ACCOUNT DIRECTOR

Job Description:

SUMMARY:

• Are you a loyal shopper who loves deal-seeking and following online retail trends and technologies?
• Are you an innately curious person who is driven by challenges and the opportunity to uncover new solutions?
• Are you a self-motivated sales person who can identify the right pitch to expand an existing clients’ products and services?
• Are you passionate about providing top-notch service to client partners while driving company revenue?
• Are you a roll-up-the-sleeves collaborative team leader who enjoys working cross-functionally across internal groups, from marketing to finance to technical teams?
• Are you willing to dig into the numbers for deeper learning and leverage results for big-picture strategy?
• Are you passionate about presenting ideas and leading challenging conversations with key stakeholders?

Cartera, a Rakuten Company seeks an experienced sales and enterprise client management professional with 10 – 12 years of experience driving growth of strategic accounts and company revenue. This position will report to the Sr. Director, Partnerships and have direct sales and account management responsibilities, driving both client and Cartera revenue while delivering the best possible partnership experience. Specifically, the Director is responsible for leading all aspects of the day-to-day operations of clients’ online loyalty shopping programs, supporting marketing efforts and monitoring, tracking and enhancing program performance through strategic planning and prioritization. In addition, the Director will be intimately knowledgeable about the performance of their accounts and proactively initiate growth levers through senior-level client relationships built on trust and expertise. The Account Director will also oversee direct reports, acting as both the senior strategy partner to their team members’ accounts, as well as overseeing the professional development of individual team members for the betterment of the team and Cartera overall. Previous experience in enterprise-level sales and account management, eCommerce, or loyalty/affiliate marketing at an online retailer, airline or financial instution is especially valuable in this role.

KEY RESPONSIBILITIES

• Proactively and passionately manage 4-6 enterprise-level client accounts, managing program strategy and day-to-day support aligned to both corporate and client revenue and sales goals.
• Plan, develop, cross-sell and execute new products, services and marketing campaign strategies relative to enhancing client loyalty shopping program performance.
• Serve as the intermediary between the client and various internal teams, such as Merchant Sales, Marketing, Product, Technology, Project Management, and Finance.
• Lead regular client meetings in-person and virtually to review top-line program performance and marketing efforts with a focus on pitching and executing against key strategic growth levers.
• Build strong client relationships and address client needs quickly, understanding the respective business needs, aligning prioritization and setting clear expectations accordingly.
• Ensure organizational compliance and relationship retention with a keen eye towards information security, confidentiality and legal commitments.
• Clearly communicate to internal and external stakeholders program performance and strategic opportunities, proactively delving into client business needs and industry partnerships to uncover new avenues for revenue growth.
• Enthusiastically coach, mentor and lead the professional development of direct report(s), supporting them in their goals as well as acting as senior strategy partner to their named client accounts.

MINIMUM REQUIREMENTS (Knowledge, Skills, Abilities)

Candidate will have 10-12 years of experience in enterprise sales and strategic account management with a keen understanding of eCommerce/digital marketing & analytics, account financial analysis, and professional development of team members. Candidate will exhibit a strong aptitude to not only present to Senior and C-level executives but to drive the story content to ensure buy-in, resulting in revenue growth for the company and clients. Bachelor’s degree and 25% domestic travel required.

Enterprise Account Management:

Experience leading and growing large, enterprise-level client relationships for multi-faceted programs that encompass business development, marketing and technical components. Industry experience in eCommerce, mobile or technology, with an understanding of technical project planning (release schedules, APIs, data integrations). Professional and personal experience with loyalty programs, including airline frequent flier, hotel frequent guest, retail loyalty, affinity and reward programs a huge plus.

Communication:

Exemplary written and oral communication skills with experience developing dynamic and results-driven client presentations, both in-person and via video conferencing. Strong track record of professionalism working with both internal and external stakeholders at all levels of an organization, including executive teams and senior leadership at large, national brands. Utilize persuasive communication skills, out-of-the-box thinking, and persistent optimism to ensure internal and client approvals of program tactics.

Analytics:

Experience with qualitative and quantitative analysis of program results, leveraging key performance metrics to form recommendations for strategic and/or tactical changes. Prior experience, including responsibility for financial services analytics/reporting and knowledge of digital marketing/eCommerce marketing campaign metrics, required.

Partnership:

Proven track record as a solution-oriented problem solver who leverages different approaches to match the stakeholder’s needs. Strong cross-functional collaboration within an organization and willingness to go the extra mile to bridge relationships a must. Optimistic outlook, willingness to seek solutions to client challenges and provide an upbeat, relationship-first demeanor at all times. Work hard, play hard and do what is right for the clients and our business.

QUALIFICATION REQUIREMENTS

• Bachelor's Degree required
• 10-12 years of experiencee in sales, enterprise account management, marketing and analytics
• 3-5+ years of people management
• Some domestic travel required
• Based in Lexington, MA (hybrid)

Five Principles for Success

Rakuten Group has an unswerving commitment to building an egalitarian society by empowering individuals and companies to be successful in business and in life. The Five Principles for Success are designed to keep each of us on track, to ensure we make continuous progress toward our ultimate goals.

Always Improve, Always Advance

There are only two kinds of people in the world:

Best Effort people are satisfied with the status quo; when they fail, they console themselves by saying "I did my best."

Get Things Done people are absolutely committed to reaching their goals.

With enough determination and effort—by being a Get Things Done person—you can achieve anything.

Passionately Professional

Rakuten is an organization composed of true professionals.

Real professionals in any field—whether in sports, the arts, science, business or anything else—only reach the top because they have the self-discipline to develop and improve themselves continuously.

Only by consistently working many times harder than our competitors can we consistently win.

Hypothesize → Practice → Validate → Shikumika

Success in business depends on making and executing concrete specific action plans.

Maximize Customer Satisfaction

Rakuten is first and foremost a service company. We're proud to serve our customers and we ceaselessly seek to improve their experience.

Speed!! Speed!! Speed!!

The internet makes the window of opportunity for every small business. Accomplish in one month what it takes other companies a year to do, because we can only win by being many times faster than our competitors.