Job type: Full-time
Location:
Enigma Unit 10, Globe Business Park First Avenue, Marlow, Bucks SL7 1YA

DESCRIPTION

We are looking for an Account Director to lead Enigma Exhibitions in Marlow, Buckinghamshire. Preferably you will have 5-10 years relevant agency experience, and you will be looking to lead a newly appointed team of Account Managers, which service the Setsquare Portfolio.

Setsquare acquired Enigma Exhibitions and GT Marketing Services in January 2019, to enable clients to be serviced with the full production elements of bespoke builds, exhibitions and print elements internally. This is a great opportunity for someone who is used to working in a matrix environment, to lead the internal Account Management Team to grow key account opportunities across the portfolio.

The Account Director will be required to build strong relationships with the Senior Stakeholders of Setsquare and GT Marketing Services, and from time to time you will be required to travel to meetings in Waterlooville and Mitcham, along with any client site requirements.

 Job Summary:

The Account Director ensures the delivery of a profitable business strategy through effective account management, team leadership, commercial focus and client service. This is a Senior Management role reporting to the Managing Director of GTMS Ltd, and is accountable for the overall P&L of Enigma Exhibitions Ltd.

 Accountabilities:

Key Account Management

  • Works closely with Sales Director to quote and convert new leads and secure long term relationships with new clients
  • Develops Account Management capability within the team
  • Grows business with existing clients through effective Account Management
  • Provides creative vision and innovation for new client pitches and tenders
  • Develops and presents professional and effective pitches to secure key jobs

Client Service Delivery

  • Ensures each confirmed job is managed through to delivery – on time, on spec and on budget
  • Ensures CRM systems and processes are utilised effectively to enhance client communications and service delivery
  • Ensures service level agreements with internal clients and suppliers are maintained, encouraging collaboration to ensure consistent high quality delivery Enhance Job Profitability
  • Maintains margin by establishing and implementing effective quoting and budgeting processes
  • Works closely with Project Managers to ensure quotes are accurate and realistic in terms of budget and timescales
  • Ensures all jobs are costed and resourced effectively with resource time charged appropriately
  • Qualifies enquiries effectively, prioritising those with highest margins

Team Management/Leadership

  • Leads, coaches and develops the team to maximise engagement
  • Builds a high performing team, passionate about delivering unrivalled and profitable client service
  • Ensures the technical skills and capabilities within the team meet current and future business needs

Business Strategy and Management

  • Works with MD GTMS Ltd to define and communicate commercial business strategy
  • Takes accountability for company P&L, working closely with Finance Manager to track pipeline, anticipate and manage variances to budget and control overhead
  • Works closely with Sales Director to undertake competitor analysis, define target markets and build the brand
  • Tracks overall strategic direction and make appropriate recommendations to improve commercial viability
  • Ensures the team complies at all times with legal, H&S and ISO frameworks and responsibilities

Skills & Experience 

  • Significant Account Management experience within the Exhibition or Live Event industry essential
  • Sales experience including pitching for business
  • Client service and relationship management experience
  • Knowledge and experience in quoting and working with margins
  • Experience of working in a similar, fast paced, environment

Competencies

  • Leadership and people management skills – able to engage and motivate a team
  • Excellent commercial acumen, recognising opportunities to build profitable business
  • Proactive relationship builder – comfortable liaising with clients, suppliers and colleagues at all levels
  • Advanced negotiating and influencing skills
  • Outstanding client handling and selling skills
  • Confident and engaging communicator including presentation skills
  • Analytical skills – able to manipulate data and identify opportunities
  • Quick thinking and nimble
  • Computer literate – able to learn and assimilate new software
  • Able to prioritise and plan
  • Flexible and calm under pressure Additional Requirements
  • Due to the nature of Events and Exhibitions, the job holder will be required to work flexibly, with some evening and weekend work required
  • The job holder will need to travel to clients’ offices and/or networking events so is likely to need a full clean driving licence

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