The Senior Account Manager leads a client account, or set of accounts, within the agency, ensuring that they are profitable, and growing. They take responsibility for the delivery of quality creative work that meets the client’s needs and addresses their business problems and must champion that work. They will regularly be involved with pitches for new business, approaching these with both a creative and commercial mindset.

Core Duties:

• Internal: Agency management/leadership team; Agency account team, including planners/strategists; Creative teams and directors; Creative services and production staff; New business team; Human resources; Finance/accounts.
• External: Client marketing team, including Marketing Director; Client procurement personnel; Other agencies in their client's roster e.g. Media, Public Relations; Regulatory bodies; New business opportunity contacts.
• A senior account manager will report to the senior management team of the agency, usually the Managing Director or VP. They will also report to the Finance Director on account profitability.

Responsibilities:

• Leading client accounts within the agency, with overall responsibility for the client agency relationship.
• Working with planners to interrogate client briefs, by challenging and asking questions, to develop communications briefs that meet business needs in an effective and accountable way. This is done in collaboration with Media Planners and Strategists from roster agencies to ensure integrated work is delivered for the client.
• Supporting the Account Planner in writing inspirational creative briefs and going on to direct the strategic development of creative work, presenting and selling this effectively to clients.
• Ensuring the profitability and growth of client accounts.
• Identifying, developing, and converting new business opportunities with existing and future agency clients.
• Negotiating contracts and fees with marketing directors and client procurement personnel.
• Leading and inspiring those outside of the core team, including creative teams and those in other agencies working on the same account.
• Reporting key financial and team data to the agency’s senior leadership, finance and human resources departments.
• Maintaining a detailed awareness of relevant market trends affecting their accounts, and developments in the wider advertising and communications industry.
• In coordination with the line manager, responsible for ensuring client satisfaction and handling strategic issues or problem resolution of one-to-one marketing issues
• Develop a comprehensive understanding of the marketplace and our client’s business including various media and distribution channels
• Proactive engagement with clients to improve existing services, to drive profitable client relationships
• Manage and ensure the quality of our services to clients
• Management and handling of key client briefs, projects, and requests, including the refinement of the above
• Ensure the excellence of projects; effectively manage and interpret client feedback; guide/lead Account Managers (AMs) and Account Executives (AEs) to implement projects smoothly and effectively
• Support line manager in developing initiatives for new business or expanding existing business
• Typical day-to-day management of clients and their requests including presentations, documentation, and client activity administration
• Financial control of billings and third-party costs
• Maintain high-level contacts within business and industry relations
• Provide account planning and strategic support to key clients
• Provide clients counsel in the development of successful customer management strategies
• Understand industry/market trends and the success factors critical to the organization’s long-term sustainability and competitiveness
• Understand the offering of the 6 Capabilities
• Modify proposals based on changing business conditions
• Drive the right client briefs for internal stakeholders, mainly strategy, creative, and delivery teams
• Take ownership of the quality of creative responses in conjunction with Creative Director
• Be the first stop in resolving problems raised by AMs and AEs
• Work with Business Director/Group Account Director to project future account team personnel requirements and overcome any existing issues
• Assume responsibility, and demonstrate a proactive and energetic working attitude
• Take responsibility for the management and motivation of account team members to allow them to achieve maximum potential

Requirements:

5+ years proven experience as an account manager or similar position

Excellent writing skills, strong presentation capabilities (proven media relations skills)

Strong verbal and presentation skills with the ability to speak knowledgeably with high-level executives internally and with clients

Detail-oriented, organized, and dedicated; proactive and enthusiastic with an ability to juggle multiple tasks and meet deadlines; a quick learner

Demonstrable experience in negotiation and meeting client requirements

Solid understanding of budgeting and reporting on progress

Knowledge of performance evaluation techniques and metrics

Working knowledge of MS Office and/or relevant software (e.g. Salesforce)

Excellent communication and interpersonal abilities with an aptitude in fostering long-term relationships

Outstanding organizational and leadership skills

BSc/BA in business administration, sales, or a relevant field