Key Responsibilities

Enterprise account ownership

Own a defined portfolio of key enterprise accounts as the senior relationship lead, maintaining a clear view of client priorities, commitments and opportunities.

Build relationships across each account, including executive sponsors, budget holders, procurement teams and day to day contacts, so partnerships do not depend on a single relationship.

Create and maintain account plans covering business objectives, stakeholder relationships, contracted activity, renewal dates, growth opportunities and risks.

Lead structured client reviews and regular contact, ensuring actions, decisions and next steps are documented and followed through.

Retention and Partnership Growth

Lead renewal planning well ahead of contract expiry, identifying what the client needs to see to continue and grow the relationship.

Identify opportunities for additional services, brands, regions and longer term agreements based on client needs and demonstrated results.

Work with Sales to develop proposals, negotiate within agreed authority and secure renewals and account expansion, with clear ownership of each opportunity.

Maintain accurate account forecasts and renewal and expansion pipelines in Salesforce, including next steps, expected value and timing.

Protect commercial value by managing scope changes, agreeing additional fees where appropriate and working with Finance on account profitability and payment issues.

Client Delivery and Internal Coordination

Translate client objectives into clear briefs, agreed deliverables, success measures, timelines and reporting expectations.

Coordinate with Campaigns, Editorial, Broadcast, Marketing, Design, Events, Sales and Finance to deliver a consistent experience across the full partnership.

Ensure a complete handover from Sales into delivery, with commitments, dependencies and responsibilities understood before work starts.

Maintain senior oversight of integrated campaigns covering digital advertising, email, sponsored content, lead generation, social promotion, webinars, podcasts, branded content and event activations.

Partner with campaign and project managers who own detailed scheduling and workflows, intervening where priorities, resources or client expectations need senior alignment.

Act as the escalation point for key account issues, agreeing recovery plans, communicating clearly with clients and tracking resolution.

Performance and Client Insight

Lead meaningful account reviews that explain performance against agreed objectives and recommend practical improvements.

Work with delivery teams to ensure reporting is accurate, timely and supported by agreed measures, including lead quality and engagement where relevant.

Capture client feedback and use it to improve service, inform product development and identify emerging commercial opportunities.

Maintain clear account records and delivery visibility through Salesforce and project management tools such as monday.com.

Leadership and Ways of Working

Set consistent standards for enterprise account planning, client communication, reviews and escalation.

Coach colleagues involved in key accounts and encourage shared ownership of client outcomes across functions.

Identify recurring delivery problems and work with functional leaders to improve handovers, processes and capacity planning.

Provide leadership with a clear view of account health, renewal risks, growth opportunities and decisions requiring support.

Measures of Success

Targets will be agreed for the account portfolio and reviewed regularly. Success will be assessed through:

Retention and renewal of key enterprise accounts.

Growth in existing account revenue and profitable account expansion.

Client satisfaction, relationship strength and demonstrable progress against agreed objectives.

Delivery against agreed scope, timelines and service standards, with effective issue resolution.

Quality of account plans, accuracy of forecasts and early visibility of risks.

About You

Experience owning and growing major B2B client relationships in media, marketing, agency services, events or a related commercial environment.

A track record of retaining key accounts, leading renewals and developing additional revenue within existing partnerships.

Confidence working with senior executives, budget holders and procurement stakeholders.

Strong commercial judgement, negotiation skills and the ability to connect a client’s objectives with suitable solutions.

Experience coordinating integrated campaigns and managing expectations across several internal teams.

Ability to interpret campaign performance and present clear, credible recommendations to clients.

Strong organisation, communication and problem solving skills, supported by accurate use of CRM and project management systems.