Senior Account Manager

About the role

At Jack Morton, we design and build head-turning, smile-inducing, impact-driving brand experiences that redefine what experiential marketing can achieve. We help our clients unlock the full value of experiences by turning bold ideas into meaningful connections. That takes a team that's bold, curious, and acts as one. We build on each other's ideas, challenge conventions, and show up for one another every day. Here, you'll do your best work, grow quickly, and partner across clients, disciplines, and global teams to bring new ideas to life. This is a place where curiosity drives what’s next, boldness raises the bar, and every win is shared. Where ownership is expected, egos are left at the door, and the work reflects the passion and talent of the people behind it. Experience without limits—in your work, your growth, and your impact.

A Senior Account Manager is responsible for maintaining and growing profitable revenue for assigned Jack Morton clients as it relates to their Experiential Marketing portfolios. A Senior Account Manager supports Jack Morton Account Directors on the strategic aspect of the client relationship and manages tactical aspects of project deliverables. The Senior Account Manager takes all appropriate and necessary actions to ensure clients regard Jack Morton in high esteem and have significant confidence in the support provided. Ability and desire to coach Account Managers & Account Coordinators in areas of expertise.

Responsibilities

• Support and provide leadership regarding the management of your assigned clients' Experiential Marketing portfolio.
• Serve as the lead Account Manager and primary point of contact with Impact XM clients on project deliverables as it relates to Account Management.
• Engage Global Estimating when required and support estimating efforts where appropriate.
• Prepare high-level written correspondence and proposals to clients & client leadership.
• Prepare workback schedules and project plans, communicate action times to supporting personnel, monitor adherence to deadlines.
• Possess mastery level operational knowledge of Jack Morton systems, tools & processes as it relates to project workflow, engage and manage effectively.
• Drive collaboration with Jack Morton Fulfillment Centers, Operational departments & personnel to ensure project deliverables are completed effectively and efficiently.
• Collaborate with Jack Morton Field Services to effectively manage required show services and schedule Installation & Dismantle labor for your projects.
• Observe deadlines, prioritize workload, and operate under limited time constraints.
• Manage approval processes and ensure all solutions follow abide the show-specific rules & regulations.
• Act as liaison between clients, agencies, appropriate 3rd parties, and all Impact XM departments.
• Work effectively and demonstrate respect for colleagues at all levels and consistently contribute to a positive work environment.
• Proficient in Microsoft Office in order to prepare client correspondence, proposals, and presentations.
• Utilize Jack Morton systems to document and communicate project details, activities, and actions.
• Able to manage multiple large clients (each +$500K annual revenue).
• Manage projects simultaneously from start to finish (from creative development, to proposal approvals, to implementation, to reconciliation).
• Consistently demonstrate ability to support problem-solving efforts when challenges or concerns arise.
• Recognize and support development of new business opportunities with existing clients.
• Build and maintain relationships with the clients that we support.
• Elevate new prospect opportunities to sales leadership.
• Proactively contribute ideas to projects and regularly make recommendations to client contact and Account Director on how to strengthen our relationships.
• Drive internal brainstorming sessions by offering ideas on project deliverables.
• Participate in capabilities presentations, sales presentations, pitches, and proposal generation for existing client base and prospects.
• Clearly represent their client’s needs while guiding internal teams with their knowledge and insights of the client and the client’s business throughout the project life cycle, from concept development through delivery and final billing.
• Manage all account-related needs including inventories, show site expectations, quality assurance, estimating, proposals & invoicing, and project documentation.
• Travel approximately 30% of the time, supporting client deliverables; global travel may be required.
• Forecast client financial activity with Impact XM on a 12-month rolling calendar.
• Maintain and update project information, including financial within Impact XM systems.
• Demonstrate project and meeting fiscal responsibility.
• Monitor and ensure consistent delivery of ≥40% gross margin on average.
• Responsible for estimating repeat projects; working with Global Estimating on new builds, large activations, or specialty projects.
• Ensure all costs/items are accounted for within Impact XM systems, client quotes, proposals, and invoices.
• Review all invoice drafts for accuracy prior to billing.
• Follow-up directly with the client, as required, to resolve unpaid invoices in a timely fashion.
• Contribute & develop regular business review reports with Account Director & Sales Leadership.
• Identify areas of personal expertise and share learnings with Global Account Management.
• Train and develop individual skill set, expanding client services, business, and marketing expertise.
• Coach Account Managers & Account Coordinators in areas of expertise.
• Resolve problems/conflicts within the organization where appropriate.
• Complete all work and responsibilities with minimal supervision and direction.

Qualifications

• Bachelor's degree (B.A. or B.S.) from a four-year college or university; and 2+ years’ experience as an Account Manager or similar experience successfully executing projects and programs and/or training; or equivalent combination of education and experience.
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
• Ability to write reports, proposals, and business correspondence.
• Ability to effectively present information and respond to questions from groups of Company employees and managers, customers, and the general public.
• Ability to work with mathematical concepts such as probability and statistical inference.
• Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
• Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Skills

• Passionate about working with people and be customer-centric.
• Experience in the face-to-face experiential marketing or a creative solutions-based agency.
• Thrives in an entrepreneurial and independent environment.
• Is impervious to limits or roadblocks.
• Embodies flexibility, open-mindedness, and receptivity.
• Actively works out solutions.
• Identifies value in being part of a team and ability to effectively collaborate.
• Effective communication skills, including the ability to make effective and persuasive presentations; prepare written documentation including proposals, quotations, and letters; maintain accurate and complete client and project files.
• Ability to develop excellent rapport with existing and prospective clients.
• Demonstrates a good “business sense”.
• Exhibits the ability to multi-task, sell, and operate under severe time constraints and deadlines.
• Good organization, detail, and follow-up skills with the ability to manage and reset priorities in a rapidly changing environment.
• Solution-oriented.
• Pharmaceutical experience, including an understanding of additional processes and requirements, a plus.
• Global and digital experience are highly desired.

Physical Demands

• Regularly required to sit and talk or hear.
• Frequently required to stand for long periods of time; walk long distances; use hands to finger, handle, or feel, and reach with hands and arms.
• Occasionally required to climb or balance and stoop, kneel, crouch, or crawl.
• Must occasionally lift and/or move up to 10 pounds.
• Specific vision abilities required include the ability to adjust focus.