Director of Account Management


Roles and responsibilities Brafton is North America’s premier content marketing agency, creating results-focused strategies and content to fuel SEO, social media and leads for clients. We work at the helm of the web marketing industry from offices in Boston, Chicago and San Francisco. Our teams continuously build on expertise across new media formats, including video, blogs and infographics. Brafton is Inc’s 61st fastest-growing private U.S. business, committed to hiring and developing new talent. We’re looking for our next Account Manager in Boston!

The Director of Account Management is responsible for retaining and increasing the value of their client portfolio, working in partnership with their Director/Associate Director of Content Marketing and Content Marketing Strategists. The core goal is to continually research, identify, prospect, pitch and successfully close opportunities through up-selling, and to retain client revenue by revoking cancelled and terminated business. You will act as a subject matter expert for search, social, and content marketing strategies, while also being a resource of negotiation and second-voicing best practices. You have a natural ability to demonstrate and sell return on investment - a powerful and impactful presenter who can win over the most skeptical of audiences, with the charisma to build rapport across all levels of decision makers. Highly effective at winning ongoing investment from clients.

Client Interaction - Where opportunity of up-sell or revoke exists, and as needed, you will assist the Content Marketing Strategists, Director of Content Marketing and Associate Director of Content Marketing on client review calls and in-person meetings.

Negotiation - Revoke and Up-sell - Where opportunity exists, you will be responsible for negotiating contracts in order to grow existing business or bring back terminated clients. You will work with the Director and Associate Director of Content Marketing on closing these deals.

ROI Demonstration - You will be the face of the company and influence your clients through content marketing expertise, ROI demonstration, and interpersonal presence. You will interpret and present statistical data highlighting ROI achievements in a highly compelling manner, and identify opportunities for further driving results.

Interdepartmental Liaison - You will work closely with department heads from sales, editorial, tech, social media, operations, finance and marketing to maximize our ability to grow and retain business and evolve to the changing requirements of our space.

Strategic/ROI - You will be a point of knowledge, expertise and authority on content, search, social, email and video marketing, as well risk mitigation and resolution, negotiation, and up-selling. Provide reporting to senior management regarding thematic editorial, integration and ROI issues in order to help reduce future client cancellations. You will be responsible for the ongoing monitoring of industry developments and improvement of retention/growth strategies in the form of new product ideas or initiatives, as well as effective communication of these to CMS, Directors, other Account Reps and internal teams as appropriate. You will work with your Content Marketing Strategists and Director/Assoc Dir of Content Marketing to develop and maintain strong, complex, multi-faceted content marketing strategies for your clients.
Required Competencies/Skills KEY SUCCESS FACTORS
To be successful, you will run calls and in-person meetings that grow and retain business through achieving long-term investment from our clients. You will be a chameleon salesperson who can switch approach easily for different decision makers - a natural challenger who also creates outstanding client rapport.

You will be highly credible, confident and authoritative across all audiences with conviction, superb commercial acumen and the ability to influence and overturn decisions through solid strategies, data, and relationships.

You will have excellent situational and interpersonal judgment combined with drive, enthusiasm and tenacity to maximize sales opportunities. You will be extremely perceptive, with exceptional questioning and negotiation skills in order to positively impact your team’s client relationships.

5+ years of industry related Sales / Account Management experience
Bachelor's degree preferred
Ability to travel min: 10-20%
Work experience 5+ Years