Torchora
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Key Responsibilities and Required Skills for Executive Account Director

💰 $150,000 - $250,000+

Account ManagementSalesLeadershipMarketingAdvertisingClient Services

🎯 Role Definition

As an Executive Account Director, you are the strategic linchpin for our most critical enterprise accounts. You will be more than a manager; you will be a trusted advisor to C-suite executives, an architect of long-term account strategy, and a commercial leader responsible for the overall health, profitability, and growth of your portfolio. This pivotal role requires a blend of sharp business acumen, inspirational leadership, and a deep understanding of the client's industry to drive transformative outcomes and solidify our position as an indispensable partner.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Senior Account Director
  • Group Account Director
  • Business Development Director

Advancement To:

  • VP of Client Services
  • Group VP of Accounts
  • Chief Client Officer (CCO)

Lateral Moves:

  • VP of Strategy
  • VP of Business Development
  • Managing Director

Core Responsibilities

Primary Functions

  • Act as the senior-most relationship owner and strategic counsel for a portfolio of key enterprise clients, cultivating deep, trust-based partnerships with C-suite and executive-level stakeholders.
  • Develop and execute comprehensive, multi-year account plans that align our solutions with clients' core business objectives, identifying opportunities for expansion, retention, and mutual growth.
  • Own the complete financial lifecycle of the account portfolio, including P&L management, revenue forecasting, margin analysis, and contract negotiations to ensure profitability and sustainable growth.
  • Lead, mentor, and inspire a cross-functional team of account managers, strategists, and project managers, fostering a culture of excellence, collaboration, and continuous professional development.
  • Serve as the ultimate point of escalation for critical client issues, demonstrating exceptional problem-solving skills and executive presence to navigate complex challenges and preserve client satisfaction.
  • Architect and present compelling, high-impact quarterly business reviews (QBRs) and annual strategic meetings that showcase value, articulate ROI, and map future engagement opportunities.
  • Drive organic growth by proactively identifying and qualifying new business opportunities within existing accounts, leading the development of proposals, statements of work (SOWs), and commercial terms.
  • Collaborate closely with internal leadership across Sales, Strategy, Creative, and Operations to ensure seamless resource allocation and the flawless delivery of integrated solutions.
  • Function as the "voice of the customer" within our organization, translating client feedback and market intelligence into actionable insights that inform product development and service innovation.
  • Maintain an expert-level understanding of the client's industry, competitive landscape, and market trends to provide proactive, insightful recommendations that position them for success.
  • Champion the strategic vision for the account, ensuring all day-to-day activities and project deliverables are directly aligned with the client's long-term strategic imperatives.
  • Oversee complex contract renewals and Master Service Agreement (MSA) negotiations, partnering with legal and finance teams to secure favorable terms that mitigate risk and maximize value.
  • Guide the development of innovative, integrated marketing and communication strategies for clients, ensuring our solutions are cutting-edge and deliver measurable business impact.
  • Establish, monitor, and report on key performance indicators (KPIs) and success metrics for the account portfolio, holding both the client and internal teams accountable for achieving targets.
  • Partner with the new business development team to identify and pursue strategic prospects, lending senior-level credibility and strategic insight to high-stakes pitches.
  • Direct the overall quality of work and service delivery across the account team, setting a high bar for strategic thinking, creative output, and operational efficiency.
  • Build and manage a detailed revenue and resource forecast for the account portfolio, providing accurate and timely updates to executive leadership to inform business planning.
  • Foster a strong network of senior-level contacts within the client's organization and the broader industry to facilitate strategic connections and uncover new avenues for partnership.
  • Lead internal account planning sessions and workshops to align the team, brainstorm creative solutions, and prepare for key client interactions and deliverables.
  • Act as a key member of the agency's or company's leadership team, contributing to overall business strategy, process improvement initiatives, and corporate goal setting.
  • Drive the adoption of new technologies and methodologies within the account team to enhance efficiency, collaboration, and the overall quality of client service.
  • Ensure absolute compliance with all contractual obligations, service level agreements (SLAs), and internal policies related to your client portfolio.

Secondary Functions

  • Participate in the recruitment, interviewing, and onboarding of new talent for the client services department.
  • Develop and deliver internal training sessions on topics such as strategic account management, client communication, and commercial acumen.
  • Contribute thought leadership content, such as white papers, blog posts, or speaking engagements, to elevate the company's brand profile.
  • Mentor junior and mid-level account staff outside of your direct reporting line to support broader departmental growth.

Required Skills & Competencies

Hard Skills (Technical)

  • P&L Management & Financial Acumen
  • CRM Software (e.g., Salesforce, HubSpot)
  • Strategic Account Planning & Frameworks
  • Contract Negotiation & Commercial Modeling
  • Advanced Presentation & Proposal Development
  • Project Management Methodologies (Agile, Waterfall)
  • Digital Marketing & Analytics Platforms (e.g., Google Analytics, Adobe Suite)
  • Revenue Forecasting and Pipeline Management
  • Market Research & Competitive Analysis
  • Development of Statements of Work (SOWs) and MSAs

Soft Skills

  • Executive Presence & C-Suite Communication
  • Inspirational Leadership & Team Mentorship
  • Strategic & Visionary Thinking
  • Complex Problem-Solving & Crisis Management
  • Consultative Selling & Relationship Building
  • Advanced Negotiation & Persuasion
  • Business Acumen & Commercial Awareness
  • High Emotional Intelligence
  • Adaptability & Resilience
  • Public Speaking & Compelling Storytelling

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree

Preferred Education:

  • Master of Business Administration (MBA) or related advanced degree

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Communications

Experience Requirements

Typical Experience Range: 12-15+ years of progressive experience in account management, client services, or a related field.

Preferred: Demonstrated track record of managing and growing a portfolio of Fortune 500 or equivalent enterprise-level accounts with an annual contract value exceeding $5M. Extensive experience in a leadership capacity within a marketing/advertising agency, consulting firm, or SaaS environment is highly desirable. Proven experience leading teams of 5 or more individuals.

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