Title: ACCOUNT EXECUTIVE
Location: Michigan-Southfield
The Account Executive (AE) is the ultimate client owner for assigned account(s). Focused on solutions that solve client business problems, the AE is accountable for client satisfaction, revenue growth and profitability. As an industry expert and marketer, the AE has responsibility for all client services within Acxiom (account management, sales, lines of business, delivery, technology services) in the solution creation and execution of the account strategy.
DUTIES AND RESPONSIBILITIES:
* Responsible for documenting and executing on a long term account strategy that is updated routinely resulting in growth, profitability, superior client satisfaction, improving Acxiom product penetration through solving client problems as well as selling into client's lines of business opportunities.
* Responsible for profit and loss in assigned account(s).
* Profit and loss responsibilities include forecasting, planning and budgeting.
* Reviews financial statements, marketing, sales and activity reports, and other performance data to measure productivity, ensure goal achievement and to determine areas needing cost reduction, increased profitability and account improvement. (These reports include but are not limited to: revenue, profitability, direct contribution, sales force tracking, travel and entertainment expense management.)
* Develops and improves executive level relationships within assigned account(s).
* Leads the Acxiom-Client relationship by providing consultation and expertise by aligning client business needs to products, solutions and services offered.
* Responsible for creating and executing a relationship management plan for all key executives (account, marketing, delivery and technical).
* Serves as a Subject Matter Expert in assigned industry vertical/account segment in order to positively affect business objectives.
* Assists Vice President of Account Management in defining industry strategy and service offerings.
* Works with lines of business in establishing and implementing overall account plan.
* Approves product and solution pricing based on established standards for profitability.
* Communicates solution and product gaps to appropriate lines of businesses.
* Drives contract negotiations within assigned account(s).
* Responsible for engaging sales, lines of business and delivery regarding new sales, account growth and contract renewals as appropriate.
* Manages sales pipeline and monitors sales force tracking tool (SFDC) to ensure accuracy and execution.
* Owns creating accurate forecasts for assigned account(s).
* Works closely with the company matrix leadership (Delivery, Technical) to orchestrate all business solutions and opportunities.
* Maintain ultimate responsibility to ensure solutions are implemented and projects are completed on budget, in scope and on time.
* Responsible for driving consent for offshore delivery.
SUPERVISORY RESPONSIBILITIES:
* Creates and implements a Talent Management Plan for assigned account(s) focused on coverage and upgrading talent.
* Recruits, hires, coaches, mentors, trains and retains Account Managers and Delivery Executives.
* Assigns and holds Account Managers accountable for designated quota/goal attainment.
* Monitors progress toward targets. Ensures Account Managers' responsibilities including, Account Business Plans, client quarterly business reviews and Sales forecasting accuracy.
* Helps Account Managers drive transactions, resolve client issues and increase ability to craft solutions.
* Provide matrix leadership to all resources (delivery, lines of business, sales and IT) assigned to account(s).
* Provides clear specific feedback to Acxiom"s Product Managers to ensure that products are developed in line with the needs or our clients and the markets.
Qualifications/Requirements:
* Demonstrated track record of sales attainment into the Federal Government.
* Experience in selling data / database solutions.
* Experience using a stage-based sales methodology.
* Client presentation skills.
