ACCOUNT EXECUTIVE
Job Description
Description:
Major Role
The Account Executive (AE) directs and coordinates the day-to-day agency efforts on behalf of the client’s product and/or service on assigned accounts. In this role, the AE insures that the agency provides:
1.
Sound and responsible marketing counseling and planning.
2.
Proper and innovative execution of work in all areas.
3.
A consistently superior creative product.
Major Contacts
The AE’s position requires ongoing and in-depth interactions with the following:
1.
Internal - The AE reports to the Manager, Client Services. As assigned, the Account
Executive has overall responsibility for leading the client service effort. Within the agency, the AE is the leader/coordinator for the client and works closely with all agency personnel in developing plans, recommendations and output.
2.
External - The AE will have direct client contact with assigned agency clients.
Major Responsibilities and Duties
The AE has two areas of responsibility (specific duties of each are explained below)

Planning, analyzing and evaluating information and agency output relevant to agreed upon client needs.

Leading, coordinating and managing the activities necessary to meet those needs.
1.
Planning, Analyzing, Evaluating
A) Develop workable budgets, work plans and realistic time tables.
B) Collaborates with the Account Supervisor or Manager, Client Services, on preparation of marketing recommendations, strategies and actions for the client.

C) Reviews, analyzes and evaluates the following, relative to the client’s needs and objectives: media output, creative output, research reports and client data.
2.
Leading, Coordinating, Managing
A) Provides leadership within the agency on behalf of the client and prepares all work requests.
B) Monitors all budget, research and production activity on assigned accounts and communicates status of each project to appropriate agency and client personnel.
C) Maintains communications with appropriate agency and client personnel to ensure positive workflow.
Performance Evaluation Criteria
The AE is evaluated on the quality of both the agency’s output and service, the degree of client satisfaction, and on the level of skills demonstrated in performing the job.
A.
Work Quality - Listed below are the job result factors used in evaluating overall AE performance. Each is defined in terms of the key observable and measurable events that indicate the quality of performance:
(i) Account Status

Maintains a positive relationship between agency and client.

Meets goals set for the client.

Ensures that agency output meets agreed-upon objectives and strategies.

Optimizes agency productivity.
 Optimizes quality of agency’s product.

Always keeps ahead of client and account needs.

Internally generates alternative conceptual strategies and creative guidelines when judged prudent.
(ii) Client Satisfaction

Receives individual praise for initiative, personal style and work style.

Receives client acceptance of proposed plans and recommendations.
 Receives timely client approval of agency’s output.


Deals directly with client through client’s initiative rather than that of agency management.
B.
Skills - The process by which an AE accomplishes his/her objectives involves a number of distinct skills and/or abilities, defined below. These skills, and the key observable and measurable behavior associated with each, are listed in order of their relative importance:
1.
Perception & Analysis - The ability to accurately identify the key elements of data or a problem; to understand the implications and impact of data or action on subsequent events; to generate innovative and creative solutions.

Understands the components of marketing and advertising strategies and applies them in making decisions.

Recognizes client needs and relates those needs to work plans.

Generates innovative, creative, ideas and solutions.

Identifies and anticipates potential problems and finds alternative solutions.

Recognizes the opportunity to utilize appropriate agency resources.

Recognizes project constraints from both the agency and the client.

Knows when appropriate client or agency management approvals are required.
2.
Organizing and Planning - The ability to establish priorities and objectives; to gather, classify, categorize and readily retrieve information to meet deadlines.

Sets up complete and orderly work plans on a timely basis.

Prioritizes job projects and revises plans when required.

Inputs work expeditiously and orders the work flow so that no agency-caused project due date extensions or revisions are required.

Keeps up-to-date on project progress, both internally and with the client.

Develops complete project conference and status reports on a timely basis.

Balances the importance of an activity versus the constraints that serve to prevent it from occurring.

3.
Decisiveness - The ability to take action when called to do so; to maintain a firm and stable position.

Provides timely and constructive reaction and responses to problems and questions.

Maintains a firm position in explaining decisions and/or recommendations.

Directs others in a firm, precise manner.

Troubleshoots difficult problems by going to the appropriate source for ready solutions.
4.
Decision-Making - The ability to use sound and logical judgment when solving problems; to generate alternative solutions.

Makes realistic/workable commitments.

Recommends sound solutions and ideas.

Balances the needs of the client with the resources of the agency.

Heads off potential conflicts and problems before they materialize.

Involves appropriate agency resources.

Compromises when necessary to resolve an impasse.
5.
Leadership - The ability to direct and coordinate the activities of others; to motivate and inspire others; to assign and delegate work to others; to control and monitor the work of others.

Controls work flow and its progress.

Delegates tasks and offers direction and suggestions.

Solicits ideas from others.

Motivates others to commit their total effort.

Follows-up on the activities of others.

Inspires others to generate imaginative, innovative work.


Sets an example or model for work effort quality.
6.
Interpersonal - The ability to be sensitive to the needs of others; to establish rapport and trust with others; to be tolerant of others and their views.

Gives support and reinforcement to others.

Obtains trust and confidence of others.

Respects the expertise and personal/professional concerns of others.

Accepts constructive criticism objectively.

Admits mistakes when appropriate.
7.
Initiative - The ability to take action by oneself without direction from others; to anticipate and develop solutions to problems without involvement from others.

Takes on assignments readily.

Self-motivated; needs no prodding or direction.

Offers unsolicited suggestions and ideas.

Assumes initiator role, rather than follower role.

Gives extra effort and hours to the job as may be required.

Anticipates problems before they surface.

Maintains and improves personal knowledge base.
8.
Flexibility - The ability to maintain constructive behavior in the face of adversity; to manage stress and pressure when working through tasks.

Changes course of action when appropriate or necessary.

Handles pressure and stress without sacrificing quality.

Maintains constructive goal direction in face of unanticipated time constraints.

Alters the style of directing others commensurate with their varying abilities and needs.

9.
Oral Communications - The ability to deliver clear, concise and accurate messages to others through oral means; to listen to others.

Maintains clear communication channels with all agency personnel.

Organizes thoughts in a logical, clear and concise manner.
 Is able to persuade or “sell” ideas to others.

Uses visual and other aids appropriately in formal presentations.

Uses appropriate examples and/or analogies to clarify ideas and issues when necessary.
10.
Written Communications - The ability to deliver clear, concise and accurate messages through written means.

Organizes thoughts in a logical, clear and concise manner.

Uses appropriate examples and/or analogies to clarify ideas and issues when necessary.
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AE1.doc