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Account Manager

RoleAccount Manager
TeamRevenues Team
Reports toClient Relationship Director
Purpose of the roleTo drive a pipeline of existing programme and new engagement revenues across a portfolio of PCA accounts, delivering exceptional client service at all stages and ensuring extraordinary engagements
Salary band£35,000-£45,000
Working days5 days per week

About the Role

This is a fantastic opportunity for a brilliant and dynamic individual to join an exciting phase in PCA’s journey. As world class leaders in experiential learning we pride ourselves on delivering unforgettable learning experiences for individuals, teams and organisations.

PCA has an enviable client portfolio, multi sector coverage and a footprint across the UK, EMEA, the Americas and Asia Pacific. Our client solutions span Ready To Learn products and deep custom builds, all rooted in a human-centred approach to experimental learning.

The Account Manager role is a critical component in the successful execution of our ambitious growth strategy. This role is a blend of ensuring the successful management and delivery of learning engagements with a portfolio of clients, and building new revenues and programmes with our existing global client base by identifying new opportunities and learning needs.

Main Duties and Responsibilities

The primary objective for the role is to use your exceptional client management skills to strengthen and deepen relationships across your portfolio of accounts. Through strategic account planning and building client stakeholder trust and engagement you will target new opportunities. You will act as the ‘red thread’ for the engagement cycle for your programme deliveries. The output is to deliver extraordinary client service, enabling unforgettable learning experiences, whether they be on existing or new programmes.

  • Manage and develop a client portfolio across a range of PCA clients, some larger more established programmes and some smaller growth opportunity clients.
  • Develop measurable strategic Account Plans for key existing clients, engaging key internal stakeholders where required, liaise with the Client Relationship Director to ensure all client opportunities are leveraged.
  • Build a pipeline of opportunities across your client portfolio ensuring existing engagements are leveraged to their full potential, and new opportunities are identified and nurtured.
  • Achieve agreed client revenue targets
  • Sell PCA’s Ready To Learn and custom-built learning solutions
  • Develop an intimate understanding of clients’ culture, people, business & sector
  • Develop a point of view with regards to clients’ learning and development needs
  • Develop a deep knowledge and understanding of PCA products, services, approach, faculty and fees to proactively identify learning needs so you can offer custom and Ready To Learn solutions to generate revenue from new and existing client portfolios
  • Construct, produce and deliver market-leading and innovative proposals and presentations to position PCA products and strategic partners
  • Collaborating with relevant PCA stakeholders, ensuring effective and timely kick-off

and feedback meetings take place to ensure extraordinary engagements.

  • Responsibility for ensuring smooth delivery of the full engagement cycle with all stakeholders including liaising closely with the Project Co-ordinator, Instructional Designers, Consultant Facilitators, Faculty and other strategic partners.
  • Ensure that a full programme review and feedback process with the client and other key stakeholders is included on all engagements, with learnings collated, reviewed, and shared for continuous improvement and identification of future revenue opportunities
  • Responsibility for maintaining and updating client information on PCA’s CRM (Pipedrive), Project Management System (Wrike) and other internal systems in line with company and team guidelines

Skills and competencies

  • At least 2-3 years’ experience in a client facing role, with the ability to demonstrate consultative selling and relationship building skills.
    • Proven passion for, and extensive knowledge of, learning and development, with an excellent understanding of organisational development, learning needs analysis and learning solution creation.
    • Demonstrable ability to lead and drive all stages of the sales and engagement cycle.
    • Proven experience of managing multiple complex projects from concept to completion
    • Extremely strong organisational skills, an ability to hit deadlines and a track record of strong project management skills
    • Excellent communication (both written and oral) and interpersonal skills with proven capability of building strong client and stakeholder relationships.
    • Demonstrated experience of ably leading a project team.
    • Driven to get the best out of others and improve processes to facilitate successful client experiences
    • A track record of taking ownership and being a self-starter, with strong self-management and self-motivation skills
    • Excellent IT skills when it comes to Microsoft Office (and whilst not a requirement it would be advantageous if you have experience of Wrike or Pipedrive)

Further details

  • Working days 4-5 days per week, hybrid working between London office and home (2-3 days in the office per week)
  • 7% employer pension
  • Private medical insurance
  • Base salary up to £45,000 (FTE) dependent on experience, plus uncapped commission scheme for new work won
  • 5% Personal Performance Bonus (at the business’ discretion) normally paid in two 6 monthly stages