Senior Key Account Manager

THE COMPANY

ES Broadcast and Broadcast Hire are industry leaders in the i) the sale of professional broadcast solutions from simply the sale of leading brand equipment to full turn-key solutions including the scoping, designing and installation of equipment into integrated existing and future workflows, and ii) hire of HD and 4K lenses, camera channels, tripods and other equipment you need for live production. The US Company, ES Broadcast, Inc is a subsidiary of ES Media Group, a UK based provider of such services and also the hire of audio/visual equipment to the film and tv industry and a content services business based in the UK/Europe as well as US. These operations have been launched in 2019, with a current physical base in Florida, but with the expectation to significantly grow our business further in the US.

PURPOSE OF THE ROLE

The Broadcast Video industry is a cutting-edge technical industry and ES Broadcast is at its vanguard.

The business requires a Key Account Manager who will work with the Sales team to lead our go to market, coordinate account plans and manage the activities for the Key Account function with the aim of delivering the commercial returns from each account.

As a Senior Key Account Manager, you will be responsible for managing and developing our most significant client relationships to drive business growth and customer satisfaction. Your primary focus will be nurturing and expanding key accounts, identifying new opportunities, and ensuring the successful delivery of products/services to meet client needs. Your exceptional communication, negotiation, and relationship-building skills will be instrumental in maintaining long-term partnerships, maximizing client retention, and achieving revenue targets. You will collaborate closely with cross-functional teams to deliver outstanding value to key clients while representing the company's interests.

In addition, the SKAM will be responsible for producing a monthly forecasts and mid-month POVs detailing expectations for the team

DUTIES AND KEY ACCOUNTABILITIES

Manage and oversee a portfolio of key accounts, acting as the main point of contact and building strong, trusting relationships with clients.

Breakdown annual targets by account with the aim of achieving / exceeding targets set by the company.

Manage the sales strategy and activity for the accounts allocated

Identify the key decision makers for each of the key accounts allocated to ensure that there is a clear understanding of the business needs and drivers to ensure that ES Broadcast is best placed to provide solutions.

Understand clients' business objectives, challenges, and requirements to develop customized account plans and strategies.

Understand the key account financial drivers with year-end, turnover and budgets

Collaborate with internal teams (sales, marketing, product, and support) to ensure the successful implementation and delivery of products/services to key accounts.

Build key relationships with decision makers & stakeholders to maintain a high level of contact within the accounts and raise their profile to become the “trusted Advisor” to the account.

Ensure that the CRM platform used by ES Broadcast will be filled out with the correct and most up to date information for the accounts allocated.

Proactively identify upselling and cross-selling opportunities within key accounts to drive additional revenue and expand the business relationship.

Monitor market trends, competitors' activities, and industry developments to stay informed and capitalize on opportunities.

Conduct regular in-person meetings with key clients to build rapport, understand their operational environment, and explore new opportunities.

Co-ordinate activity and attendance of industry trade shows (including but not limited to NAB & IBC)

Work closely with the administration, accounts and operations teams to ensure smooth pathways to success

Responsible for producing a twice monthly forecasts

Assisting in the generation of annual targets and budgets on a granular level by account

Work with marketing and sales management on monthly newsletters and promotions

Managing the day to day activity of accounts allocated to deliver returns required

Coordinate client activity days and events through the year and at trade shows

Review stock levels to identify promotions that can be circulated to the team and externally

SKILLS REQUIRED

4 Years of experience as an Account Manager or similar role

Experience in managing multiple client accounts

Customer centric and a good ‘active’ listener with ability understand requirements and to provide solutions options

Excellent ability to communicate at all levels of the customer organization

Strong relationship management skills – ability to build and maintain relationships with key clients

Track record of leading and mentoring sales teams

Excellent ability to communicate internally

Must be able to perform well under pressure, work well alone and as part of a team.

Strong planning and organization skills

Excellent problem-solving skills and attention to detail

Good general business acumen

A high-level business understanding of technology, data management & protection

Moderate to high excel skills and spreadsheet creation

GENERAL REQUIREMENTS

To take responsibility for your own health and safety as necessary

To comply with the company’s disciplinary and grievance procedure as required

To comply with the company’s policies and procedures at all times

The post holder will be required to undertake such other duties as may be required within the grade and competence of the post. Therefore, the list of duties in this job description should not be regarded as exclusive or exhaustive

Duties are set out in this job description but please note that, in consultation with the post holder, the company reserves the right to update the job description from time to time to reflect changes in or to the role. Significant permanent changes in duties and responsibilities will require agreed revisions to be made to this job description