Account Executive- WC

Client Services & Business Dev

Positions
1
Location
WC-Office

 

JOB TITLE: ACCOUNT EXECUTIVE

SUPERVISION RECEIVED: CLIENT SERVICES & BUSINESS DEVELOPMENT GROUP EXECUTIVE

EXEMPTION STATUS: EXEMPT

New Business Development

• Locate and secure business opportunities within new accounts 
• Work with Director of Sales to develop prospect list
• Research prospects and prospect’s industry to understand business objectives, challenges and opportunities with assistance of Director of Sales
• Work with Director of Sales to develop and drive plan of action for each prospect
• Cold call prospects to secure meetings and presentation opportunities
• Build and expand trusting, professional relationships with prospects
• Engage and lead internal teams in preparation for meetings and/or presentations
• Create and deliver capabilities presentations
Existing Account Relationships

• Grow business and expand reach within existing accounts
• Build and expand trusting, professional relationships with Clients
• Capitalize on every opportunity to understand Client’s products and services, business objectives, challenges and opportunities
• Work with Director of Sales to develop account plans
• Create and maintain Account Profile Document
• Engage and lead internal teams in preparation for meetings and/or presentations
• Continuously update Client by performing capabilities presentations
• Meet on a regular basis with Clients to discuss business plans and opportunities
• Collaborate with management, production, creative services and partners in the development of plans and programs to help Clients meet their business objectives
Proposal Process

• Direct the proposal process and team as defined in the proposal process document 
• Collaborate with the Producer and Creative Director on Client background, project requirements and Client budget expectations and margin targets
• Collaborate with Producer and Creative Director on Client messaging, creative development and pitch design
• Collaborate with Producer and Creative Director on staffing requirements and selection
• Set up input session and follow up meetings with the Client
• Provide the proposal team with all pertinent Client and project information
• Participate in proposal budget review prior to obtaining approval of COO or General Manager
• Manage all pitch meeting logistics including scheduling and confirmation of all pitch attendees
• Participate in pitch to the Client
• Follow up with Client on decision and communicate outcome to team
Production Process

• Support Producer in their management of the production process
• Collaborate with Producer and Creative Director to ensure complete understanding of project requirements, budget expectations, resource requests and deliverables
• Review internal budget with Producer and create Client budget  
• Review budget with Producer and Client and secure written approval
• Communicate with Client as needed regarding the progress of their project
• Offer creative input to Producer and/or Creative Director where appropriate
• Assist Producer in gaining Client approval for any overages if requested by Producer
• During event production participate in on-site rehearsals, serve as the Client liaison and meet daily with production team to review progress and discuss on-site needs
• During media and video production ensure that all deliverables are checked for quality prior to delivery to Client
Post Production Process 
• Collaborate with Producer on actualizing of budgets
• Conduct final budget review with Producer and Client
• Participate in post-project review with production and creative teams
• Participate in post-project review with Client
Office Responsibilities
• Ensure that accurate prospect, forecast, project and Client information including Account Profiles are entered and maintained in Project database.
• Create, update and distribute Project Overview to project teams throughout process and after Post Project Meeting
• Obtain signed master agreements and budgets, POs and/or SOWs for each project
• Ensure that Clients are invoiced in accordance with internal policies and Client agreements
• Ensure all Client invoices are paid in a timely manner
• Ensure all proposal and project elements are archived in Project database as described in the archiving checklist
• Enter all activities in ERP database throughout process
• Create and present case studies at staff meetings periodically
• Attend and participate in monthly Sales and Account Management meetings 
• Special projects as requested by Client Services & Business Development Group Executive
Skills, Knowledge & Abilities

• Strong knowledge of production industry 
• Ability to influence and persuade to achieve desired outcomes
• Strategic planning and creative problem solving skills
• Strong analytical, problem solving and negotiation skills
• Exceptional communication and presentation skills
• Ability to communicate effectively with all levels of management 
• Ability to work well under pressure in a fast paced, dynamic environment
• Ability to multitask and prioritize effectively
• Ability to effectively manage teams as well as work effectively
• as part of a team
• Passion for providing excellent service and quality
HOURS:  Office hours are 8:30 a.m. to 5:30 p.m., Monday through Friday (40 hours per week).  However, due to the nature and scope of the position days and hours may fluctuate. 
PHYSICAL REQUIREMENTS:  Ability to perform job duties that may include an average amount of lifting (+ or – 25lbs.), sitting, bending, stooping and standing is required.
TRAVEL REQUIREMENTS:  Heavy travel is associated with this position.  Travel for InVision related business is reimbursable at the amount allotted under state & federal guidelines.  
EDUCATION/EXPERIENCE:  This position requires a minimum of five years experience in a corporate communications or related field as well as a proven sales track record.