Reporting directly to the Commercial Director, the HoG&R holds the responsibility to renew, grow and develop revenues from the existing memberships client base.
Managing the top tier membership accounts and identifying potential growth areas, the HoG&R will work across both brand and agency clients driving through key renewals and constantly looking to increase spend through larger geographical deals, additional product offerings, and excellent customer journey management.
Typically the HoG&R will be expected to maintain a renewal rate of a minimum of 80% YOY along with strategic upsell targets and growth KPIs against specific accounts.
You will work mainly with the Commercial Director, the Customer Success team and the Business Developments teams both in London and NYC and will also be expected to develop effective working relationships with your peers in Sales Management and other senior leaders at the company.
Some International travel will be required as part of the role as and where required & appropriate.
Responsibilities and Key Performance Indicators
Responsible for the existing memberships client base at our client, their development, growth, and crucially, their renewal
Create and execute strategic plans for each key membership account ensuring the customer journey is built for success and all wider sales opportunities are explored
Maintain an ongoing relationship with various internal stakeholders for each account, and through this, grow accounts by identifying intelligent upsell opportunities and potential interest areas from your clients
Achieve the minimum renewal rates and upsell targets set by the business
Act as an ambassador for the agency, creating meaningful professional relationships across our key membership accounts to ensure continuity and safeguarding of major revenue lines
Work with the customer success team to schedule onboarding and client training for key accounts, while planning for additional sales opportunities.
Work with the Commercial Director to plan initiatives and marketing opportunities for existing key accounts to further safeguard membership revenue line
When appropriate, recruit, train and develop a commercially minded Growth and Retention team
Deep understanding of the global marketing landscape
Proficient in Microsoft office
Excellent negotiating skills
Budget management and forecasting
People skills - a natural communicator and excellent relationship builder at Director and C level
Highly confident in presenting, constructing engaging powerpoint decks to win new and larger deals
Highly motivated, a self-starter but also a team player.
Strategic capability, long term vision, excellent reporting and proposal writing, and an eye for detail
Excellent sales manager, able to recruit, train and develop teams
Proficient in coaching
5-10 years sales experience, preferably within the marketing industry dealing with both client-side and agency
Proven success in achieving sales targets, winning new business and developing deals with multiple senior stakeholders
Experience and proven success managing and developing Key Accounts
A passion for the creative advertising industry
BA Hons / Masters preferred but not essential