Department: Sales & Strategic Alliances
Reports To: Director of Sales & Strategic Alliances
Status: Full time, Exempt
Title: Account Manager
The Account Manager is responsible for managing, retaining, and growing an assigned portfolio of key accounts and category-based accounts, while actively developing new business within their assigned categories. This role focuses on deep account relationships, category expertise, and revenue growth aligned with organizational goals.
Account Managers serve as subject matter experts for their assigned categories, advocate for client needs, and collaborate with internal teams to help drive overall sales performance. Accounts belong to our client, and assignments may be updated based on business needs, performance, or strategic priorities.
Primary Responsibilities:
Key Account Management (Retention and Growth)
- Manage a defined set of key accounts, building strong, long-term relationships with decision-makers.
- Develop and execute retention strategies to maintain high renewal rates.
- Identify upsell and partnership expansion opportunities.
- Conduct regular account reviews with Director.
- Serve as internal advocate for accounts, ensuring successful delivery of contracted services and satisfaction with products.
Category Ownership
- Own assigned categories, becoming a subject matter expert for accounts within, new business, industry trends, customer needs, competitive landscape and category specific marketing opportunities.
- Grow the assigned category's revenue through outreach, prospecting, and thoughtful solution-based selling strategies.
- Provide category insights to the sales team, other departments as needed, to guide strategic decisions.
- Identify and cultivate new accounts within assigned categories through research, outreach, relationship building and product education.
JOB RESPONSIBILITES:
- Maintain healthy pipeline process, including maintaining accurate and timely records in the CRM system.
- Convert prospects into long-term advertising partners.
- Meet or exceed individual monthly, quarterly and annual performance metrics and revenue goals.
- Contribute to team revenue goals and collaborate with peers to ensure overall success.
- Create and adapt sales pitches and proposals based on the specific needs and interests of clients.
- Manage multiple accounts and categories simultaneously.
- Develop expertise in our products (print and digital advertising, annual conference and sponsorships, corporate memberships), and SME-level expertise in assigned categories.
- Travel to industry events and face-to-face meetings with key or target accounts.
- Perform other duties as assigned.
QUALIFICATIONS:
- Proven success in B2B sales and account management.
- Experience in print and/or digital advertising, integrated marketing, strategic partnerships.
- Experience presenting to internal and external stakeholders.
OUR IDEAL CANDIDATE HAS:
- Education: 4 year College Degree is preferred.
- Experience: 5+ years of proven sales success - preferably in advertising, publication, event sales and/or sponsorships.
- Proven experience in sales, particularly in selling products to customers.
- Experience working within a Customer Relationship Management (CRM) system required.
- Experience with various advertising and marketing channels.
- Experience with Microsoft Office Suite (Outlook, Word, Excel, etc.) required.
- Knowledge/Skills:
- Strong relationship-building skills with the ability to develop and maintain long-term relationships with key stakeholders.
- Excellent communication and negotiation skills.
- Ability to create and adapt sales pitches and proposals based on client needs.
- Strong organizational skills and excellent follow-up.
- Ability to solve problems.
- Great attention to detail skills and positive attitude.
ADDITIONAL INFORMATION:
- Full-time / Exempt
- Location: Onsite Monday - Thursday and remote on Fridays. Atlanta, GA 30303.
- Travel Requirement: Traveling to visit clients throughout the year is required. Attending the Imaging USA Conference is also required.
- Competitive Benefits offered!
- Base + Compensation Plan 80-90k
