Senior Account Director

The Senior Account Director is responsible for the strategic planning and orchestration of highly effective direct mail campaigns (+digital integration), bearing ultimate responsibility for client performance, satisfaction, and profitability for the agency.

Responsibilities:

• Develop annual direct mail budgets / forecasts on behalf of key clients to set expectations and secure an appropriate budget for the channel.
• Maintain and socialize a comprehensive Test Roadmap for each client outlining and prioritizing key test opportunities across list, offer, creative and digital variables.
• Design monthly campaign matrices and defend their strategic design, objectives, and role in the overall narrative of channel scale/optimization, ultimately securing campaign/budget approval from Clients via a signed Statement of Work (or equivalent).
• Serve as the primary liaison between the Client and Franklin Madison Direct’ s Data and Analytics department, effectively articulating list procurement, modeling, data processing and analytics capabilities and procedures.
• Ingest matchback performance data and prepare client-facing dashboards and deliver presentations complete with digestible highlights, takeaways, and recommendations for future campaigns.
• Build and present/co-present PowerPoint decks for kick-off calls, preliminary snapshot presentations, campaign analytics, business reviews, and various ad-hoc needs to professionally advance a client’s campaign, performance, understanding or satisfaction.
• Provide creative guidance and serve as a value-added contributor to creative strategy and review.
• Host and/or participate in various internal team meetings to keep all departments synced on client status, plans, open-items, to-dos, challenges, performance, etc.
• Confidently and diplomatically address any campaign quality or performance issues, leveraging FM Direct’s values as a guide to communication and remediation.
• Prepare accurate and detailed invoice support docs (“deal tool”) to equip Finance and Senior Leadership Team with KPIs to analyze and advance the agency.
• Play an active role in the accurate monthly forecasting of your book of Clients (volume, timing, revenue, gross profit) to aid in capacity planning, goal creation, and forecast fidelity.
• Consistently achieve client-specific, personal and company budget goals; with consistent year-over-year increases in each.
• Effectively lead and direct the client team (Account Managers, Data Team, Production Team, Creative Team, Digital Team, etc) towards a shared purpose of highly effective and timely outcomes.
• Assist in the sales process by building test plans/budgets/ramps and persuasively presenting them to prospects with confidence.
• Embrace, participate in, and deliver on specific company growth initiatives.
• Continuing education on position-specific topics including marketing strategy, analysis, attribution, presentation, persuasion, etc.
• Complete any duties/responsibilities as deemed appropriate by the senior management team.
• Emulate CLASS Communication and personify Franklin Madison values.

Success Criteria:

• Achieve Client test/campaign success ratios (from test to back test to rollout) that meet or exceed FMD’s historical benchmarks and/or new standards.
• Consistently deliver performance improvement of Client campaigns; driving scale and/or optimization based on Client objectives.
• Sustain Client retention rates that meet or exceed FMD’s historical benchmarks and/or new standards.
• Ensure high levels of qualitative Client satisfaction; especially in regard to Strategy and Analytics.
• Steadily and profitably grow your Client base’s contribution to FMD’s overall revenue, maintaining a consistent and meaningful upward trajectory.

• Bachelor’s degree in Business, Marketing, Communication or related field, or equivalent experience
• 10+ years of direct mail Account Executive experience in an Agency setting successfully juggling the objectives of multiple clients each with 7-figure annual marketing budgets
• Alignment with FMD’s Purpose & Values
• Self-starter/strong initiative
• Confident, effective communicator
• Organized, prepared and intentional
• Compelling and persuasive
• Strong relationship builder
• Highly accountable and reliable
• Positive, upbeat and energetic attitude
• Analytical thinker with a keen ability to problem solve
• Skilled in Microsoft Excel, PowerPoint and Outlook