Sales / Account Management:
Recognize and develop business opportunities with new and existing clients. Build and maintain relationships throughout the client organization and at all management levels, and proactively develop ideas for how to take on and solve client business challenges.
Generates over $500,000 of client portfolio growth annually and manages core revenue of $5,000,000 or greater.
Ability to sell and communicate company’s entire suite of experiential marketing solutions – development and execution of strategy, design, production, deployment and management for events and exhibitions including related promotional, technology and digital products and services.
Lead all aspects of capabilities presentations, sales presentations, pitches and proposal generation for existing client base and prospects, including bespoke solutions for leading healthcare companies.
Clearly represent their client’s needs, while guiding internal teams with their knowledge and insights of the client and the client’s business throughout the project life cycle, from concept development through delivery and final billing. Provide oversight to the Account Team that acts as liaison between client and all company departments.
Provide oversight and support to all account related needs including but not limited to:
Property and graphic inventories
Job process issues
Show site expectations
Quality / Expectation
Pricing / billing
Ensure the team maintains project Work Order, Creative Briefs and Call Reports and communicates this information to all departments in an effective manner.
Represents Jack Morton at industry or skill specific meetings or conferences.
Travels approximately 30% of the time inclusive of client appointments, engagement of new client contacts and project delivery.
Financial Responsibility / Management:
Responsible for forecasting revenue opportunities along with presenting account resource planning and state of client on a periodic basis internally to Jack Morton’s executive team.
Must maintain and update all forecasting and budgeting information in the Work Order on a routine basis.
Travel for onsite-management of client and services. Demonstrate project and meeting fiscal responsibility in booking travel and ensure team members’ travel follows Company guidelines.
Responsible for meeting client account and team target margins.
Assure all costs/ items are accounted for in client quotes and invoices.
Review all account reconciliations with team.
Follow-up directly with client, as required, to resolve unpaid invoices (Collection and Agings) in a timely fashion.
Leadership:
Management of the client service team including, interviewing, hiring, mentoring and training, planning, assigning, and directing work; appraising performance and conducting annual performance reviews, rewarding and disciplining employees, addressing complaints and resolving problems.
Empowers team members and effectively delegates responsibilities while monitoring client relationships and satisfaction of projects being handled by team members.
Train and develop individual skill sets, expanding client service, sales, business, and marketing expertise.
Resolve problems / conflicts within team.
