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Fathom’s Account Directors are responsible for leading and maintaining successful enterprise client relationships.  As an advocate for the client, Account Directors play an active role in helping craft strategic recommendations and deliverables.

The best Account Directors are more than a main point of contact for our clients – they’re strategic leaders who create win-win scenarios for our client partners and Fathom.  Account Directors grow our relationships and revenue while driving account strategy, collaborating on digital marketing strategy, and facilitating operational planning.

Candidates should be familiar with all aspects of digital marketing (including paid search, display, social, nurture, creative, SEO, and analytics), displaying channel fluency when representing our solutions with demonstrated ability to ask questions around client business goals to illustrate marketing’s return on investment. Applicants should be prepared to review a successful track record of account management, revenue generation, and strategic leadership.  

Ideally, candidates should be commutable to downtown Cleveland.

Responsibilities

As the main point of contact for our clients, few days are exactly alike. With that said, we expect our Account Directors to:

Lead with a consultative, relational approach:

• Establish, grow, and maintain relationships with C-suite stakeholders and executive sponsors across enterprise organizations.
• Understand our clients and their business(es) at depth. This includes their industry, competitive positioning and messaging, their tactical needs, and their available resources, while demonstrating strong business acumen.
• Comprehend our areas of digital marketing expertise and represent them in conversations with our clients. Translate complex digital and technology solutions for executive-level and non-technical stakeholders.
• As an advocate for the client, partner with our digital strategy organization on strategic recommendations that solve client needs in terms of strategy, channels, platforms, approach, and budget.
• Ability to act as the client, providing a third-party perspective and healthy challenge to internal strategies and results to ensure alignment to client goals, business and marketing strategies.

• Identify gaps in account performance and make recommendations for improvement; understand digital marketing performance metrics and the platforms we leverage for reporting – like Google Analytics.

• Stay current with modern marketing trends. Our clients expect us to be fluent in digital marketing, so it’s important for our team to continue learning.

Drive the progression of opportunities:

• Lead both tactical conversations with day-to-day contacts and strategic conversations with senior-level client personnel.
• Proactively identify opportunities that lead to the retention and growth of existing accounts. Secure additional revenue opportunities and client growth through discovery, consultation, and strategic recommendations.
• Anticipate the client's needs and translate into what we can deliver (ability to “connect-the-dots” across channels to propose and deliver solutions that help our clients win).
• Increase deal velocity by deploying intentional strategies to overcome objections, navigate the dynamics of buying committees, and position the value of professional services.
• Design and coordinate internal and external approvals for all Statements of Work. 

Facilitate an ideal internal experience, by translating what the client needs into what we can deliver:

• Ensure quality work is delivered to clients, every time. While our teams have QA processes, our Account Directors strive to deliver the highest quality work.
• Lead effective and efficient cross-functional interaction within our firm to deliver client success, including internal and client-facing meetings to prioritize current and upcoming projects and tasks.
• Set up our internal team up for success; maximize team output and efficiencies through:
  • Clear communication and documentation
  • Prioritization and management of client expectations
  • Planning and oversight of digital campaigns
• Promptly address scope challenges and issues with clients.
• Demonstrate leadership and mentoring skills through coaching team members.

Qualifications

• 6+ years’ experience in account management and/or sales in an agency environment.
• Bachelor’s degree or equivalent experience is required. 
• Ability to travel to client sites up to 20%.
• Highly motivated self-starter with a proven track record of growing client relationships and revenue.
• Team player with orientation towards contribution, collaboration, and continuous improvement.
• Demonstrate a strong aptitude for strategic thinking and tactical execution.
• Ability to manage a diverse client portfolio across various brands, industries, and service offerings.
• Flexibility and strong relationship building skills.

IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide. Learn more at https://jobs.iqvia.com

IQVIA is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other status protected by applicable law. https://jobs.iqvia.com/eoe

The potential base pay range for this role, when annualized, is $99,500.00 - $184,900.00. The actual base pay offered may vary based on a number of factors including job-related qualifications such as knowledge, skills, education, and experience; location; and/or schedule (full or part-time). Dependent on the position offered, incentive plans, bonuses, and/or other forms of compensation may be offered, in addition to a range of health and welfare and/or other benefits.