Job Description Position Account Director

							JD - Account Director 2009-06-18


                                              Job Description

Position:                      Account Director
Date of JD update:             18 Jun 09 (by J.Hungerford)

This position reports to:      Chief Operating Officer

Reporting to this position:    Client Services Group of 2 to 6 Account Managers and Account Executives

Purpose of role: To develop, manage and implement the strategy for your clients to achieve the overall best
results for the client and for Pareto Fundraising. This includes:
    • Developing the fundraising strategy for each of your clients, with the aim of delivering outstanding
         results in line with their goals
    • Developing the Pareto approach toward your clients, with the aim of delivering an outstanding and
         growing long-term profitable partnership between them and Pareto Fundraising
    • Being responsible for the income to Pareto Fundraising from your clients
    • Leading the total client team for the clients (integrating staff from client services, data and strategic
         consultants) so that the strategy is successfully presented to the client and then carried out
    • Leading a Client Services Group, including coaching and mentoring to develop their fundraising
         knowledge and understanding of the “Pareto Way”
    • NOTE: you may be designated as the ‘Lead’ (across all of Pareto) for a client. In this case you must
         be consulted prior to other Pareto staff putting new proposals to the client & you have the authority
         to halt that contact if they believe it would be detrimental. If you aren’t ‘Lead’, you must consult
         with the person who is ‘Lead’ on the same basis.

Financial scope:
    • Expenditure – as per budget, normally $1 million - $2 million direct & $10,000 - $100,000 indirect
    • Income – as per budget, normally of $1 million - $5 million

Key responsibilities:

         Outcomes
            • Income from your nominated clients
            • Income from new clients or new services provided to existing clients
            • Efficiency of conduct of campaigns
            • Interactions with your clients maintained as per the agreement with the client
            • Fee profit from your clients
            • Coordination with other Pareto staff of client proposals and activities
            • Personal billing hours
            • The billing hours of the Client Service Group you are managing
            • Pro-active cooperation within the total client team for your clients
            • Willingness of your clients to recommend us
            • On-time invoicing and payment for agreed work
            • Accuracy of forecasts of activity and financials

         People
                  Internal
            •     Management of a Client Services Group, including recruitment, induction, professional
                  development, career development, productivity, efficiency and attitude


Page 1                                                                           Printed 25 June 2009
JD - Account Director 2009-06-18


             •   Coaching and mentoring of the members of their Client Services group to develop their
                 fundraising knowledge and understanding of the “Pareto Way”, using resources across the
                 company as appropriate
             •   Pro-active cooperation with other Pareto managers also dealing with your clients
             •   Coordination and leadership of the total client team with regards to your clients
             •   Coordination of use of expertise across the company to assist with your client’s strategy
             •   Sharing new knowledge and learnings, generated from both internal and external activities,
                 across the Client Services teams
                 External
             •   Relationship with your clients’ key contact and fundraising director (or equivalent)
             •   Coordinating the relationship of client team members with your clients’ fundraising team

         Processes & Activities
             • Development of the strategy for your managing your clients to achieve an outstanding and
                growing long-term profitable partnership
             • Development of the fundraising strategy for your clients to achieve the best feasible long
                term income to them, including production of proposals, quotes and contracts
             • Maintenance of an up-to-date fundraising trends analysis on your clients
             • Final approval of client proposals, quotes and contracts (along with COO)
             • Pitching of proposals to clients
             • Ensuring all strategic, targeting, data and creative briefs are ‘on message’ for the client and
                according to the Pareto Way
             • Final approval of: targeting (with client); copy; design proofs; samples; lodging the appeal
             • Ensuring interactions with your clients are in accordance with the agreement with the client
             • Monitoring of performance of jobs against quotes
             • Forecasting jobs in the Pareto Budget database 6 months ahead with weekly updates
             • Monitoring of on-time invoicing and invoice follow-up for agreed work
             • Monitoring of monthly review of time and invoicing against quotes and forecasts
             • Completing accurate timesheets of client activity by yourself and the client service group
                members at least once per week

         Reporting
            • Monthly client update report for the Board report
            • Six-monthly update & reporting on ‘client opportunity checklist’, including an assessment of
                the client’s spend against each major area and who is doing that for them
            • Six-monthly updates of a rolling 12-month calendar of activities for your clients

         OH&S
           • Safe working practices for yourself and your group
           • Safe working environment for staff and clients at events/meetings managed by you

         Compliance
            • Client contracts comply with our current corporate templates
            • Jobs conducted according to standard company procedures
            • Compliance with the Anti-Discrimination Act at events managed by you




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