Account Director

The Role
The Account Director is MVF's most senior client-facing role. As the most commercially experienced and expert contributor within the Sales function, the Account Director leads and manages commercial strategy for MVF's biggest accounts, and plays a pivotal role in category strategy. They are recognised as an Industry Expert and Thought Leader within the customer generation and performance marketing industry, helping to raise MVF's profile widely.
The Account Director is the ongoing face of MVF to our biggest clients, partnering with them to develop strong commercial relationships, developing our product offering, delivering results for our clients and pushing the teams working on the clients to go above and beyond expectations for the client, through senior mentoring relationships with our teams. Their gravitas enables them to open doors with and influence senior leaders within our client groups.
They are the "second name" on each "Enterprise" client as the senior decision-maker, and work hand in hand with the KAMs on client strategy, providing support, guidance and mentorship along the way.
The Account Director is accountable for hitting Client Group Growth annual targets set during our annual planning process
Responsibilities:

• Owns the performance of a $20m + portfolio of complex strategic group client accounts, and is accountable for annual account revenue growth

• Creates strategic Annual Account Plans and works hand in hand with the hub Commercial Heads/MDs as well as Sales Managers in defining category strategy for our biggest categories.

• Supports KBDSs on closing and on-boarding of enterprise prospects (as per our Addressable Universe), working closely with Sales Managers on top hub prospects

• Sets Clients up for success through our Client Success suite, including, Mystery Shops, Client Round Tables, High-level contact centre training, advice on scripting and follow up process, Client Sales Incentives

• Accountable for ensuring effective quarterly Key Account Reviews for a portfolio of Enterprise Clients

• Continually provides feedback and support to Key Account Managers. Works closely with KAMs' line managers on Objective setting, Talent reviews, and Values assessments

• Relationship management: oversee the relationship and build & create trust with Key Client stakeholders at the senior level

• Responsible for motivating indirect team members to maintain high levels of morale, productivity and high standards of work for our clients

• Identify and pursue cross-sell & upsell opportunities to enable portfolio growth

• Identify and execute optimal commercial client deals (e.g. Complex Rebate Structures)

• Organise Review meetings, creating Group level account roadmaps aligned with Hub strategy and regular strategy review with stakeholders

• Recommend Client-led Product optimisations and enhancements to our offering

• Determine best practices in enterprise account management, execute those which are best for MVF and update or improve on those which need tailoring for MVF's environment

• Is responsible for their own annual travel budget, organising roadshows and meetings where they make sense

• Is responsible for their own unlimited refund approval authority

• Keep a finger on the pulse of territory or product-led market trends/changes and share insights internally

• As the "face" of MVF, an Industry Expert and Thought Leader, the Account Director is visible on our website and marketing materials, at industry events, and in valuable speaking engagements, in order to attract new clients

Our Ideal MVF'er

• 2+ Years experience in a sales leadership role ("Head of" level or above)

• A real passion and drive for MVF, putting the business' best interests first.

• Focused on achieving outstanding results.

• Sets high standards of performance within the team

• Drives change with an influencing and mentoring style that builds and maintains positive long-term relationships and brings people on the journey.

• Get things done quickly.

• Strong Knowledge of competitor/Industry landscape.

• Ability to continually create win-win solutions for clients.

• Demonstrates high emotional intelligence in dealings with team members and clients alike.

• Proven ability as an outstanding sales-person

• Trustworthy, High gravitas communicator, able to build deep relationships with very senior client stakeholders

• Experience in working on technically complex client accounts

• Strong data background