine interest in others