Job DescriptionJob Summary:The Account Manager works closely with the Lead Relationship Principal and -National Account Executive to drive and manage account team opportunities/activities within existing clients. This role has a dual reporting structure to the National Managing Director, BDO Premier/Account Management and the Lead Relationship -Principal.
Job Duties:- Prioritizes opportunities and co-develops actionable steps; seen as the "go to" person and eyes/ears of the team, keeping the team current on the client
- Drives team to have a deep understanding of the client's strategies/issues, industry issues, buying habits, executives and competitors
- Updates team on current views and news of the client, disseminates pertinent information to the team and transitions data/newsworthy information to insights
- Champions a "one firm" approach on all account team opportunities/discussions, with an understanding of how other accounts teams are executing on relationship and account management principles/methodologies, and shares and adopts winning practices across account teams
- Proactively teams with the Lead Relationship -Principal, key partners, client service team members, and -National Account Executive to develop and facilitate Account Plan/Workshops, discuss opportunities, activities, action items, etc., and engages with team throughout the year to keep plan alive
- Leverages account team tools/resources strategically to maximize client opportunities and relationship expansion (i.e. relationship mapping, CRM, client/industry research tools, marketing tools, etc.)
- Understands how BDO is positioned with a client, and assesses the competitive landscape at the client, how BDO is perceived and where the Firm has gained penetration, as well as ensures team is seeking and acting on client feedback
- Builds strong relationships with BDO Industry marketers and SMEs, and engagement team members specific to accounts
- Brings appropriate BDO industry people/resources to account teams to drive value-based discussions with clients
- Bridges Firm resources to identify opportunities across all business lines
- Conducts client research, and prepares account briefs and talking points to prepare team members for client meetings/proposals
- Tracks activities, action items, revenue and pipeline for account team
- Promotes gap to goal discussions through comprehensive revenue and pipeline management, and ensures accurate information is entered in to CRM
- Researches and leverages thought leadership targeted to client
- Champions the use of firm-wide account and relationship management principles, pursuit methodologies, pursuit coaching on "go" or "no-go" decisions to drive overall account team revenue
- Provides pursuit -support, and drives team through pursuits/proposals and other strategic opportunities, including developing a strategy and value proposition for the pursuit, relationship management, win/loss debriefs in collaboration with Lead Relationship -Principal and -National Account Executive
- Collaborates with marketing to apply marketing tactics and develop winning practices around account specific marketing
- Listens for clients socially, following key clients and executives on Twitter, LinkedIn, blog posts, etc., and ensures Partner/Client Service team member LinkedIn profiles are relevant and engaging
- Assists in driving client specific events, and identifies client networking opportunities and BDO marketing events to interact with clients
- Other duties as required
Supervisory Responsibilities:Qualifications, Knowledge, Skills and Abilities:Education:- Bachelor's degree and four (4) or more years of project management, relationship development, sales, recruiting, marketing and/or business development related experience, required; OR High School Diploma/GED and six (6) or more years of Project management, relationship development, sales, recruiting, marketing and/or business development related experience, required
Experience:- Experience working in the accounting, financial consulting, business advisory and/or professional services, preferred
- Experience working at one of the Big Four or a national / regional accounting firm, preferred
License/Certifications:Software:- Proficient in the use of Microsoft Office Suite, especially Excel and PowerPoint, required
- Proficient with CRM, preferred
Language:Other Knowledge, Skills, & Abilities:- -Good business acumen with the ability to understand and communicate BDO's business, marketplace and value proposition
- Knowledge of contact management software, including update, maintenance and list generation
- Innovative self-starter with the ability to resolve complex national functional problems independently as well as with collaboration with others
- Excellent strategic and creative judgment
- Ability to create professional networks, and build strong relationships at all levels of the organization
- Executive presence to interface with Firm leadership
- Ability to organize and collaborate with individuals at all levels of seniority
- Leadership skills, including relationship management, - teaming, coaching, facilitation and decision-making
- Ability to navigate and work effectively in a heavily matrixed organization
- Strong analytical skills in developing tracking/measurement processes
- Excellent project management and execution skills
- Excellent attention to detail and quality
- Excellent customer service skills
- Ability to work independently or within a team environment
- Strong writing and editing skills, with a focus on developing messages with impact
- Excellent verbal and written communication, as well as the ability to present and facilitate
- Ability to thoughtfully and positively influence, lead, marshal resources and manage -projects in a matrix environment
Individual salaries that are offered to a candidate are determined after consideration of numerous factors including but not limited to the candidate's qualifications, experience, skills, and geography.
National Range: $80,000 - $120,000
Maryland Range: $80,000 - $120,000
NYC/Long Island/Westchester Range: $80,000 - $120,000
