Associate Account Director

Gorkana Group brings together the UK’s most recommended Media Database, Multi-channel Media Monitoring and PR Measurement services for PRs and marketers representing all kinds of organisations. Headquartered in the UK, we currently have offices in London and New York.

The company boasts an impressive array of products and the career opportunities are endless. For those with ambition and determination, this company could provide you with a great future.

SUMMARY:

The Associate Account Director will sit within the Relationship Management team and take full responsibility for a sub-set of the sector portfolio. They will be responsible for owning and maintaining the customer relationship across all of the Gorkana Group products. They will look to proactively grow the business within their portfolio by identifying and following up on cross-sell and up-sell opportunities.

PRINCIPAL DUTIES & RESPONSIBILITIES:

– Manage the full relationship across all products for a portfolio of customers within the specialised sector area.
o Portfolio of predominantly customers at group key level.
o Full R&D management of these accounts
o Commercial management of the whole relationship
o Effective handover of all relevant information to Feedback, CSE and Analysis Operations team
– Customer retention across monitoring and analysis in the portfolio
o Retain the targeted percentage of the value of monitoring and analysis business in the portfolio
o To drive price negotiation discussions with Commercial Controller and Finance Director for all products
– Subscription renewals
o Manage database renewals for all customers in portfolio.
o Manage bundled services subscription renewals for all customers in portfolio.
– Grow the business with existing customers
o Monitor database usage statistics and identify and follow-up on up-sell opportunities
o Track monitoring clip volumes (where not bundled) and identify and follow-up on up-sell opportunities
o Identify and follow-up x-sell opportunities into other Gorkana Group products
o Drive like for like sales in analysis services and to convert project clients to retained
o Identify options to bundle services and to maximise the revenue potential for clients within the portfolio
– Develop strong relationships with all customers in portfolio
o Frequent health check meetings over the phone and in person (as appropriate) as agreed in KPI’s
o Responsible for carrying out price negotiation discussions
o Invite relevant customers across all the products to attend Gorkana Group events
o Attend Gorkana Group events and maximise networking opportunities
o Invite relevant customers to suitable hospitality events (where appropriate)
– Early identification and mitigation of problems / concerns
o Liaise with sector CSE team (Monitoring and database), operations team for analysis, Group Customer Training Team and Group Customer Technical Support Team to understand problems customers have been having
o Escalate to involve AD and Sector Head as and when required

PERSON SPECIFICATION:

– Minimum 1-2 years of junior R&D experience
– In-depth product knowledge of database, monitoring, social media and analysis services (or willingness and capability to learn)
– Ability to understand customer needs across all the products and how the products interact
– Strong attention to detail to support early identification of potential problems and to identify opportunities
– Professional in both appearance and manner
– Genuine interest in taking on a relationship managing role
– Proven communication skills & confidence managing customers
– Strong written communication & presentation skills
– Good communicator and relationship builder
– Proven time management and organisation skills
– Comfortable working with both internal customer systems and sales platforms
– Able to work under pressure to tight deadlines when required
– Able to work independently but within a team environment
– Proactive person who will look to identify x-sell and up-sell opportunities
– Goal orientated, self-motivated individual who is keen to succeed in a commission-based environment

Alongside a competitive salary of up to £42,000 per annum + OTC of £15,000 p/a we also offer the following excellent benefits: Pension Scheme (up to 5% company contribution), 25 Days Holiday + 8 BH, 4 x Life insurance, subsidised canteen, Denplan, Season ticket loan, cycle to work scheme, Childcare Vouchers, gym subsidy, great training and development opportunities, excellent career progression and much more.

The Gorkana Group is an equal opportunities employer and all applicants who are eligible to work full time in the UK are welcome. The Gorkana Group is fully committed to treating all job applicants and employees fairly and equally regardless of their race, religion or belief, gender, sexuality, age or disability