Senior Director, Client Development

Job Description

The Sr. Account Director is responsible for the overall leadership of a specified client relationships/businesses including the development of strategic plans, overseeing the execution of plans and program elements, and financial management.

The Sr. Account/Director is expected to lead the business, from the highest level of strategic planning to the execution and implementation of those marketing plans. The Sr. Account/Director strives to add value to the client’s business, working through the Epsilon Client Teams thereby making himself/herself an invaluable member/partner of the client’s business team. The Sr. Account/Director is responsible for profitably building the business on which he/she works, by identifying new project and business opportunities.

Position Responsibilities :

The responsibilities for the Sr. Account Director fall into the following categories:

Collaboration and Consultation Know your client/agency. Work collaboratively with them and their Publicis agencies to ensure the best strategies and integrated plans possible.Lead your client. Constantly educate your client in the areas of Loyalty, CRM, digital consumer experience and data-driven marketing. Provide a point of view and recommendation on a plan/course of action. Be a go-to source for advice and counsel.Extend your client relationships. Understand the core competencies to cross sell and expand Epsilon’s sphere of influence within the client organization.Connective tissue. Support agency in aligning Epsilon growth initiatives with overall Publicis Power of One value proposition. Account Leadership Develop annual account plans for all assigned accountsFormulate account specific service tactics, utilizing team orientation in support of the account planDirect the cross-functional team’s effortEnsure service levels and tactics are keeping with strategic goalsMonitor and direct expansion of management relationships with the client and the agencyDevelop the account relationships for long-term associationDevelop relationship with the agency leadership and drive thought leadership for Epsilon product and services opportunities.Service accounts personally and directly, updating and including the Sr leaders when appropriateAcquire client assignments. Define, clarify and focus direction.Understand when to pull in other cross-functional experts and guide their contribution, leveraging your knowledge of the client’s businessLead the development of any long-term account or related industry strategyAdd value, expertise and knowledgeLook to develop client relationships at the senior level working with Agency teamsProactively grow client businessProvide guidance and input on strategic content development and storytelling that aligns with Client’s goals and overall business objectives Project Direction Develop, investigate and initiate project opportunitiesGuide cross-functional team to ensure flawless execution of, tech platform utilization (discovery and prospect), data-enablement projects and CRM plansCommunicate the client request to the appropriate internal teams and individuals. Develop a close and effective working relationship with the Platform, Strategy and Campaign Execution teams.Define and communicate timing and budgetEnsure high levels of accuracy across all aspects of the businessShape and manage client direction where needed, ensuring the internal team and agency has a clear understanding of deliverables and is set up for success, while also assisting with the coordination and completion of the high-priority strategic deliverables to the executive team by set deadlinesFollow-up and where needed, act directly to ensure client satisfactionProvide continuous contact communication with the client, across appropriate levels, as well as with internal managementFurther progress on active and net new strategic initiatives in coordination with business leadsEvaluate product quality on an ongoing basis and collaborate with the team to recommend actions to address gaps Financial Management Responsible for the financial contributions of assigned clients business including revenue, resource allocation/expenses, invoicing, collecting bad debt, margin improvement, contract negotiations/developmentIdentify, align, and track performance of Epsilon programs tied to client KPIsDeliver on preset gross profit objectivesCoordinate project estimates internally and gain client approval on pricingManage internal project costs against budgets

Successful Sr. Account Directors set the standards in these areas:

Strategic Thinking – Provide a thorough knowledge of strategic dynamics across multiple business categories and situations so as to represent solid thought leadership to clients. The role provides insights and strategic direction for individual teams, giving parameters from which to approach assignments and develop strategic plans and a point of view/recommendations, using analytic skills and all available data tools. The role fosters the organization’s point-of-difference as leaders in strategic thinking and out-of-the-box problem solving in relation to the industry and client’s expectations. Make regular contact with Clients with the purpose of relationship building or maintenance. Proactively identify potential pain points before they escalate. Strategic Planning: you will lead strategic planning for key business initiatives across scopes to ensure client deliverables are the core focus of the team. Identity gaps or delays early and work collaboratively to develop solutions quickly. Idea Champion – Lead the new idea development component within the group and champion ideas, approaches and opportunities both internally and with clients and agency. The Senior Account Director/ Sr. needs to challenge the team to think differently about their respective businesses and can work with the team to identify, cultivate and fully develop sound ideas that can help nurture or grow client relationships by meeting/exceeding client’s expectations. Identify opportunities for growth in business and revenue through local client engagement and ongoing awareness of potential strategic development. Team Leaders – Bring resources together to collectively work against a client’s business objective. They must be strong team builders who foster camaraderie in a positive, nurturing environment. The Senior Account Director coaches, mentors and teaches as they demonstrate the ability to grow businesses, careers and the organization’s bottom line. 

Position Requirements:

Bachelor’s Degree preferred A minimum of ten years of strong CRM/Loyalty and Data-driven Marketing Martech Platform experience, with Automotive experience preferred. Demonstrate understanding of the essentials of loyalty, CRM, digital media and marketing including prior experience in loyalty program construct and/or administration, email/SMS/mobile push and digital media channels, campaign planning and management, consumer database and data enablement, consumer experience/journey design, and/or data-driven media experience. A track record of profitable application of SaaS solutions in the loyalty and/or CRM space The ability to drive and/or assist in the steps necessary to get various programs launched. Possess strong strategic planning, project management, communication and executional skills. Must possess excellent presentation skills and experience presenting concise and compelling content to senior client contacts (VP, SVP, C-suite) The ability to drive and/or assist in the steps necessary to get various strategies implemented The ability to interface and communicate with the client, building a relationship based in trust and respect and becoming a trusted advisor for your client The ability to meet or exceed client expectations in the area of account management and development, industry/category/brand knowledge with a good understanding of industry channels and market conditions Should have high standards, a strong work ethic and be able to function autonomously, while retaining team membership and spirit. Detail-oriented, yet with the ability to see the bigger picture Thorough and accurate communication ability Ability to manage multiple priorities with strong organizational skills Proficiency in Microsoft Office programs

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