JOB?ROLE?SUMMARY
The?Account?Executive?acts?as?the?coordination?point?for?all?client?services?within?Acxiom?(account?management,?sales,?lines?of?business,?delivery?and?technology?services).?An?Account?Executive?is?focused?on?account?retention,?revenue?growth?and?profitability?as?indicated?by?the?Account?Plan.They?manage?the?satisfaction?of?client?accounts?and?engage?in?extensive?client?communication?to?troubleshoot?account?complications?while?ensuring?service?level?agreements?are?maintained.Expected?to?mentor?and?coach?other?account?executives?and?associates.
DUTIES?AND?RESPONSIBILITIES
?Develops?and?maintains?the?Acxiom?Account?Plan?in?conjunction?with?the?Senior/Managing?Account?Director.?Facilitates?the?documentation?and?execution?of?the?long?term?account?strategy?that?is?updated?routinely?resulting?in?growth,?profitability,?superior?client?satisfaction,?improving?Acxiom?product?penetration?within?assigned?account(s)?as?well?as?selling?into?client's?lines?of?businesses.
?Primarily?responsible?for?maintaining/retaining?current?revenue?levels?and?contracts?within?defined?book?of?accounts.?
?Meet?and?exceed?revenue?run?rate?and?incremental?growth?targets,?profitability?targets?and?other?sales?related?goals.?Manages?accounts?receivables?collections.?Proactively?monitors?accounts?and?determines?avenues?for?account?growth?and?profitability?acceleration?including?new?business,?up-sell?and?cross-sell?opportunities.?Assists?in?creating?accurate?forecasts?for?assigned?account(s).
?Engages?in?extensive?client?communication,?strategic?planning?and?troubleshoots?account?complications?to?promote?client?satisfaction.?Develops?and?improves?executive?level?relationships?within?assigned?account(s).Promotes?the?Acxiom-Client?relationship?by?providing?consultation?and?expertise?by?aligning?client?business?needs?to?products,?solutions?and?services?offered.Leads?client?quarterly?business?reviews.
?Serves?as?a?Subject?Matter?Expert?in?assigned?client?account?in?order?to?positively?affect?business?objectives.Creates?value?and?differentiates?our?services?and?products?from?competitor?campaigns.
?
Participates
in?contract?negotiations?for?new?and?existing?business?within?named?accounts.?Engaging?sales,?lines?of?business?and?delivery?regarding?new?sales,?account?growth?and?contract?renewals?as?appropriate.?Ensures?account?contract?compliance.?
?Provides?on-going?client?relationship?status?changes?to?affected?associates?such?as?technical?and?delivery?groups.
?Leads?volume?management?process?resulting?in?accurate?volume?forecasting?and?leading?to?increased?accuracy?in?revenue?forecasting?for?the?month,?quarter?and?year.?
?Owns?Sales
f
orce
.com
forecasting(SFDC)?and?ensures?accuracy?of?sales?entries.
·
Depending?on?size?of?account,?may?take?on?a?lead?role?or?support?the?Senior?Account?Executive.
METRICS?/?PERFORMANCE?MEASURES
?Revenue?retention
(renewals?&?backlog)
?Revenue?growth?(
up-sell
,?new?)
?Accounts?receivable
?Account?profitability
?Client?satisfaction
QUALIFICATIONS
Required?
·
Bachelor’s?Degree
·
5?to?10
years?of
account?management
experience
·
Strong?knowledge?of?Acxiom’s?products?and?services
·
Proven?track?record?of?meeting/exceeding?goals?involving?
add-on
deals
and?maintaining?install?base?within?large,?complex?organizations
·
Ability?to?establish?VP,?SVP?and?C
-Suite
level?relationships
·
Ability?to?oversee?a?book?of?business?generating?annual?revenues?of?$2M?to?$5M?or?comparable?complexity,?based?on?geography,?market?or?industry
Preferred
·
10-15
y
ears?of
account?management?experience?in
related?field
·
Master’s?Degree?in?relevant?field
·
Strong
industry?knowledge?
·
Experience?in?Marketing?and?Marketing?Technologies
,?including?data?insights,?analytics?and?digital?marketing?experience
·
Proven?success?in?managing?clients?with?multiple?lines?of?business
