We’re on a mission to solve the world's biggest social and commercial challenges through the power of customer collaboration. Our leading-edge technology and world-class teams help some of the most iconic brands in the world (LEGO, Nestlé, L’Oréal, Samsung) by creating unique online communities that collaborate and provide real-time insights, ideas and content. These customer-led insights fuel new ideas for products, marketing campaigns, content creation and much, much more. As Bulbshare rapidly accelerates its growth, we are looking for an exceptional Account Director to join our team and contribute to our mission.
Your role:
As Account Director you will have commercial responsibility for the business development of a portfolio of our existing subscription clients including managing renewals and driving expansion.
The role is vital to the company's overall growth strategy, and you will function as part of a small sales team working collaboratively on opportunities. The role requires working at pace and under tight deadlines, and carries targets with expectations to meet or exceed targets.
Key responsibilities:
As Account Director, your key responsibilities will include:
Client Renewals
- Proactively manage the commercial renewal of annual subscription clients, including:
- Maintaining close relationships through monthly and quarterly business reviews, ensuring a direct line into decision-makers
- Working collaboratively with Collab Team to assess client health and to ensure we’re demonstrating value and positive conditions for renewal
- Engage clients early (3-6 months from contract end) to scope their go-forwards requirements and potential growth opportunities
- Preparing and presenting renewal proposals, scenarios and quotes
- Negotiating pricing and terms
- Preparing contracts and SOW drafting
- Liaising with Procurement to respond to info requests / requirements and navigating procurements processes
- Proactively addressing contract / relationship issues arising during the term
Client Expansion
- Identify opportunities for growth and prioritise subscription clients by expansion potential (high / medium / low)
- Develop sales account plans for your client portfolio to help deepen relationship beyond current decision makers
- Support the Collab Team to drive add-on expansion - implement process, train and provide commercial support processing add-on orders as required
- Build strong relationships with clients by creating trust and confidence at multiple levels within their organisations
- Develop tools and collateral to showcase Bulbshare offer to clients through monthly and quarterly meetings to drive expansion agenda
- Partner with the Collaboration Team to identify and respond to expansion opportunities - tracking them through the sales cycle
- Scope new opportunities and then follow up promptly with proposals and quotes
- Lead the sales cycle from expansion opportunity identification to contract negotiation working with clients and Bulbshare teammates
- Continuously drive pipeline growth and proactively manage deals through every stage to ensure sufficient coverage and rate of sale to deliver your quota
General
- Collaborate with teammates in research, community, and product to ensure deals are handed over and we remain commercially engaged (e.g. joining monthly / quarterly reviews) to support expansion and renewal
- Work closely with Finance and CCO, to ensure all revenue is tracked and reported, accurate forecasting and clear pipeline reporting
- Serve as a catalyst for change and continuous improvement - leverage existing resources, developing new materials, and work with teammates to refine and implement changes to our sales strategy / process
- Contribute to a positive team culture of performance, collaboration, and openness
- Be an evangelist for the transformative power of community-led growth through Bulbshare
What we are looking for:
Qualifications and technical skills required
- Educated to degree level or equivalent
- Be confident and capable at leading commercial and strategic discussions at Buying Director or C-Suite level
- A minimum of 7 years of experience in a similar role is essential
- Previous experience of selling new product or service solutions, developing compelling commercial proposals and leading on contract and trading term negotiations and comfortable working in a role where materials, tools and processes may need to be established by you!
- Passion for building strong long-term client partnerships
- Previous experience working with Consumer Product Goods Companies / FMCG companies
- Excellent communication skills and command of English, both written and spoken
- Ability to plan ahead, multitask and drive solutions around related aspects of your role
- Excellent analytical problem-solving skills
- Genuine curiosity and energy in your chosen field, we value self-motivated individuals
- Commercially focused
- Ability to build relationships across departments, suppliers and clients
- Teamwork: Candidates should possess the ability to work independently and collaborate effectively in a remote team.
What’s in it for you:
Be a part of an extremely fast-growing technology scale-up transforming the way brands and organisations collaborate with their audience.
- Values driven culture where we connect, collaborate & co-create
- 38 days holiday including statutory bank holidays
- Company sick pay
- Health cash plan provided by Health Shield
- Enhanced family statutory pay
- Company pension
- Flexible hours to bring out the best in your performance
- Supported learning & development with 6 monthly reviews
- Quarterly fun days at our HQ
- Dress for your diary & own your unique style
- Tech provided
Contact:
To apply, please send your CV and cover letter to (email protected) with the subject 'Account Director Application'.
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