Luxury Client Relationship Director

New York
Jan 22, 2014
Feb 21, 2014
Ms. Kirsty Devine
Full Time
The Luxury Client Relationships role will sit within the luxury client management group reporting to the Global Advertising Director, Luxury & Consumer.

The luxury client management group is a small group of experienced client managers whose primary remit is to manage all aspects of the sales and relationship management process with the FT’s largest global luxury & consumer clients by revenue. Secondary responsibility will be to develop a small list of clients who have the potential to become important advertisers in the FT, as well as leading the FT’s commercial approach across the luxury sector.

The luxury client management group is based in London, Paris and New York. Each member of the group have a specific portfolio of clients agreed with the Global Advertising Director. These clients will be a mixture of existing high value clients, as well as some development accounts who have the potential to become significant accounts in the future for the FT.

The role will take full global responsibility for all revenue from these clients, working in partnership with other stakeholders including Agency trading teams in relevant markets, the Content development team, print and digital operations, analytics and other teams as appropriate. The key focus of the role will be to develop very close relationships with key decision-makers and influencers at all levels of key clients. From board-level and marketing/communications managers to agency strategic planners and buyers, the Luxury Client Relationships role will become the integral person on all aspects of the FT’s business with that client.

Main Duties and Responsibilities:

-To represent the FT and for the key accounts and development accounts assigned by the Global Advertising Director.
-To achieve revenue goals and deliver outstanding customer service in day-to-day management of clients’ business. You will come to be seen as a trusted partner and consultant for your clients’ marketing and communications needs developing solutions from across the FT global portfolio.
-To work in partnership but as the leading account owner with agency team members and other internal FT resources, to ensure that all decision points within the client planning and buying process are communicated with and receive the best and most appropriate treatment from the FT’s commercial operation. Relationships with appropriate agency influencers in close cooperation with the agency trading team in each relevant market will be essential.
-Establish long-term relationships across all points of the client and communications agency planning and buying process.
-Working closely with Ad analytics, digital development, and L+D directors, you will ensure that you have a complete understanding of the FT’s digital and mobile capabilities and are able to advocate them to clients and agencies in your area of responsibility.
-In concert with the above, you will be a media industry expert, able to act as a consultant to your luxury industry clients as the media landscape becomes ever more complex and challenging. You will also be aware at all times what the media-buying industry is looking for from the FT and able to adapt your approach to key clients and their agencies accordingly.
-Working with the Global Advertising Director, you will formulate and execute individual account development plans aimed at growing combined revenues for our key sets of advertisers ensuring that the key decision makers understand the value of the FT proposition. Key to this will be proactive ideas around creative solutions and trading to maximise opportunities.
-Identify non-key account areas of growth and work to formulate business plans to convert these clients into bigger investors into the FT’s advertising platforms.
-Support the agency sales team in formulating and presenting structured, research based business cases to existing and development advertisers.

Key skills / Experience:

-A thorough understanding of the current international and domestic media landscapes. The US, Europe and Asia are all key areas to have detailed knowledge.
-A proven track record negotiating multi platform advertising campaign agreements preferably at both agency and client level.
-4+ Years Display Sales experience.
-Experience of managing complex clients with multiple decision points.
-In depth knowledge of print and digital planning and measurement techniques (including both internal and syndicated research sources).
-Examples identifying sales opportunities that have been taken to market and generated additional/new revenue streams.
-An ability to operate effectively with senior contacts both externally and internally.
-An ability to manage and coordinate internal colleagues and peers to form an effective virtual ‘team’ on key clients.
-Aptitude for problem solving, influencing and motivation.
-Ability to prepare and present compelling presentations.

Personal Qualities:

-A strong record in creating long-term high trust relationships at all levels of clients and their advisors. You will be able to show how clients value your advice and recommendations.
-A highly organized individual able to manage complex projects and timelines. Evidence of frequent use of software platforms such as Salesforce to organize and communicate cross discipline groups.
-An interest in new advertising solutions, especially digital. Ability to demonstrate clear understanding of the tools and processes clients require to evaluate digital campaigns.
-A strong interest in the evolution of the media industry as consumer tastes and behaviours evolve and an ability to speak knowledgably on the FT’s place in that evolution.
-A self-starter, entrepreneurial individual, able to demonstrate past success in creating innovative projects that meet client needs and generate strong profit for the FT.
-Ability to travel globally, often for significant periods from home.
-Personal gravitas, presence and credibility with people at all levels of the client and agency world.
-A collaborative nature with the ability to work within and lead teams. You recognize that you do not always have all the knowledge, but are able to bring in experts from around the business as appropriate.
-A personal interest in the world of luxury.

Pearson is committed to equality of opportunity. We are determined to create a diverse group at all levels of our company -- and we welcome all members of the community we serve to apply for openings with us.