Account Director

Reporting to (job title): Commercial Director and Head of the Member Insight Team

Objective of role: The Account Director’s key objectives are to:

1. Manage a portfolio of key accounts to secure renewals and to grow the value secured from the accounts.
2. Deliver against renewal and upsell targets for the portfolio.
3. Work with the Commercial Director to develop and implement a set of bespoke plans to ensure we maximise engagement from and deliver value to those accounts identified within the portfolio.
4. Be able to define the business benefit members derive from engagement and how we support their objectives.
5. Support the continued growth of our sponsorship pipeline for our high-profile events.
6. Work with the Commercial Director and colleagues to support new member acquisition and additional revenue generation opportunities.
7. Build relationships at various levels within our accounts with a particular focus on ‘internal’ account managers and senior executives.
8. Ensure all data and insight is effectively gathered and recorded in the CRM.
9. Act as a champion for the portfolio of accounts internally and with key stakeholders ensuring that member interests are well represented.
10. Establish the profile of TheCityUK as a ‘best in class’ account and relationship management business.

Key Activities & Responsibilities

Key Account Planning and Management

1. Meet agreed targets for member retention in the allocated portfolio and implementation of fee structure.
2. Meet targets for upselling products and services to the allocated portfolio.
3. Ensure timely payment of membership invoices for reporting to the Board of Directors.
4. Implement the key account strategy, engaging with key stakeholders across our members.
5. Gather information and insight for each of the allocated accounts into key account plans and onto the CRM.
6. Build key account plans for agreed accounts to include objectives and milestones for the account.
7. As a member of TheCityUK’s Member Insight Team, ensure that account management fulfils the objectives set out in the strategy and business plan.
8. Ensure the ongoing gathering and communication of insights from key accounts to drive a better understanding of their needs.
9. Produce regular and clear management reports on the main activity across accounts with an emphasis on the renewal process.
10. Wherever possible, ensure that we report the value of engagement to our key accounts.

Relationship Management

1. In addition to building relationships within key accounts, develop and manage internal relationships to ensure the appropriate resource is available for key account activity and all relationships are effectively managed including acting as the voice of members.
2. Build relationships with key third parties and stakeholders who can be influential in delivering the commercial and strategic objectives of TheCityUK.

Creating Value and Business Development

1. Working with the Commercial Director, to add value to our proposition by identifying member value and delivering against it.
2. To work with the Commercial Director to identify opportunities to grow the offering through either extending the current activities or considering new business opportunities.
3. To support the development of new sponsorship propositions at our high-profile events including development, managing, and closing of pipeline of opportunities.

General

1. To act in accordance at all times with TheCityUK values: Rigour, Agility, Teamwork, Impact, Respect.
2. To be an advocate of the industry and the work of TheCityUK, able to articulate our proposition and benefits for the industry.
3. To contribute to and be an advocate of best-in-class account management practice throughout the business.
4. To have a comprehensive and up-to-date knowledge of TheCityUK’s business and activities.
5. Assess workload and priorities to ensure we maintain focus on the priority objectives.
6. Undertake any other duties which may reasonably be requested and are commensurate with the post.

Key Relationships & Interfaces

Internal:

• TheCityUK’s CEO
• TheCityUK Member Insight Team
• TheCityUK’s Leadership Team, Senior Management Group and other colleagues
• Advisory Council members
• Board of Directors members
• Chair and members of TheCityUK’s key committees

External:

• Key contacts within member organisations and representatives
• Key industry bodies and individuals
• Other external influencers as appropriate to develop TheCityUK’s commercial proposition

Person Specification

1. Proven expertise in an account management role ideally in financial services and/or trade body organisations.
2. Commercial focus – proven experience of growing accounts and identifying new business opportunities.
3. CRM experience.
4. Good relationship building and interpersonal skills. This role is working within the highest levels of Financial Services.
5. A robust and up-to-date understanding of the wider financial services industry including the key issues affecting member’s businesses across market issues, regulation and politics.
6. Strong communication and written skills.
7. Experience of working in a matrix environment, with developed processes to manage own activity.
8. Degree desirable/relevant experience.

Please ensure to state your salary expectation when applying for this role.

Values at TheCityUK

These core set of values are essential for effective performance in our company and provides a common purpose as to how we deliver our work on a daily basis:

TheCityUK is the industry-led body representing UK-based financial and related professional services. We champion and support the success of the ecosystem, and thereby our members, promoting policies in the UK and internationally that drive competitiveness, support job creation and enable long-term economic growth. The industry contributes 12% of the UK’s total economic output and employs over 2.4 million people – with two thirds of these jobs outside London across the country’s regions and nations. It pays more corporation tax than any other sector and is the largest net exporting industry. The industry plays an important role in enabling the transition to net zero and driving economic growth across the wider economy through its provision of capital, investment, professional advice and insurance. It also makes a real difference to people in their daily lives, helping them save for the future, buy a home, invest in a business and manage risk.

TheCityUK is committed to equal opportunities for all applicants regardless of race, gender, age, disability, religion, sexual orientation or gender.

We are proud to be a disability confident committed employer and, as such, all disabled applicants who meet the minimum requirements of the job as set out in the job description and person specification will be guaranteed an interview. Please advise at application stage or discuss in more detail at careers@thecityuk.com