Head of Account Development, Americas - LIONS Intelligence - ASCENTIAL PLC : Job Details

Head of Account Development, Americas - LIONS Intelligence

Apply locations New York time type Full time posted on Posted 3 Days Ago job requisition id R12107

Salary: $120,000 - $135,000 + OTE

We're looking for a Head of Account Development, Americas to join our team in New York as part of our Client Services function.

Your team: Reporting to the Commercial Director, Customer Growth and alongside the AD Leaders in EMEA and APAC regions you will join our recently formed LIONS Intelligence Pillar - comprising the commercial functions of WARC, The Work, and Contagious IQ. This is an important restructure and presents an exciting opportunity to further grow the subscription revenues within the Lions Division. You will work closely with other commercial leaders in EMEA, US and APAC and across the functions - new business, renewals, SDR, key accounts - and closely with marketing, the Global Head of Sales Enablement and our Sales Operations team. Americas Account Development team is currently made up of four Account Developers, mainly based in New York, but we may hire in other locations across the US.

Your Role: You will drive the renewal, growth and upsell revenues from the Americas for all LIONS Intelligence brands, working with senior leadership to identify improved, more collaborative ways of working that will create a strong pipeline for all brands and create the environment where multiple brand opportunities can be worked on efficiently and effectively.

Working closely with the new business & key account leadership to develop new ways of creating up and cross sell opportunities for existing clients where resources from the AD team may be limited and input from other teams may be advantageous.

You will ensure that the standards set for our commercial teams are met and that new ideas are implemented & measured and then upheld, refined and improved further.

Work closely with the Customer Success team to ensure clients are engaged with our offering, are onboarded smoothly and understand the value of our services.

Key Responsibilities

Leadership skills

• Create an atmosphere where the AD team – as individuals and a group – can thrive and achieve their full potential
• Provide planned & structured group and individual motivation to the AD and wider Americas Commercial team
• Train & coach individual team members to achieve the highest level of consistent sales performance possible – formally and informally
• Construct, implement and monitor individual performance plans – including development plans for core/developing talent and improvement plans to address poor performance
• Work with team members on individual renewals and upsells providing support, guidance and acting as the senior figure in negotiations
• Represent the LIONS Intelligence values internally to the team and externally to clients
• Be a role model for change - embracing new ways of working and pressing for collaboration at all times
• Ensure full adoption of the internal sales excellence programme.

Management skills

• Plan, structure and manage the Americas territory – and team - to achieve maximum revenues
• Closely manage the renewals forecast, on a group and individual basis, to enable accurate forecasting 3-6 months out
• Closely manage other KPI's to ensure best practice is met consistently by your team: Call rates, use of SalesForce, pipeline size and make up, quality of sales effort, onboarding, six month check-ins
• Ensure internal systems are being utilised to full effect
• Excellence in recruitment, onboarding and training of new team members
• Business systems – a genuine interest in using data to back up decision making, with the ability to manipulate data in Excel, Salesforce and a willingness to understand new systems

Strategic thinking skills

• Possess clear understanding of current revenue situation and the 3-6 month forecast
• Identify relationship gaps and working with the Team and Marketing to create deeper relationships with clients
• Work with the other regional Commercial Teams in EMEA and APAC to achieve the best results for the business
• Work with the Head of NB Americas to identify and progress up and cross sell opportunities within our new structure
• Consistently and proactively look for ways to improve people, processes and policies

Your Experience

• Exceptional people management skills with the ability to lead individuals through periods of change towards a new structure and approach
• Demonstrable problem solving skills
• Extensive experience in a B2B client-facing role, ability to reach and develop relationships with C-Level leadership or senior lines of business executives in your respective categories
• Excellent presentation skills - face to face and online
• Evidence of the ability to forecast financial outcomes, identify challenges and risks and to manage a plan of action in those circumstances
• Ability to look at situations creatively and identify alternative ways of approaching a challenge
• Strong data skills - the ability to manipulate data & interpret results to pull out actionable insights
• High levels of competence in using Salesforce

We're not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.

Who are we?

LIONS Division showcases global best practice in creativity, effective and impactful marketing. We set the global benchmark in creative and effective marketing and, through our insight and advisory services, enable brands and their partners to reach and exceed it.

We provide a suite of solutions that connect, inform and unlock potential for people and businesses, covering events, intelligence, training and advisory services.

LIONS is part of Informa Festivals, a division with the Informa group. Informa is an international business that champions specialists, connecting people with knowledge to help them learn more, know more and do more through live and on-demand events, digital and data-driven services and academic research.

We are home to over 15,000 colleagues working in around 30 countries and serving customers in 150 countries.

Why Choose Us?

We champion our colleagues, all across the world. Join us for opportunities to build a varied career, in a company that's building for the future.

When it comes to life at Informa, no two days are the same and we celebrate the diversity of our teams and people. But wherever and whoever you are, we give you the freedom to bring ideas to life, work that makes a real difference to our customers and markets, and the chance to be part of an international and inclusive community of great people.

At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law.

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here's some of what you can expect when you join us.

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive and most of us balance time in the office with time working remotely
• Time out: 15 days of holiday per year and an extra day for each year of service up to 20 days, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• A ShareMatch scheme: allows you to become an Informa shareholder with free matching shares
• Access to either our commission, bonus or profit share schemes, dependent on the role
• 401K – Saving Incentive plan and Flexible Spending Accounts
• Life Assurance and Disability insurance as well as Medical and Dental Insurance plans
• Access to either our commission, bonus or profit share schemes, dependent on the role
• Employee assistance programme, Vision benefits, Volunteering and Commuter benefits
• Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on our training platforms. When it's time for the next step, we encourage and support internal job moves

We want to ensure everyone has the opportunity to perform their best when interviewing, so if you require any reasonable adjustments that would make you more comfortable during the process, please let us know so that we can do our best to support you.

We anticipate in good faith that the position shall be compensated at a base salary no lower than the posted minimum and no higher than the posted maximum. Each candidate's actual salary will be a function of the candidate's qualifications, the locally competitive market rate and will be consistent with our internal approach to base salary compensation.

Discover Informa, where no two days are the same. Here, you'll find the freedom, opportunity and support of a fantastic community to make a real impact.

Informa Festivals is a division with the Informa group. Informa is an international business that champions specialists, connecting people with knowledge to help them learn more, know more and do more through live and on-demand events, digital and data-driven services and academic research. We are home to over 15,000 colleagues working in around 30 countries and serving customers in 150 countries.