Regional Account Manager

A culture of purpose: Where will your BCD M&E career take you?

As perfectionists, artists, strategic thinkers and leaders in the industry, we believe culture is defined by its people. We are looking for exceptional people who rise to our standards while bringing their unique perspective to the table. Are you interested in adding to both our mission and our energy?

Regional Account Manager
Australia / Singapore

Responsible for managing regional client relationships and operations for global client dedicated meetings team. Responsible for achieving client goals related to: strategic program evolution, operational consistency, service level agreements, and stakeholder engagement.  Responsible for achieving BCD Meetings & Events goals related to: financial performance, profitability, client retention, contract administration, overall account health, expansion, service quality and service delivery,

Build and foster direct client relationships to enhance customer retention and drive organic growth for BCD Meetings & Events. Take a leadership position on all emerging opportunities for customer supporting efforts to expand and innovate existing program. Measure results through customer satisfaction, continued customer partnership and targeted account global growth and retention.

Your responsibilities:

Core Responsibility 1: Client Relationship & Strategy Owner
•    Serve as part of the account leadership overseeing the BCD M&E/client relationship with both the client and BCD organizations.
•    Ensure the customer's program will result in achieving both BCD M&E and the clients' financial, growth and service goals.
•    Work with global account director and regional customer to develop annual business objectives of the meetings program.
•    Plan and execute mid-year and annual strategic account reviews at the regional level.  Contribute to and participate in global reviews.
•    Lead all regional renewal/expansion negotiations.  Oversee all regional work orders and amendments/contract changes, and ensure that all relevant BCD parties are included and informed.
•    Lead BCD responses/proposals for regional expansion opportunities.  
•    Partner with the global account director and other regional account managers on global strategic initiatives, growth opportunities, etc.

Core Responsibility 2: Financial Performance
•    Create and manage client facing budgets for BCD M&E services as needed at the regional level.  Maintain an accurate working budget throughout the year, and submit updated forecasts to the client as needed.
•    Oversees regional client invoicing, and partners with the customer on any internal re-charge process as needed.
•    Collaborate with GAD and BCD M&E finance to create and update internal profitability forecasts.  
•    Monitor overall profitability of the account to maximize BCD M&E revenue.
•    Ensure BCD M&E pricing evolves as needed over the life of the contract to reflect changes in scope, service, cost structures, etc.
•    Identify and pursue opportunities to expand BCD M&E’s business with the client.  Develop pricing for new scope.
•    Maintain account records in SalesForce.

Core Responsibility 3: Stakeholder Engagement
•    Drive development, content and quality of client presentations including reviews, strategy sessions, workshops, expansion opportunities, etc.
•    Proactively communicate innovative ideas, industry trends, benchmarks, process improvements, strategic business plans, etc.
•    Develop client specific marketing strategies to target adoption, compliance and non-participating countries. Insure country-specific Marketing / Communications plan fits the needs and budget goals of the customer.
•    Serves as an escalation point within the client dedicated team structure.
•    Analyze and share insights from program data with all levels of stakeholders to educate and drive change.
•    Introduce BCD Meetings & Events senior management to the customer when appropriate.
•    Communicate client plans and key objectives internally to BCD M&E leadership and departments as appropriate.

Core Responsibility 4: Operational Performance
•    Collaborates with operations leadership in both wholly owned and partner markets.
•    Ensure operations teams are adhering to the client and BCD M&E’s SOPs.
•    Ensure client contractual agreements are implemented and adhered to including the oversight of customer-specific Service Level Agreements.  Develop measurements for all contractual objectives for the client, (i.e. Scorecard).
•    Identify areas for optimization and partners with BCD specialized departments as needed to action.
•    Develop a strategic business plan to achieve objectives globally focusing on both client and BCD M&E program objectives. Track and report progress to goals.
•    Monitor client satisfaction survey results and recommend improvements or business changes based on results.
•    Partner with operations leadership to monitor staffing levels and organization.  Create business cases to add headcount when needed.  
•    Oversee implementation of any new/expanded scope in partnership with operational leadership.
•    Drive knowledge of client’s preferred vendor program to ensure operations teams apply program to increase client savings.
•    Liaise with Business Analyst to ensure reporting serves both internal and client needs.  
•    Work closely with Global Account Director, other Regional Account Managers and Training & Optimization Manager to drive consistency and best practice sharing across all markets servicing the client.

Core Responsibility 5: Team Culture & People Management
•    Partner with account and operational leadership to share the BCD M&E values and reinforce the established culture throughout the operations team.
•    Effectively manage direct reports, setting performance expectations and providing training and skill development based on job function.
•    Oversee the completion of personnel recruiting, hiring, training, development, motivation, and separation. 
•    Conducts performance reviews for direct reports. Assures performance review delivery for down line employees.
•    Monitors and ensures proper human resources and company processes and policies are followed, regardless of country.

Assumes and performs other duties and responsibilities not specifically outlined herein, but which are logically and properly inherent to the position.

Essential Skills:
•    Excellent oral and written communication skills, including public speaking and presentations. 
•    Ability to work with all personality types and cultures.
•    Effective organizational and time management skills, with a strong ability to manage multiple complex projects and timetables. 
•    Knowledge of communications strategies and client consulting to develop plans to accomplish strategic goals. 
•    Expertise in deriving insights from data and analytics.
•    Capability of thinking innovatively, strategically and conceptually. 
•    Budget management
•    Ability to work well under pressure and adapt to ever-changing scenarios. 
•    Ability to initiate new ideas. 
•    Strong attention to detail. 

We’re looking for you if your profile matches the following:

Essential

•    College degree or comparable experience
•    7+ years of industry experience
•    3+ years of experience working in the pharmaceutical meeting/congress sector
•    2+ years of experience working in account management and/or strategy
•    Fluent in business English
•    Thorough knowledge of meeting operations, staffing and forecasting
•    Thorough knowledge of meeting technology
•    Computer literate in word processing, spreadsheets, presentation and email software required
•    Ability to travel domestically and internationally on a regular basis (up to 25%)
•    Ability and desire to work with global teams and in global time zones

What we offer you

This is an exciting experience within an international work environment. You’ll be working with a great international team of colleagues in a dynamic work environment.

How to apply

Click apply now to be considered.

Get to know us

BCD Meetings & Events are experts at creating experiences that connect organizations with the people that matter most. With 2,000 passionate people servicing clients in 60+ countries around the world, we offer services across event design, brand experience, meetings management, production and content, venue search and sports travel and hospitality. For more information, visit www.bcdme.com. BCD Meetings & Events is a division of BCD Travel Group.

This position is not open to third-party recruiting agencies.