Client Director - Live Events Agency

Client Services - London

Ref: 293Monday 7 June 2021

£80 - £85,000 +bonus

Job Description – Client Director

 

Reporting to: Managing Director

                                  

Main Purpose of Role:

Strategic lead across a portfolio of the Company’s client accounts, building exceptional relationships, constructing campaigns and solutions against briefs, and identifying & converting new opportunities for sales growth.

 

Main Responsibilities of the Role

  • Responsibility for leading the agency relationship with designated accounts to ensure that key stakeholders become advocates
  • On appointed accounts, construct campaigns and create content/provide solutions that deliver against the brief
  • Construct and execute strategic account plans across a portfolio of allocated accounts that contribute to the achievement of the company’s annual growth objectives & financial targets
  • Ownership of all related client retention KPI’s 
  • Brief owner, responsible for understanding the aims and objectives of each project and cascading to the project team
  • Participate in the company’s marketing strategy to grow your accounts
  • Supporting the new business drive by attending new business meetings, owning future comms and converting to awarded projects
  • Lead pitch teams to convert opportunities to wins by ensuring our solutions meet the client brief 
  • Consistent approach across teams including participation and support of the culture and behaviours
  • Manage relevant reporting of management and financial information & adhere to company policies and procedures

 

Role breakdown in detail:

Client Management

  • Owning & managing a portfolio of existing & lapsed accounts
  • Offer all services within our capabilities to prospects & existing clients
  • Constructing account plans with detailed objectives to increase market share & revenue
  • Setting & achieving milestones within the account plans
  • Hold annual client review meetings
  • Demonstrate the ability to add value through delivering content
  • Fully understand our company positioning
  • Utilising the company sales & marketing collateral
  • Build strong client relationships at the highest level
  • Ensure constant contact is maintained through each prospect & client using High Rise
  • Lead the team to offer an exceptional client experience throughout the delivery process
  • Find ways of adding value to each project – exceeding client expectations
  • Attend client review meeting where appropriate
  • Ensure all wins and losses have a debrief process in place
  • Complaint resolution where appropriate.
  • Conduct client surveys from every face-to-face meeting and share with the wider team
  • Analyse the client brief and fully understand the desired outcome
  • Ensure we have the correct experts on client meetings and when ‘analysing the brief’
  • Respond to requests for RFI’s, tenders & pitches

Finance & Contractual

  • Responsibility to deliver your annual sales, growth and GP targets
  • Budget oversight of allocated projects
  • Annual budget construction/strategy & presentation
  • Monthly forecasting and reporting for MD
  • Contribute to the review and recommendations of the company rate card on an annual basis
  • Ensure each project has a contractual engagement/payment plan & SOW agreed prior to commencement of delivery
  • Ensure the wider team understands and adheres to any specific client contractual obligations

Team Support, Processes & Reporting

  • Ensure you understand and adhere to the company’s top procedures and polices
  • Own & monitor on a regular basis the communication records through High Rise
  • Help to support all team members adhere to the company’s protocol around client servicing andproject management
  • Own, collate and share with the wider team results of the client surveys
  • Ensure we have effective monitoring tools in place that are always current and accurate. For example; account plans & forecasts and pipeline
  • Ensure all pitch presentations, RFP responses and proposals are presented on time to brief.
  • Keep a note of feedback and thanks from clients and share with the commercial team to use as sales literature.
  • Keeping abreast of industry and market trends, and sharing key updates with the team
  • Ensuring that every person that comes into contact with the agency has a consistent and excellent experience

Suppliers/Freelancers

  • Nurture supplier relationships to attain tailored rates in conjunction with our company policy
  • Help to build a varied talented pool of freelance resource where appropriate
  • Allocate appropriate skilled freelance resource to pitches

Accountability

  • Constructing account plans that deliver your financial targets and growth goals
  • Deliver against the account plan milestones
  • Delivering personal annual budgets including growth targets
  • Overall brief owner, defining scope, project aims /objectives/KPI’s and cascading to the teams
  • Leading the customer experience for your allocated accounts
  • Consistent & up to date contact of all allocated client contacts using High Rise
  • Achieving KPI’s
  • Alongside the Creative Director ensure all solutions submitted meet the client’s desired outcomes
  • Ensure you adhere to all company processes & procedures
  • Reporting all agreed financial and management information when due
  • Approving client budgets in line with company procedure
  • Positive 360-degree feedback internal & external
  • Preparation of all meetings in advance
  • Achieving agreed personal objectives
  • Personal timekeeping
  • Achieving all agreed deadlines, both internal & external
  • Fulfilling all responsibilities & tasks with your Job Description
  • Upsell of additional products/ideas within each project

Skills required

  • Excellent communication skills
  • Ability to cope with conflicting demands and to prioritise tasks
  • Excellent organisational and time management skills
  • Natural ability to identify and convert new opportunities
  • Client mapping, arranging appts & overcoming sales objections
  • Leading & constructing pitches
  • A natural leader of people and resource management
  • Able to build relationships at the highest level
  • A hands-on approach to problem solving, identifying challenges and finding solutions
  • An ability to identify client’s key business objectives
  • Report writing, analyse and recommendations
  • Ability to set, agree and monitor goals & objectives
  • Good negotiating skills with a strong bias on financial acumen