Potato is seeking a proven, ambitious Director of Client Services to join our expanding Digital Product Studio. You'll be working out of our office in San Francisco, taking our websites, tools and apps to even wider audiences. Our clients include Google, YouTube and Tate. We are proud to be a part of the AKQA network.
This role will see you working as part of a friendly, expert team. The workload will sometimes be hectic, but the atmosphere is cheerful and proactive.
You will be reporting into, and working alongside our UK based Commercial Director and the Business Development Director.
This is a permanent role starting ASAP.
We'd like you to be accountable for...
New business and existing client growth strategy and plans
Direct management of all relevant new business and existing client activities to support these plans, to include:
All aspects of business development
Supporting teams in account handling and growing existing clients
PR & Marketing activities to drive lead generation including events and networking, thought leadership, campaigns and Potato’s “shop window” (e.g. digital presence, word of mouth)
Developing and growing the Potato brand, raising awareness and improving reputation and recommendation
Lead generation activity
Lead qualification
Identifying “areas of attack” (sectors and products for Potato to explore/invest in)
The overall annual revenue targets (TBC) for our Google account and the West Coast studio (converting pipeline opportunities + generating “go-get” revenue)
Growing the business development team and capabilities, including helping to hire locally if and when required
Developing a best practice business development approach to help us exploit changing market conditions and scale
Supporting and contributing to the overall development of the West Coast Studio, as part of the leadership team
What you'll be doing...
Pipeline and CRM management
Tracking and reporting progress against agreed targets
Maintaining a strong knowledge of our capabilities and projects
Ensuring our external presence (including marketing, PR) is professional, executed to a high standard and true to our purpose and values
Taking ownership of, and enhancing, our customer’s experience (how they interface with the agency)
Conduct/make a high volume of booked face to face or discovery meetings with properly qualified prospects
Lead and coordinate pitch teams
Coordinate responses to RFPs and Briefs
Review and protect commercial aspects of contracts and SOWs
Liaison with clients on case studies and joint PR
Attend relevant industry functions, events and conferences to ensure a strong understanding of current market and trends
Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales
Using knowledge of the market and competitors to identify and develop our unique selling propositions and differentiators
Account development plans and working with project teams to deliver against them
Instilling a client service ethos in project teams and upskilling colleagues in account management best practice
You'll need to show...
Strong industry network (both agency and client direct) and extremely strong pipeline management skills
Ability to segment and acquire new clients based on cultural and strategic similarities to our capabilities
Strong presentation skills and ability to manage all stages of the business development cycle
A deep understanding of the creative and product development industry
A strong understanding of the technical/digital landscape, excellent technical knowledge and a thorough understanding of trends in design and technology
Strong Account Management ethos to ensure hard won business is maintained and grown
Ability to build and nurture valuable relationships with budget holders and stakeholders to become an indispensable ally
A high degree of entrepreneurial spirit and be capable of thinking on your feet and being flexible commercially
Strong emotional intelligence and leadership capability
Humility, straightforwardness and high collaboration skills. This will embody our culture
Proven ability to build credible, trusting, sustainable relationships at a senior level within organisations
Excellent commercial, entrepreneurial, strategic and negotiation skills
Passion for excellence and attention to detail, self-motivated, proactive, enthusiastic and driven with the ability to motivate others
Outcomes-focused and consultative selling approach
Comfort interfacing between teams (including engineering, designers, strategists, delivery managers and client stakeholders)
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