The International Account Director is a senior role within the company and our client organization who is a passionate advocate for the client responsible for advancing IRIs relationship across a broad spectrum of senior stakeholders within the clients organization.
While exceeding revenue targets is important, success is equally measured by the ability to create indispensable, long-term, solution-focused consultative partnerships and maintaining / driving high levels of client satisfaction.
The role requires driving the strategic account plan by influencing team members across countries and departments within a matrix organization to identify, creatively solve business issues and ensure that the strategic client agenda is implemented and continually evolved with the client.
Develop a strong understanding of your clients business issues
Build trusted relationships at senior levels (budget holders / key influencers and decision makers) and embed themselves in the client organisation (through regular engagement) to fully understand the clients business issues and identify opportunities to help them and IRI grow
Use your subject matter expertise, trusted position as an advisor to your client and specific skill set to create new demand and or identify, prioritize, and close business opportunities leveraging the whole spectrum of solutions in the IRI portfolio
Developing and executing a strategic account plan that results in growing the revenue of your assigned client portfolio year on year
Work with the business to define, implement and update your clients P&L and annual forecasting
Ensuring that contracts and service level agreements are in place and delivered to
Manage client satisfaction processes and eliminate any detractors
Identify, prioritize and problem solve clients queries & concerns effectively
Work with Project Managers to ensure initiative execution and appropriate client management
Management of the renewal (where possible secure a proactive non contested long term renewal ahead of the contract end date) trying to eliminate shrink through creativity and excellent negotiation.
expanding solutions included in the contracted spend)
Managing multi country RFI / RFP (request for information / proposal) processes (creating the response though to final negotiation of the deal)
Develop strong relationships with the local IRI countries and service / delivery leaders to ensure that we achieve high levels of service satisfaction and deliver against the account plan / implementation plan and contracted deliverables
While activities will vary, the client lead can expect to spend his / her time on, business solutions definition, business development, project management, contract management, cross functional team leadership, problem-solving, governance management and innovation / continuous improvement.
To be successful as a International Account Director you must possess and be able to execute upon key skill sets :
Client Management and Value : Understand economics of IRI and the client to effectively manage client RFPs, renewals, proposals, projects and relationships :
Can articulate client business issues and define strategic account plan that the rest of the origination can understand, adopt and be part of
Prioritizes workload and allocates resources to accomplish business objectives
Forward thinking : anticipates client needs in a changing marketplace
Build and maintain support and trust with the client; act as a trusted advisor to help client balance achievement of short- and long-term goals
Drive transformation at the client while accelerating the growth and penetration of IRI
Establishes and manages systems and measures for results that meet or exceed expectations. Hold self and team to a high level of performance
Create client engagement at all levels from market research and development to brand, and sales
Ability to translate the complex into easy to understand and digestible visually compelling content and narrative
Strong attention to detail
People Leadership : Build capability within the organization, setting high standards of performance for self, team and others who you rely upon to deliver against the clients needs.
Self-motivated; and serves as a role model of leadership in all situations.
Manages with direct and indirect reports
Builds talent capabilities to meet current and future business needs
Builds a high performing team through actively recruiting, developing talent, and retaining top talent
Inform and inspire others about IRI's vision and mission in order to promote understanding, elevate engagement and build loyalty with all team members
Individual Leadership and active team player : Active management of career choices and decisions; takes ownership of personal development.
Receptive to and seeks coaching and feedback - leverages understanding to grow and develop
Executive presence and influence
Maintains a positive and resilient mindset
Recognizes and shares credit with others
Innovation : Contribute to the development and creation of new or enhanced methods, products and / or services; approach job function with original and progressive thinking in order to improve processes, methods, systems, and services :
Understands and communicates IRI brand and strategic vision
Identifies novel approaches for completing client engagements more effectively or efficiently, and works within the established system to push for a better way
Develops better, faster, and cost-effective ways to get business results. Proposes new approaches and methods
Reviews, selects, and disseminates information regarding key technologies, best practices, and tools
Look for opportunities to combine multiple IRI products and services to create new, unique, and profitable client solutions
Requirements / Qualifications :
In addition to the above skills set, the ideal candidate must possess some combination of the following :
Advanced degree preferred
15+ progressive years of experience
Marketing and sales with a premier Consumer Packaged Goods (CPG) company
Experience with a premier consulting / Agency firm driving C level engagements across the broad spectrum of CPG core processes including strategy, consumer management, and product development, among many others
Strong hands-on background in sales, price, trade, and marketing solutions
Experience : Leading, managing, negotiating complex, multi country commercial tenders / sales processes both short and long cycles
Knowledge of web and database application technologies that can be used to meet customer needs
Ability to communicate at multiple levels within the company- coordinate with an engineering counterpart to define product release requirements, work with marketing to define the go-to-market strategy, working with various solution deployment teams to ensure good adoption
Innovative yet practical, non-traditional analytic approach to problem identification, resolution, and implementation
Good understanding of data application of consumer behavior modeling
Proven experience and success driving revenue growth through innovation
Impactful executive presence; Consulting experience
Ability to translate vision articulated by stakeholders into solutions
Leadership - able to demonstrate leadership of direct reports or complex project teams
Business Insights - able to quickly assess complex client issues and identify root causality versus symptoms
Impact - able to convey technical content and data analytics to all audiences in compelling ways
Proven ability to maintain sharp focus amidst multiple priorities; keen ability to prioritize and manage time / teams / projects.
Strong listening and needs assessment skills.
Entrepreneurial spirit : the drive to build and grow a dynamic and vibrant business / practice area
Professional levels or spoken and written English language Business capability
High level of confidence using Microsoft Powerpoint, Excel & Word