Group Account Director - Surrey, BC | CREW Marketing Partners Inc. | | 10/09/18
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Group Account Director Full-Time

Location: Surrey, BC
Company Name: CREW Marketing Partners Inc. ()
Category: Account/Project Mgmt
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Purpose and Position Summary

The Group Account Director is the public facing leader for CREW in the Surrey / Lower Mainland area and will advance the strategic direction of CREW by:

  • Building and growing profitable client relationships
  • Sourcing and advancing new client opportunities for the Surrey office
  • Leading the superior performance of the Marketing team and their accounts
  • Ensuring that the strategies, campaigns, and deliverables are executed with excellence

Key Areas of Accountability:

Client Relationship Development

  • Assigns appropriate Marketing Services team member to participate in initial sales meeting with prospective clients as needed
  • Manages and develops the onboarding process of new clients, facilitating the hand-off from Business Development to the Marketing Services team in a way that is seamless, both internally and externally
  • Maximizes “share of wallet” growth by ensuring every client has a marketing strategy and that every Marketing Services team member has a plan for the client; proactively develops client relationships through early and regular phone check-ins, lunches, social events and connecting at various business events
  • Brings clients and prospects to CREW education and development opportunities where appropriate

Business Development

  • Actively engages with the Business Development team in developing new client business opportunities, making pitches when required, providing the strategic marketing perspective
  • Ensures business development targets are met or exceeded for the Surrey office
  • Manages the Business Development staff in their region of coverage, including performance reviews and other direct management functions
  • Ensures personal and departmental Business Development participation through attending second sales meetings, networking, and identification and management of new contacts

Marketing / Account Team Leadership

  • Builds, develops, and coaches the Surrey Business Development and Marketing Services team so they are fully competent in delivering high quality, value-rich products and services within the agency’s guidelines for project efficiency and client profitability
  • Implements a clear training plan, advancement path, and onboarding program for the department, with the ultimate goal of developing “rock-star” marketers
  • Provides input and guidance to Business Developers and Marketers in a way that supports the retention and professional development of each team member, ensuring each has a personal professional development plan and that plans are delivered on within the year
  • Teaches and coaches the marketing team on: Strategy Development using the CORE process, Marketing Execution, Project Management, Client Management and Relationship Building
  • Meets with Managers regularly on team member performance to address issues and concerns, and ensure formal review process takes place
  • Plans and coordinates department team building and bonding experiences
  • Meets regularly and informally with team members; communicates, and maintains accessibility that fosters team cohesion, and demonstrates visible and engaged leadership

Leadership and Administration

  • Allocates Marketing Services resources to appropriate client assignments and communicates to Business Development which team has the capacity to take on new clients
  • Establishes the annual Surreymarketing services targets by client, and quarterly “Latest Estimate” budgets
  • Communicates, monitors and holds Surrey Marketing teams accountable for targets and revenue forecasting and proactively communicates with Business Development and company Directors on progress/results
  • Ensures Marketing teams are adhering to the protocols and standards that are set from the Manager of Finance for reimbursable mark-up, client expense timing, invoicing
  • Develops a “flex force” Marketing team or other solutions to handle the swings in demand to ensure “approved” activities can be moved forward quickly
  • Builds a “virtual bench” of marketers to assist in the recruitment of the team
  • Continuously improves the Marketing Services and Business Development processes and organizational structure and how these teams interact with the Shared Services groups to ensure a highly efficient and effective operation

The People:

  • Reports to: Chief Executive Officer
  • Annual and Mid-Year Personal Development Plan Review
  • Direct Reports: Marketing Managers and Marketing Project Managers in Surrey office, Business Development team members in the Surrey office
  • Active participation and contribution to the Leadership Team and attendance at the Leadership Team meetings and off-sites
  • Feedback / Coaching:

Weekly 30 min 1-1 with CEO to review Priorities and Progress

- Monthly review on department performance from dashboard

Success Measurements:

  • Meet or exceed bookings and/or business development targets leading to recognized revenues
  • Meet or exceed topline revenue targets (Core and Share-of-Wallet) with existing clients;
  • Meet Share-of-Wallet targets which includes bringing new services to clients, all clients having strategic resets, calendars, budgets and KPI scorecards
  • Marketing Dept. Profitability (pricing + efficiency + Utilization Rates) ) on a contribution margin basis (including labour costs)
  • Outstanding Client Satisfaction and retention as measured by a Net Promoter Score
  • Employee retention rates are maintained or improved from the previous year
  • Marketing Services team is meeting a strong Efficiency Rate (100% or lower)

The Person:

Successful performance of the role will require:

  • Inspired and driven by helping entrepreneurs, organizations and people succeed
  • Strong personal alignment of the CREW values of Character, Relationship, Execution, and Wow
  • Detailed understanding of marketing strategy, marketing execution, and client management
  • Strong leadership in team building, communication, motivation, and people management
  • Ability to coach and train a team of marketers for effective client results
  • Vision of the industry, trends, and new innovation
  • Entrepreneurial mindset and curiosity
  • Bias for action and taking the initiative to meet targets
  • Ability to create annual plans and budgets and contingency plans to meet department goals
  • Administrative and analytic aptitude to find insights in the management of the department
  • Business degree (requirement) – preferred emphasis Marketing or Management
  • Agency, Consulting, Account Management experience (bonus)

Billable / Non-Billable: Non-Billable Administrative Position (75%), although some activities in the client strategy process client management process matters will be billable (25%

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