Account Executive
Acxiom · Shanghai
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.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 Salesforce.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.
SUPERVISORY RESPONSIBILITIES
None
METRICS / PERFORMANCE MEASURES
- Revenue retention (renewals & backlog)
- Revenue growth ( up-sell, new )
- Accounts receivable
- Account profitability
- Client satisfaction
RECRUITING INFORMATION
Specific hiring needs may vary by location, industry, client, internal department and other business related factors. The qualifications section lists examples that may be used as guidance when populating required and preferred skills sections of recruiting requisitions / job postings.
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 years 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
- Experience selling with Acxiom competitors (Experian, Epsilon, Merkle, etc.)
- Proven success in managing clients with multiple lines of business
Any reference to years of experience should be disregarded in the UK
Travel %
- Ability to travel 25 to 50%
Additional Locations (if applicable):
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