Account Manager

Location: Sydney
Department: Media Sales
Reporting to: Group Account Manager 
Internal Liaisons: Commercial team, Management team, Ad Ops, Editorial team, Rich Media team
External Liaisons: Clients, Partners, Sponsors, Agencies 

Summary

The Account Manager is responsible for securing revenue, client growth and maintaining commercial client relationships across both direct and agency for Time Out Australia.

Responsibilities

The Account Manager (AM) is responsible for seeking out and maintaining new and existing business across the digital, print, social and experiential. This role depends upon excellent interpersonal and communication skills and sector knowledge. This role requires a minimum of three years media experience and is perfect for someone with hustle, grit and ability to service clients but also develop business in the process.

The primary task of the AM is to prospect for new business and drive the full sales cycle. The Account Manager will receive a sector and agency patch and will be tasked with sales targets. 

Responsibilities in order to achieve this goal include:

1. Prospect commercial leads by utilising online and offline sources to cultivate new business
2. Continuously develop and maintain a pipeline of business from both agency and direct clients. In doing so, you will:

a. Make a high volume of daily outbound calls and emails
b. Produce proactive business collateral to support your business development
c. Attend key events and networking opportunities
d. Utilise networks around you including industry contacts and peers
e. General sector research to be continuously across relevant discussion points
f. Ensure the business maintains an up-to-date client contact list

3. Drive the full sales cycle – i.e. attain new business through a variety of means including prospecting; pitching for new work; negotiating to optimise deals for Time Out; executing and closing deals to a high standard; client relationship development; long-term client retention 
4. Consistently aim to close new deals with the ambition to exceed monthly sales targets

Outside of the sales function there is also the expectation that the Account Manager will:

● Work autonomously with sales support including the Ad Ops, Client Service and Editorial departments
● Support and manage the junior Account Executives and Coordinators where appropriate
● Delegate Ad Ops to compile accurate post-campaign reports
● Consistently remain up to date with industry news and movements
● Consistently remain up to date on our audience stats, point of difference and key products
● Successfully use and adopt all internal CRMS, platforms and practices.

KPIs

Outside of the compulsory monthly and quarterly financial targets, there is the expectation that the Account Manager will achieve:

● Minimum 5 new business meetings per week
● Secure a minimum of 3 new agency briefs per month 
● Continuously work towards and evolve a three-month pipeline plan
● Ensure the pipeline continuously contains enough leads to allow for 30% conversion rate
● Distribute time equally across both the agency and direct sectors
● Identify and actively manage key accounts within target media agencies
● Continuously ensure all target clients understand the Time Out brand, our product offering and benefit to their business
● Experience with positive internal stakeholder management
● Agile and adaptable to the ever changing media landscape

Benefits & Perks

● Opportunity to join an award-winning market leader in digital publishing
● Flexible working arrangements
● Fun, welcoming and supportive culture
● Work-life balance
● Great inner-city, dog-friendly offices in Melbourne and Sydney
● Lots of free tickets and opportunities to experience our city culture

What we look for in a candidate

Time Out is a company filled with individuals as diverse as the cities we live in and cover.  At the same time there are common characteristics and values we all share. To join our team, you’ll want to… 

  • Be commercially astute
  • Either have experience at or want to dive headfirst into a fast-paced digital-first company
  • Think globally
  • Have excellent communication and relationship building skills
  • Have a high sense of ownership, urgency and drive
  • Be a team player

About Our Culture

At Time Out Group we believe in diversity and equal opportunity for all people. We do not discriminate against external or internal candidates on the basis of age; disability; gender, gender reassignment; race; religion or belief; sexual orientation; marriage and civil partnership; pregnancy and maternity. We believe that diversity develops creativity and enables personal and professional growth where we all learn from each other. We believe in an open culture where ideas are shared candidly and where there is no fear of failure, but rather an understanding that we must experiment and have the freedom to succeed. We believe that everyone has the right to express themselves as they are as this enriches us all. We believe in an open world, social justice, and the pursuit of happiness, after all, we are in the happiness business.

About Time Out Group plc

It all began in London in 1968 when Time Out helped people discover the exciting new urban cultures that had started up all over the capital. Since then, this iconic brand has consistently maintained its status as the go-to source of inspiration for both locals and visitors alike.

Time Out Group has been named one of the Most Innovative Companies for 2020 by Fast Company - this prestigious annual list honours the businesses making the most profound impact on both industry and culture, showcasing a variety of ways to thrive in today’s fast-changing world. The Group comprises two highly synergistic business divisions: Time Out Media and Time Out Market. 

Time Out Media’s digital and physical media proposition comprises websites, mobile, social media, print and live events. Across these platforms, Time Out distributes its high-quality content – written and curated by local expert journalists – around the best food, drinks, culture, art, music, theatre, travel and entertainment in 328 cities and 58 countries. The Company is monetising this global reach and its strong traffic from a desirable audience via digital and print advertising as well as e-commerce. Since its launch 50 years ago, Time Out has become a global brand that advertisers and consumers love and trust.

Time Out Market is a food and cultural market leveraging the Time Out brand to bring the best of the city under one roof: its best chefs, drinks and cultural experiences – based on the editorial curation Time Out has always been known for. The world’s first food and cultural market experience based wholly on editorial curation, Time Out Market captures decades of local knowledge, independent reviews and expert opinions. Everything that is being offered in Time Out Market must have been reviewed with four or five stars, and not one star less, by independent Time Out journalists.

The first Time Out Market opened in Lisbon in 2014 and is now Portugal’s most popular attraction with 4.1 million visitors in 2019. Following this success, five new Time Out Markets opened in North America in 2019 in Miami, New York, Boston, Montréal and Chicago. A further pipeline of other global locations includes Dubai, Porto, London and Prague. 

Across both business divisions, the Group’s mission is to help people around the world go out better. 



Time Out is a dynamic, pioneering brand and so is our team. We want to work with the best and brightest talent because we work for the world’s greatest cities, the people enjoying them and the businesses in them. As a truly global team we get to collaborate with colleagues from New York to Paris, Tokyo and Sydney and beyond. It’s our integrity, passion, curiosity, creativity and openness that make us successful and a unique team.

Additional Notes

● Time Out may from time to time modify these duties and responsibilities but only to those which you have the relevant skill and competence. 
● Time Out will grant days in lieu for weekend/public holiday activity provided that this is agreed in advance
● Work related activity that falls within Mon-Fri, yet outside of work hours, is assumed part of the role