Account Manager

Location: Atlanta, GA
Date Posted: 03-28-2018
Summary of the Position:
 
The Account Manager is responsible for thoroughly understanding the client’s business needs and communicating them effectively to the Macquarium team.  The role is responsible for the health and growth of an account, as well as identifying and cultivating new business within the account.  This role leverages experience in service delivery to ensure project leadership and discipline leadership are executing to meet and exceed expectations.   This role determines how to effectively engage key executives by presenting Macquarium’s capabilities and differentiators in ways that convince our client to buy.  This person must be team-oriented and possess excellent problem solving, interpersonal, verbal and written communication skills.  Candidates must be prepared for a fast-paced environment and be comfortable making decisions.
 
Essential Duties and Responsibilities:
 
CLIENT FOCUS
Exercise outstanding listening and communication skills to thoroughly understand our client’s business and technical needs
Learn our client’s culture – help shape our approach to best partner with the client
Anticipate client digital needs with proactive thoughts and suggestions
Act as our client’s voice within Macquarium to represent their end of the partnership helping to ensure we meet and exceed our client’s expectations
Set and manage client expectations throughout all phases of the relationship
 
ACCOUNT MANAGEMENT
Develop and communicate account plans to executive management team
Lead and manage a delivery team to meet revenue and profit targets for assigned accounts
Ensure client satisfaction and retention through excellent delivery
Ensure effective relations on account team
Collect and monitor client satisfaction scores for all account projects
Inspire delivery team to set and achieve a high level of delivery results
Ensure proper alignment of client expectations and account team objectives
Provide leadership, support and guidance to all members of the account team 
Exhibit enthusiasm for and leading-edge knowledge of client’s business and industry

BUSINESS DEVELOPMENT
Expand Macquarium’s revenue and footprint within existing accounts 
Nurture formal and informal relationships with client executives and project sponsors
Engage with delivery and staffing to effectively transition solution from sales to execution
Develop client contacts as references and advocates 

Recognize and promote opportunities to contribute to new business
Work with the Business Development Team to support new sales opportunities
  
FIDUCIARY AND CONTRACTUAL
Oversee the development of detailed proposals and statements of work with the support of discipline leads, finance, and legal counsel
Negotiate client contracts
Assume leadership in ensuring payment of past due invoices for assigned accounts
 
INDUSTRY-TARGETED THOUGHT LEADERSHIP
Develop and share points of view on industry structure, trends, initiatives, and issues faced by target accounts
Understand industry competitive marketplace and key players
 
Skills and Abilities Required:
 
Experience developing and managing executive relationships at large companies
Experience selling and delivering complex service solutions to large companies with multiple constituents
Proven ability to grow accounts
Ability to meet revenue, profit and client satisfaction goals
Strong understanding of digital agency services and delivery cycle
Demonstrated skills in negotiation and leadership
Demonstrated excellence in written and oral communications, including presentations to senior-level executives
Comprehensive and detailed knowledge of issues within e-business, which includes a strong working knowledge of third-party solution providers
Superior creative thinking and problem-solving skills
Ability to craft opportunity briefs and provide clear, persuasive briefings to teams
 
Education and Experience Required:
 
Bachelor’s degree or MBA
3 years progressive experience selling complex services solutions to mid to large companies OR equivalent combination of education and experience
3+ years experience in account management or delivery within a digital agency

 
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