Senior Associate Director
Job Description
The Senior Associate Director is a client and team leader responsible for leading/managing large client project(s) and client teams on a day-to-day basis ensuring strong and strategic delivery of APCO services.<br>- Manages and takes ownership of client projects by supervising project teams and delegating projects and tasks<br>- Responsible for identifying, creating, articulating and driving the strategy which supports the client’s objectives, including everything from developing communication plans and messages to properly scoping and pricing work, as well as managing work activities and resources within agreed upon budgets and timeframes.<br>- Invests significant time in identifying and pursuing new business opportunities including prospecting leads, writing proposals and pitching new work.<br>- Demonstrates strategic and analytical abilities, as well as exceptional written and verbal communication skills.<br>- Interfaces with all levels of staff and serves as the primary client contact, managing the client relationship(s).<br><br>DEMONSTRATING SUCCESSFUL PERFORMANCE AS A SENIOR ASSOCIATE DIRECTOR:<br>- Independently manages client relationships effectively<br>- Establishes client communication strategies and plans<br>- Manages effective execution of client communication programs and deliverables<br>- Gains trust and advises the client on a broad range of communication issues and opportunities<br>- Demonstrates an understanding of effective project management, can effectively address issues, and understands how managing account engagements tie to APCO’s business success and makes changes as necessary to improve account performance<br>- Develops positive reputation and has visibility within the APCO network is viewed as a thought leader in the market<br>- Establishes strong network across APCO and engages in productive exchanges with colleagues to promote knowledge sharing and business opportunities<br>- Confidently leads internal and client meetings, offering knowledgeable observations and suggestions; establishing credibility by insights shared; encouraging and motivating others to communicate ideas<br>- Serves as principal client contact; knows when to leverage senior level relationships within APCO to further build the relationship within the client organization<br>- Consistently demonstrates APCO’s values in all interactions with colleagues, vendors and clients<br>- Participates in annual business planning, forecasting opportunity with clients managed<br>- Takes ownership and actively engages in team member development; demonstrating thoughtful planning to increase individual skill sets by setting smart objectives<br>- Shares opportunities across the network looking for the best resources to service the account(s)<br>- Leads teams around business development opportunities<br>Performance Competencies:<br>FINANCIAL MANAGEMENT – UTILIZATION/REALIZATION<br>- Responsible for revenue sustainability; drives growth for client(s) under management and ensures profitable delivery of client projects under management<br>- Maintains labor margins of 70% or greater and appropriate service levels for client(s) under management<br>- Keeps overall client realization above 90% unless a specific investment decision or discount has been agreed<br>- Maintains realized personal utilization at target level agreed with Managing Director<br><br>ACCOUNT MANAGEMENT<br>- Ensures the very best work is being delivered in line with client needs<br>- Works with the local managers to determine staffing requirements, contributes to the evaluation of performance of client account staff; develops succession plans and recruits new talent as necessary<br>- Identifies and leads (and/or coordinates) new business opportunities within the organizations of clients under management<br>- Activates new business development/investment plans for assigned client(s) that result in tangible growth<br>- Proactively works with the APCO network to build relationships to enhance efficiencies, productivity and the development of new ideas/solutions for assigned account, ensuring APCO’s best is always put forward<br>- Prepares yearly strategic client plan with metrics and staff plan, collaborating with appropriate market leaders and staff managers<br><br>BUSINESS MANAGEMENT<br>- Oversees budgeting, billing, revenue projections, profitability, service levels, receivables on assigned clients<br>- Proactively engages in the business planning and budgeting process and communicates resourcing commitments and needs to Managing Directors; fulfills commitments made around staff utilization<br><br>BUSINESS DEVELOPMENT<br>- Establishes annual business development plan for assigned clients including growth targets, business development/investment budgets; tracks results<br>- Makes meaningful contribution to successful business development efforts that benefit the firm as a whole (participates in pitches and proposals)<br>- Leverages the work being done on client(s) under management to drive new business elsewhere in the firm (e.g., via case study sharing, thought leadership)<br>- Leads the development of new solutions that can be monetized across the enterprise<br>- Promotes a culture of entrepreneurship and revenue expansion<br>CORE CONSULTING SKILLS<br>- Develops a deep understanding of the client’s business and stays informed of issues that may impact the client beyond the scope of the engagement<br>- Proactively offers advice and information to client contact before, during and after client engagement<br>- Understands client’s internal politics, decision making process, and how client contact fits within the client organization<br>- Quickly assesses client’s business issues and identifies key stakeholders impacting client’s objectives<br>- Synthesizes information for strategic insights impacting client’s business strategy<br>- Serves as lead in client meetings and/or develops others to take a lead role<br><br><br> QUALIFICATIONS AND STANDARDS:<br>- University degree is a must.<br>- Minimum 8-10 years relevant experience in an agency, consulting firm, corporation, diplomatic post or media role<br>- Experience in corporate communication and government is a plus<br>OFFICE ENVIRONMENT:<br>- The physical abilities needed to perform the duties of this position, in addition to the office climate<br>- Office environment is general office setting, APCO and/or client site<br>- Local and international travel may be required based on client(s) needs
