Job Title Group Account Director

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Job Title Group Account Director Powered By Docstoc
					Job Title:                Group Account Director / Team Leader

Department:               Media Sales

Job Purpose:              Reporting to the Commercial Director, CBS Interactive, you are responsible for growing revenues and
                          developing and executing the strategy for one of three CBSi brand group (Business, Consumer Tech or
                          Entertainment) and growing revenue from a client list of key accounts for the UK and pan-EU level.

                          This individual will need to command the respect of both clients and colleagues and demonstrate
                          senior management attributes including leadership skills, coaching and training, ownership of
                          relationships and projects, be a strong team player and a professional with a proven ability to think
                          creatively/strategically and act tactically/efficiently.
                          The role requires someone who is consistently proactive and entrepreneurial, but able to work within
                          defined parameters and over-deliver on commitments.

Reporting Line:           Commercial Director –
                          No Direct Reports

Working Relationships:    Ability to work with all the areas of the UK business and effectively influence and communicate cross-
                          functionally is essential in achieving sales objectives.
                          Key players include:
                          Site Directors
                          Head of Ad Operations
                          Production Development Team
                          Technical Team
                          Marketing Team

Main tasks and responsibilities:

Sales strategy and Personal Sales Performance
Work with the Commercial Director to develop sales plans, and revenue forecasts where appropriate for the group and personal
account territories. Set realistic goals and ensure they are managed and implemented in the following areas;

   • Identify, structure, negotiate and close significant and complex deals for your account list and guide/mentor more junior
     members of the team on their major deals.
   • Build relationships with all possible clients in defined Account territory and lead team by example by driving to sell
     throughout the influencing chain in both client and agency
   • Develop strong client relationships with your account list to ensure more strategic selling environment
   • Utilise strong knowledge of client base and agencies to drive towards selling directly to the senior executive and final
     decision maker - uncover and develop relationships at Marketing Director/CMO level/Head of Interactive/MD of Agency
   • Establish in-person relationships by conducting a high volume of face to face client and agency meetings
   • Deliver specific targeted revenues on an individual basis as agreed with the Commercial Director.
   • Sustain and grow cross-brand revenue from all named Key Accounts as agreed with the Commercial Director – these
     accounts are subject to change periodically
   • Identify and promote cross-media opportunities to support revenue targets for the media product brand extensions e.g.
     commerce, events, research, webcasting etc
   • Provide clients directly, and in-directly, with true consultative sales experience
   • Work within the sales team to assist with the development of new revenue initiatives
   • Work closely with any other Account Directors in sharing information including knowledge, strategies & successes
   • Work closely with Marketing to collaborate on creation of sales collateral and presentations for the group and lead
     effective dissemination of information and brand positioning to the Group sales team
Forecasting and financial reporting
   • Provide quarterly analysis to the Commercial Director of Group Territory outlining revenue performance, growth
      potential for the remaining year, opportunity for increasing overall revenues and areas of concern. Ensure account maps
      and sales plans for each client is up to date for both your own territory and the Group
   • Manage the accurate reporting of all Group sales revenues within the Salesforce account management system and report
      to Commercial Director on a weekly basis.
   • Track and report on sales activity for the Group

Management and mentoring
  • With direction from the Commercial Director, implement the management of the Group sales team and tactics required
     to deliver revenue to budgeted targets.
  • Make recommendations to the Commercial Director regarding territory splits , training needs, team motivation and
     individual performance
  • Ensure clear communication within the team and organise regular meetings to review accounts, revenue and share
  • Build a developmental and coaching culture to ensure skill sets and abilities are at the right level to achieve objectives
  • Work with the Commercial Director on hiring of effective staff to the team, as and when appropriate.


    •    Ability to work under pressure
    •    Displays leadership and maturity
    •    Understanding of strong team work dynamic – ability to work effectively as part of a team
    •    Ability to sell conceptually and consultatively and to client’s direct
    •    Self starting but recognition of when to ask for help
    •    Ability to be creative and adaptable in a dynamic entrepreneurial environment
    •    Good communicator – externally and internally, upwards and downwards
    •    Attention to detail in proposals, rate calculations and forecasting

Competencies for success:

    •    Drive for results
    •    Customer focus
    •    Integrity and trust
    •    Negotiation skills
    •    Presentation skills
    •    Motivating Others
    •    Customer Focus
    •    Problem Solving
    •    Time management
    •    Listening

Composed with YAFPC (, (c) Wolfgang Ullrich (2004-2009).

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