Account Director

A brilliant Agency opportunity. Our extremely successful client with impressive, creative expansion plans is looking to recruit an experience Senior Account Director for their busy events and exhibition division. Salary up to 60k + bens and bonus.

We are looking for a highly polished experienced event management professional who is very well versed in leading client campaigns and event management requirements from the off set and has a natural flair for sales and business development . Are you strategic, creative, passionate and impeccably well organized with excellent budgeting and account management and business development skills? This is the perfect opportunity for you.

Role split between sites in Northampton and Hampshire. Candidates need to be prepared to travel between both sites.

Primary function (75%) - Develop and grow client relationships; project/programme direction; overall responsibility for account continuity across all Group disciplines and for the achievement and reporting f financial targets

Secondary function (25%) – Networking and new business activity

Account Direction:

• Responsibility for developing strategic projects/ programmes and finalising activity and budgets with clients.
• Direct account team activity to ensure the appropriate tactical project/programme is developed and implemented in accordance with the agreed Group processes as well as achieving the clients’ objectives.
• Ensure the account and project team understand their ownership and responsibilities for their parts in these programmes/projects.
• Hold weekly account review meetings with the operational teams to create a continually up to date status report for each client account highlighting and prioritizing all actions, key financials and deadlines.
• Maintain a strategic overview of the account(s), and proactively advise client(s) on new issues/external factors which may influence the project. Ensure contribution to strategic planning meetings with client(s).
• Keep abreast of external issues and events and regularly review impact of these on the project/programme and client objectives.
• Instigate brainstorms to develop the strategic, creative direction of accounts.
• In-depth understanding of financial status of account at all times, account revenue, current profit, profit projections and time allocated versus time spent.
• Ensure resourcing within the account is appropriate at all times; address any issues with relevant Operational Managers where applicable.
• Responsibility for account profitability and maintaining agreed fee income.
• Responsibility for negotiating and establishing financial arrangements with client.
• Organise quarterly (minimum) internal review of account and work with Head of Events & Exhibitions to implement outcomes.

Client Liaison:

• Regular face to face meetings with client to continually develop and enhance client relations.
• Play an active role in contributing to client event/marketing strategy and thinking.
• Monitor external environment and highlight key issues/concerns and work with the Head of Events & Exhibitions to inform the client of implications and potential actions required.
• Maintain social contact with client personnel and ensure regular contact about account direction, team relationships, issues etc.
• Establish and maintain a role as consultant/adviser to client.
• Responsibility for highlighting issue management to the client for implementation by the account team.
• Organise quarterly (minimum) client account review meetings to discuss financial performance, service levels, projects status, etc.

Growing Existing Business:

• Create and develop opportunities for growing existing business within the confines of the project/programme and with new projects within the existing client base.
• Network within current accounts to establish wider relationships within the client company.
• Seeking out cross selling opportunities within the Group and penetrating other business streams within client companies.

New Business:

• Responsibility for leading the development and presentation of new business pitches.
• Attending relevant new business meetings together with relevant sales support.
• Regular reporting of new business activity and results.

Professional Relations:

• Responsibility for building and maintaining key relationships with business leaders.
• Ensure each client team member has agreed role clarity and team SOW’s.
• Knowledge of client business leader profiles.
• Demonstrate innovation and creativity beyond client ideas.
• Identify opportunities to build business leader base and develop additional activity.
• Monitor and investigate 'market intelligence' using the views of the business leaders.

Competencies Required

• Communication – Actively listens and uses different methods of communication to inform, generate ideas, influence opinion and resolve differences within the scope of the role
• Planning & Organisation – Ensures objectives are clarified, defined and that realistic action plans are developed and implemented in line with detailed critical path and regular team review
• People Management – Motivates colleagues and teams through counseling and coaching with empathy and approachability, regularly participating or inputting into appraisal or review
• Team working - Sets direction, clarifies roles & delegates, encouraging participation and contribution through shared leadership, consensus decision-making, planning and co-ordination, follow up and ongoing evaluation
• Customer & Quality Focused – Works to continuously improve products, services and work processes to exceed customer expectations, whilst building relationships with colleagues, clients and suppliers
• Commercial/Business Awareness – identifies new business, grows existing client business, maximizes 3rd party/professional relationships and communicates strategy to staff
• Client Management - Understands business and applications, builds relationships, strategically inputs, consults and advises
• Profitability – Forecasts and contributes to and enhances Company profitability by thinking about actions in line with budgets and financial targets
• Accountability – Will deliver results within our environment and will be judged by those results
• Personal Growth – Takes full responsibility to develop own operational experience and is considered competent in area of expertise. Is flexible, committed and shows integrity
• Leadership – Communicates and promotes the business vision and decisions through leading by example

Skills Required

• PC Literacy – word, excel, powerpoint, outlook
• Commercial awareness
• Open mindedness and fairness
• Project management skills
• Budget management skills
• Negotiation skills
• Presentation skills
• Attention to detail

This Role would suit: Account Director , Senior Account Manager, Client Services Manager , Junior Account Director, Head of account Management, head of account Direction, Sales Director.

This Role would suit: Account Director , Senior Account Manager, Client Services Manager , Junior Account Director, Head of account Management, head of account Direction, Sales Director.