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Account Director

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My client is the leading provider of marketing and communications supply chain services. They help organisations transform business processes and realise the potential of their brands. Their solutions combine reengineered processes, leading technologies and highly experienced and collaborative client teams. As the majority of their operational roles are based within their clients' offices, they offer opportunities in a multitude of diverse and often prestigious environments. The agency's clients are typically blue chip FTSE100 or Fortune 500 firms and the organisation employs more than 10,500 staff worldwide.

The AD will be working on Investment Banking/Financial Services/Telco and Retail Banking accounts and be responsible for the service delivery and client management within existing client relationships and contracts, and leading growth through both supporting renewals and identifying and driving new growth opportunities. You will also provide leadership for a group of managers and to ensure the achievement of budgeted profit in an environment that delivers operational excellence.

The key thing for this role is having a thorough understanding of manufacturing processes as the AD will be involved in quality reporting (they do have a dedicated Quality Manager on the account as the client is very big on this). They will be heavily involved in process mapping/reviewing, process improvement, continuous improvement.

Reports to: Client Services Director

Direct reports: Account Managers


■ Responsible for overall financial performance against budget

■ Constantly look at ways in which to enhance profit opportunities

■ Analyse performance each month to ensure that profit is maximised

■ Ensure that business proposals are financially viable

■ Evaluate the operational and financial feasibility of new service offerings including basic financial modelling

■ Agree a strategic business plan

■ Support budgets and P&L expectations

■ Support re-forecasting as appropriate

■ Operate and monitor necessary financial controls

■ Produce the monthly management report and analyse as appropriate

■ Provide high level commentary and analysis of monthly management report


■ Engage clients with confidence and charisma

■ Develop strong personal relationships and build long term sustainable partnerships with key decision makers in client organisations

■ Develop strategies to capture viable business opportunities, presenting and communicating these

■ Responsible for the resolution of significant complaints/issues raised by client

■ Add focus and value to existing services offered, by being aware of activity across the board

■ Deliver relevant innovation into the client to deliver recognisable value and growth opportunities

■ Have an excellent understanding of the client business and industry sector

■ Keep up to date with client organisation structures and ensure new contacts are identified

■ Obtain competitor intelligence as required

■ Provide appropriate high level data and analysis of monthly management reports

■ Drive on-going feedback

■ Lead and champion initiatives as appropriate across own and other clients

■ Provide outstanding leadership

■ Champion the agency's culture by living the values, being hands-on and leading by example

■ Manage the overall effectiveness of the teams’ performance

■ Maximise the potential of the team through coaching and managing the performance of all direct reports and other team members as appropriate

■ Facilitate the sharing of knowledge and business innovation

■ Recruit and select managers and other key personnel as appropriate

■ Maintain regular contact with peer group as appropriate for knowledge sharing

■ Facilitate the networking activity senior stakeholders and direct reports

■ Act as a role model by acting in a professional manner and having a positive attitude at all times

■ Implement the management by objectives process for direct reports

■ Succession plan for direct reports, key managers and supervisory roles

■ Monitor team’s progress regularly against plans/objectives to ensure achievement

■ Build relationships key external suppliers as appropriate


■ Lead the operational and strategic management of the account

■ Build excellent relationships with Operational colleagues

■ Assist in identifying and delivering opportunities for business growth

■ Network and actively target key clients to secure additional business leads aligned to agreed key account plan

■ Be involved in negotiating business proposals including the research, writing and presentation of such proposals

■ Assist in responding to tender documents; both written and through presentations

■ Successfully implement renewal/new contracts/services

■ Personally deliver operational change projects as required

■ Agree strategic plan for contract with senior management and business development teams

■ Create an environment of innovation and continuous improvement

■ Prepare management reports as necessary

■ Coach managers to identify opportunities and deliver new business

■ Ensure effective two way communication with direct reports

■ Ensure the Company Health and Safety policy is adhered to and that all direct reports are aware of the policy and their responsibilities

■ Co-ordinate regional or Group resources as appropriate

■ Manage the quality process and set targets for quality and accountable for adherence to Best Practice

■ Ensure sharing of best practice across business units by working with colleagues and peers in an open manner across the business

■ Take responsibility for additional projects as requested

■ Commercial Acumen

■ Service delivery

■ Sales and Growth


■ Proven ability to develop client relationships to grow the business

■ Solid experience of account or general management at a senior level

■ Ability to sell either one to one or via pitch to multiple clients with strong presentation skills

■ Self-starter who actively drives own projects and performance

■ Able to demonstrate commercial acumen

■ P&L responsibility

■ Excellent communication and interpersonal skills

■ Capable of developing, implementing and delivering change, plans and strategy

■ Provide leadership, motivation and development to a diverse team

■ Strong commercial awareness, with the ability to plan and negotiate

■ Ability to research, model, write and present proposals/RFPs

■ Can communicate vision/strategy

■ Continually develops self


■ Gravitas, confidence and charisma, professional appearance

■ Desire to actively develop strong, lasting client relationships

■ Enjoys engaging senior colleagues and clients in social and professional situations

■ Intellectual ability to think on feet, negotiate face to face with senior clients and make decisions

■ An entrepreneur who can deliver operationally

■ Instinctive commercial ability both in face to face situations and in formal written documents/presentations

■ Ability to think 3 steps ahead, think strategically, articulate visions and understand the wider effects of actions

■ Ability to operate at different levels – from very senior client management to junior staff

■ Can think and operate politically when required

■ Strong customer service focus

■ Can work successfully in an operational, hands on environment and can deliver operational change

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