Account Director

EMAP Publishing Limited; London; Hybrid; GBP 30,000 - 60,000; Full time

Job description

• Business: emap
• Brands: Local Government Chronicle (LGC)
• Base Location: Fleet street, London / Hybrid (minimum 2 days in the office)
• Employment Type: Full time, Permanent
• Salary: £ DOE + Bonus

Trading as emap for its B2B division, Metropolis International is a fast-growing business, privately owned Media Group with over £50m of annual revenue, structured in two divisions – consumer media, and business-to-business media. In both parts of the business, we run print magazines, digital content and both face-to-face and virtual awards, conferences, and other events. Metropolis is actively looking at acquiring more media businesses. We employ over 480 people in offices in West London, Croydon, Fleet street, Devon and Dublin.

Local Government Chronicle (LGC) is the title for the most influential people in and around local government.

We are the business intelligence service for the decision makers overseeing billions of pounds of public money who are leading the drive to ensure the wellbeing and prosperity of the residents of UK towns, cities and counties.

We continuously innovate to ensure that we are meeting the changing needs of our audience. The events have an excellent reputation and are well received in an extremely competitive market.

Sponsorship is drawn from firms who target senior decision makers in the local government professional services. Client sectors are wide-ranging and may include leading firms in finance, insurance, technology, construction, facilities, management consultancy and transportation.

The Role

Your Responsibilities:

• Relationship Management
• Maintain regular contact with your clients through email, face-to-face visits and telephone contact
• Build excellent working relationships to increase client spend
• Produce regular performance reports (calls, visits, actions, and outcomes) for the Sales Director
• Sales Performance
• Implement a personal sales plan to maintain and optimise your territory pipeline
• Monitor, report and deliver on revenue goals, and to exceed sales targets
• Observe best practices of sales process and order management on the company CRM
• Collaboration
• Be team-oriented; partner with colleagues to ensure your client expectations are met
• Be open and communicative; share in success of others and support them to overcome challenges
• Personal Development
• Work to gain understanding of market trends to improve comprehension of your clients’ needs
• Be motivated to learn new skills and to adopt more sophisticated selling styles
• Monitor market and competitor developments to inform sales strategy
• Brand Management
• Brand focus beyond sales – supporting initiatives beyond personal remit and revenue responsibility
• A source of knowledge across the business, sharing, supporting and coaching colleagues
• Taking the sales planning to the next level by driving new product development and revenue acceleration projects involving multiple stakeholders from various departments
• Influential Persona
• Professional – a strong example of attitude and behaviours that need to be demonstrated to all sales staff on how to be successful
• Key influencer across team and wider business, supporting the Sales Director in a leadership role
• To be a recognised face of the brand owning strong relationships across the industry

Your Purpose:

• To ensure maximum revenue generation across the portfolio of events, media services and marketing solutions through management and growth of key accounts, and the development of new business.
• To exceed quarterly and annual revenue targets
• To prepare a plan and tactics for your sales territory
• To ensure regular contact with clients and to respond to their needs
• To closely monitor competitor activity and understand the market forces affecting the sector
• To be the recognised face of LGC across customer types in the specified territory

Your Tasks:

Day to day tasks will include management of client-facing campaigns and ongoing client liaison:

• Client Relations
• Lead Generation
• Prospect Nurture
• Opportunity Identification
• Sales Data Management
• Ongoing Account Management for Revenue Renewal
• Appointment Setting
• Proposal Creation
• Email Marketing
• Event Attendance & Follow Up
• Market Research

Qualifications and Experience:

• 5+ years in sales of B2B marketing services
• Strong understanding of solutions, including events, advertising, and demand generation
• Proven track record of achievements, meeting targets and revenue growth
• Experience selling to diverse clients in various market sectors
• Experience selling high-value integrated packages and developing long-term client relationships
• Equally comfortable with adopting new business (hunter) and account management (farmer) approaches.
• Familiarity with local government services is advantageous but not mandatory.

What we offer

Learning & Development:

At emap, we believe that employee learning and development are the key drivers of our success. To ensure continuous growth and meet the ever-changing demands of the workplace, we provide an environment that fosters continuous development for our employees.

Our employees are encouraged to identify their areas of personal and professional development aligned with our strategic areas, including management development, health, safety & wellbeing, sales, events management, marketing strategy, editorial, and information technology. We have a structured framework designed to help equip our employees with the necessary knowledge, skills, and behaviours to excel in their job roles, contributing to achieving our organizational objectives.

To support our employees’ career development, we have designed specialized programs, as well as other stand-alone role-specific and generic courses, under the emap academy.

Benefits: emap is part of Metropolis Group. Together we are committed to providing a happy and healthy place to work, so we offer fantastic benefits and perks to our employees.

• 25 days of annual leave, with the option to buy or sell additional days. Pro-rata for part-time employees.
• One additional day of leave per year- Celebration Day
• Health plan
• Life assurance
• Private virtual GP access
• Seasonal flu jabs available at the office
• Continuous learning & development opportunities
• In-house Excellence Awards and other innovation projects
• Cycle-to-work scheme
• Discounted gym memberships
• Retail discount vouchers
• Rail season ticket loans
• Pension scheme
• One paid volunteer day per year
• Annual Summer & Winter Celebrations
• Work from home during August
• Income protection and more

Privacy: Metropolis Group respects the privacy of every person for whom we have personal data. We comply with data protection legislation such as the Data Protection Act 1998 and the General Data Protection Regulation which regulates the processing of data and ensures that your data is processed fairly and lawfully, is kept secure and only that data necessary for any processing is kept. You can see our privacy policy at www.metropolis.co.uk/privacy.

Diversity and Inclusion: We are an equal opportunity employer and value diversity and inclusion. All applicants will be considered for employment without attention to race, age, religion or belief, pregnancy and maternity, marriage and civil partnership, sex, sexual orientation, gender identity, national origin, or disability status.

How to apply: Please submit your CV and covering letter. Due to the volume of applications, we receive, we are unable to give individual feedback at the application stage, however if you are successfully shortlisted you will be contacted within 10 working days of your application.