Account Manager

Account Manager

The Account Manager works closely with the Lead Relationship Principal and National Account Executive to drive and manage account team opportunities/activities within existing clients. This role has a dual reporting structure to the National Managing Director, BDO Premier/Account Management and the Lead Relationship Principal.
Job Duties:
Prioritizes opportunities and co-develops actionable steps; seen as the "go to" person and eyes/ears of the team, keeping the team current on the client
Drives team to have a deep understanding of the client's strategies/issues, industry issues, buying habits, executives and competitors
Updates team on current views and news of the client, disseminates pertinent information to the team and transitions data
ewsworthy information to insights
Champions a "one firm" approach on all account team opportunities/discussions, with an understanding of how other accounts teams are executing on relationship and account management principles/methodologies, and shares and adopts winning practices across account teams
Proactively teams with the Lead Relationship Principal, key partners, client service team members, and National Account Executive to develop and facilitate Account Plan/Workshops, discuss opportunities, activities, action items, etc., and engages with team throughout the year to keep plan alive
Leverages account team tools/resources strategically to maximize client opportunities and relationship expansion (i.e. relationship mapping, CRM, client/industry research tools, marketing tools, etc.)
Understands how BDO is positioned with a client, and assesses the competitive landscape at the client, how BDO is perceived and where the Firm has gained penetration, as well as ensures team is seeking and acting on client feedback
Builds strong relationships with BDO Industry marketers and SMEs, and engagement team members specific to accounts
Brings appropriate BDO industry people/resources to account teams to drive value-based discussions with clients
Bridges Firm resources to identify opportunities across all business lines
Conducts client research, and prepares account briefs and talking points to prepare team members for client meetings/proposals
Tracks activities, action items, revenue and pipeline for account team
Promotes gap to goal discussions through comprehensive revenue and pipeline management, and ensures accurate information is entered into CRM
Researches and leverages thought leadership targeted to client
Champions the use of firm-wide account and relationship management principles, pursuit methodologies, pursuit coaching on "go" or "no-go" decisions to drive overall account team revenue
Provides pursuit support, and drives team through pursuits/proposals and other strategic opportunities, including developing a strategy and value proposition for the pursuit, relationship management, win/loss debriefs in collaboration with Lead Relationship Principal and National Account Executive
Collaborates with marketing to apply marketing tactics and develop winning practices around account specific marketing
Listens for clients socially, following key clients and executives on Twitter, LinkedIn, blog posts, etc., and ensures Partner/Client Service team member LinkedIn profiles are relevant and engaging
Assists in driving client specific events, and identifies client networking opportunities and BDO marketing events to interact with clients
Other duties as required
Supervisory Responsibilities:
N/A
Qualifications, Knowledge, Skills and Abilities:
Education:
Bachelor's degree and four (4) or more years of project management, relationship development, sales, recruiting, marketing and/or business development related experience, required; OR High School Diploma/GED and six (6) or more years of Project management, relationship development, sales, recruiting, marketing and/or business development related experience, required
Experience:
Experience working in the accounting, financial consulting, business advisory and/or professional services, preferred
Experience working at one of the Big Four or a national / regional accounting firm, preferred
License/Certifications:
N/A
Software:
Proficient in the use of Microsoft Office Suite, especially Excel and PowerPoint, required
Proficient with CRM, preferred
Language:
N/A
Other Knowledge, Skills, & Abilities:
Good business acumen with the ability to understand and communicate BDO's business, marketplace and value proposition
Knowledge of contact management software, including update, maintenance and list generation
Innovative self-starter with the ability to resolve complex national functional problems independently as well as with collaboration with others
Excellent strategic and creative judgment
Ability to create professional networks, and build strong relationships at all levels of the organization
Executive presence to interface with Firm leadership
Ability to organize and collaborate with individuals at all levels of seniority
Leadership skills, including relationship management, teaming, coaching, facilitation and decision-making
Ability to navigate and work effectively in a heavily matrixed organization
Strong analytical skills in developing tracking/measurement processes
Excellent project management and execution skills
Excellent attention to detail and quality
Excellent customer service skills
Ability to work independently or within a team environment
Strong writing and editing skills, with a focus on developing messages with impact
Excellent verbal and written communication, as well as the ability to present and facilitate
Ability to thoughtfully and positively influence, lead, marshal resources and manage projects in a matrix environment
Individual salaries that are offered to a candidate are determined after consideration of numerous factors including but not limited to the candidate's qualifications, experience, skills, and geography.
National Range: $80,000 - $120,000 Maryland Range: $80,000 - $120,000 NYC/Long Island/Westchester Range: $80,000 - $120,000