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The VP of Account Management is a senior leadership role responsible for developing and growing strategic client relationships across major enterprise-level clients.
This individual acts as a trusted advisor to senior client stakeholders, leading complex loyalty consultancy engagements that deliver measurable commercial value, long-term partnership growth, and exceptional client experience.
The role requires a highly credible and commercially astute leader who is comfortable operating at executive level, managing complex organisational relationships, and navigating multi-stakeholder environments.
A critical component of the role is the orchestration and management of multi-agency alliances, ensuring clear alignment, governance, and delivery coordination across internal teams, strategic partners, and client stakeholders.
The successful candidate will combine strategic thinking with operational excellence and will have a proven ability to lead cross-functional collaboration, align diverse delivery partners, and drive integrated programme outcomes within complex enterprise ecosystems.
Key Responsibilities
Strategic Client Leadership
- Own and lead a portfolio of high-value strategic accounts within loyalty sectors.
- Build deep, trusted relationships with senior client stakeholders and become a recognised strategic advisor.
- Develop long-term account growth strategies aligned to client business priorities and commercial objectives.
- Identify opportunities to expand consultancy services, deepen partnerships, and drive incremental revenue growth.
- Lead executive-level discussions and represent the organisation confidently within complex corporate environments.
Loyalty Consultancy Partnership
- Work in close partnership with the Loyalty team to shape and deliver strategic client programmes.
- Act as the senior commercial and relationship lead across client engagements, ensuring consultancy recommendations land effectively within client organisations.
- Bring together client stakeholders, partners, and internal teams to enable successful programme delivery and long-term partnership growth.
- Support the development of loyalty strategies, partnership opportunities, and customer engagement initiatives by ensuring strong client alignment and stakeholder buy-in.
- Provide senior client counsel and navigate complex organisational dynamics to help drive decision-making and programme success.
- Ensure strategic consultancy outputs translate into actionable commercial outcomes and measurable client value.
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Account Growth & Commercial Ownership
- Hold accountability for overall account performance, commercial delivery, and client satisfaction.
- Successfully manage and grow multi-million-pound accounts with a strong focus on retention, expansion, and profitability.
- Lead contract renewals, commercial negotiations, and strategic partnership discussions.
- Identify risks and opportunities early and proactively manage stakeholder expectations.
- Drive account planning, forecasting, and revenue reporting across the portfolio.
Stakeholder Management & Influence
- Navigate complex organisational structures and corporate politics with confidence and professionalism.
- Influence senior decision-makers across client, partner, and internal stakeholder groups.
- Build strong collaborative relationships with third-party partners, agencies, and suppliers.
- Align cross-functional internal teams to ensure seamless delivery and exceptional client outcomes.
- Act as an ambassador for the business both internally and externally.
Team Leadership
- Provide leadership, coaching, and direction to account management and delivery teams.
- Foster a high-performance, client-centric culture focused on collaboration, accountability, and commercial impact.
- Support team development and succession planning.
- Encourage strategic thinking, innovation, and continuous improvement across the function.
Essential Experience
- 10–15+ years of experience operating in senior account management, consultancy, or client leadership roles.
- Strong agency or consultancy background with experience managing complex enterprise-level clients and partnerships.
- Significant senior-level account management or consultancy leadership experience within loyalty, customer engagement, travel, transport, or related sectors.
- Proven success managing and growing large-scale, multi-million-pound enterprise accounts.
- Experience operating within complex corporate or matrix organisations.
- Strong track record of building executive-level client relationships and influencing senior stakeholders.
- Experience leading strategic consultancy engagements and commercial negotiations.
- Demonstrated success managing partnerships involving multiple stakeholders and third parties.
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Key Skills & Competencies
- Exceptional relationship management and stakeholder engagement skills.
- Highly credible executive presence with strong influencing and negotiation capability.
- Strategic thinker with strong commercial acumen.
- Politically astute with the ability to navigate complex organisational dynamics.
- Strong communication and presentation skills.
- Excellent problem-solving and decision-making capability.
- Collaborative leadership style with the ability to inspire confidence internally and externally.
- Results-oriented with a strong focus on client success and commercial growth.
- Resilient, adaptable, and comfortable operating in fast-paced environments.
Leadership Expectations
The VP of Account Management will:
- Lead with professionalism, credibility, and integrity.
- Represent the organisation confidently at senior industry and client forums.
- Drive strategic thinking while maintaining a strong focus on execution and delivery.
- Build long-term partnerships based on trust, commercial value, and shared success.
- Create a culture of accountability, collaboration, and client excellence.
Measures of Success
- Client retention and account growth.
- Revenue and profitability performance across managed accounts.
- Executive stakeholder satisfaction and relationship strength.
- Successful delivery of strategic client programmes and account initiatives.
- Growth of partnership opportunities and commercial value creation.
- Team engagement, development, and performance.
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