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Director, Client Services
Advertising Industry Company
Cincinnati, OH, United States
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SUMMARY:
To work in conjunction with the Executive Director, Client Service and the entire Executive Leadership Team (ELT) to build and/or maintain strong relationships with our key senior client management. The Client Director will act as a conduit between IBC senior management, clients and internal account teams to provide strategic leadership that drives sustained revenue growth. The Director, Client Service has a solid line reporting relationship to either the Executive Director, Client Service or the VP, Group Client Director.
DESIRED QUALITIES:
Action Orientation Customer Focus
Business Acumen Flexibility / Adaptability
Communication Influencing / Persuading
Composure Information Gathering
Negotiation Problem Solving
THE ROLE:
◦ Client facing -understands the client’s business, markets, competition and customers and can articulate appropriate business solutions without assistance from the Executive Director or VP, Group Client Director.
◦ Owns senior-level client relationships, including potential C-Suite relationships.
◦ Owns and manages the client project process, (primarily “A” level clients) including offering proactive thought leadership, proposal development, and management of client expectations, ensuring scope is maintained.
◦ Leads, develops and implements internal and external workflow processes, linking the client expectations to the appropriate Company disciplines
◦ Effectively articulates our full service offering to the clients, both verbally and visually, and identifies new opportunities and solutions for organic growth
◦ Develops case studies and white papers to contribute to the overall representation of Company’s Consumer and Retail Brand Experience POV, as well as that of the Company network
◦ Contributes to the training of new Client Leaders and Sr. Client Leaders in project management, budget management, timeline development, billing and other PM/AL related activity, as well as internal training of other disciplines, including the facilitation of Academy modules.
◦ From a financial management perspective, monitors project labor versus budgets, develops financial forecasts on a monthly basis, completes billing process, and contributes significantly to the development of annual business plans and revenue forecasts
◦ Develops new proposals for additional services and issues project change notices for added services in a timely fashion; executes all consultant contracts prior to work being performed
◦ Co-author and track team progress against Work & Development Plans for direct reports, if applicable.
◦ Maintain and enforce account team best practices and processes as developed by the Executive Director, Client Service.
◦ Proactively promote Company internally and externally to maintain a high profile with the design community and other current and prospective clients.
REQUIREMENTS:
◦ BA or BS (or equivalent experience) in Business, Marketing, Advertising or a related degree. MBA encouraged but not required.
◦ Minimum of 8+ years of related experience in branding/agency or clearly transferable skills from client side of business
◦ Knowledge of basic financial principles
◦ Business savvy and independent judgment
◦ Superior leadership skills: ability to lead multi-functional teams on high-level project activity internally and externally.
◦ Fiscal management: ability to successfully manage all P&L-related activities and deliver on forecasts.
◦ Strategic thinking: ability to provide clients with proactive thought leadership on initiatives to build their business.
◦ New business skills: ability to generate new business within existing client relationships, as well as from new client sources in conjunction with our New Business Team.
◦ Outstanding client management skills: ability to set, lead, manage, and deliver on client expectations at various organizational levels.
◦ Outstanding oral and written communication skills: ability to actively listen to client, describe requirements/thoughts to internal staff and give feedback to both.
◦ Staff management: ability to effectively lead, coach, and train subordinates.
◦ Business leadership: ability to lead a significant portion of business at a high level of autonomy.
◦ Presentation Skills: ability to present complex information to various audiences in an effective and persuasive manner.
◦ Director-level experience on cross-category business in at least two different organizational areas with client exposure to demonstrate ability to leverage and apply learned knowledge.
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