Sr. Account Executive

The primary focus of a Senior Account Executive (Sr AE) is on day-to-day account management, and as such, plays a prominent role with client. While the Sr AE’s job is still mainly executional in nature, the strategic, creative and financial areas take on greater importance. This position involves mastering seven core competencies, as outlined below.

Brand/Market Knowledge

• Possesses solid brand knowledge (e.g. on product, clinicals, market research)
• Knows brand and market performance (scripts, sales, share, trends)
• Has thorough knowledge of key competitors (strengths, weaknesses, positioning, performance, etc.)
• Analyzes and captures customer insights and learnings from qualitative research
• Ability to assess and analyze industry audits (e.g. IMS, Scott-Levin, etc.) and quantitative research
• Reviews the literature and competitive information to continually expand knowledge

Client Relations

• Develops and maintains harmonious client relationships
• Communicates clearly and frequently (i.e. daily) with client counterpart (s)
• Keeps client apprised of status of all jobs and ongoing process
• Issues timely and accurate documentation and correspondence (e.g. contact reports, status reports, timeline recommendations, plans, estimates, etc.)
• Attends all client meetings/conventions/market research and handles timely follow-up (i.e. written assessments and recommendations, with supervision)
• Handles objections well and defends agency position/work

Creative Contribution/Advertising Savvy

• Ensures the orderly and timely flow of work within the agency
• Communicates effectively with creatives to foster concept and job development
• Contributes to the creative process (e.g. gathers and shares appropriate insights, facts and data)
• Demonstrates good creative judgment and understands the elements of breakthrough advertising
• Evaluates creative and provides constructive comments
• Effectively sells the creative product

Strategic & Tactical Planning

• Conducts SWOT analyses and develops key issues
• Understands the brand positioning and contributes to the development of copy strategy
• Comprehends the fundamentals of marketing and communication/tactical plans
• Helps create brand strategic map
• Helps develop communication objectives and strategies

• Develops innovative tactics to support brand strategies
• Develops, sells and executes sound tactical plans (including budgets and timelines)

Financial Acumen

• Understands income sources and client compensation structure
• Maintains financial control of all client work (estimates, jobs, fees, billing)
• Vigilantly tracks budget by monitoring hours and out-of-pockets
• Generates project lists for fee development
• Prepares forecasts with minimal supervision
• Identifies opportunities to realize incremental income

Communication Skills

• Demonstrates solid business writing skills
• Demonstrates good presentation skills
• Provides clear and concise verbal and written direction
• Selling skills evident in written and verbal presentations

Fundamentals

• Compiles with agency procedures
• Maintains accurate and current files/reports
• Generates appropriate client correspondence/documents
• Takes ownership of brand and responsibilities
• Attention to detail
• Strong interpersonal and listening skills
• Team player
• Works efficiently; solid work ethic
• Exercises good judgment
• Computer skills (Word, Excel and PowerPoint)
• Presentation skills