Account Manager

Account Manager

The Account Management directly reports to the Executive Director, Business Development and Strategy.

JOB OVERVIEW AND PURPOSE:

This position is responsible for managing and maintaining new and existing client relationships along with senior members of the sales team. Together they will guide clients in the creation of content that fulfills the objective outlined to our team and focus on elevating relationships with our clients as well as their brand, while also expanding the client portfolio within TC Shadowlight.

Our purpose is to provide a creative and rewarding work environment for our employees while delivering high quality content to our clients.

JOB LOCATION AND HOURS:

This role balances an in-studio presence with the flexibility to work remotely in support of travel, networking, and client development. While standard hours are Monday through Friday, 8:00 a.m. to 5:00 p.m., the nature of client relationships and business development may require occasional schedule flexibility. Travel is integral to this position and may influence working hours to align with client meetings and industry events.

FLSA CLASSIFICATION:

This is an exempt position and not eligible for overtime under the FLSA guidelines.

RESPONSIBILITIES AND DUTIES:

Client Engagement, Relationship Growth and New Business Development

• Serve as a primary client partner, ensuring a high-quality, consistent client experience from initial engagement through project delivery and beyond.
• Deepen relationships with key accounts by understanding their communication objectives, brand standards, creative expectations, and long-term goals.
• Use strong communication and consultative skills to secure long-term commitments and strengthen client loyalty.
• Identify, develop, and execute strategies to expand services within existing accounts, showcasing TC Shadowlight as a strategic creative partner and incorporating services including strategic mindshare, additional divisions, adjacent brands, and previously dormant clients.
• Analyze client needs to uncover new revenue streams and cross-sell/upsell opportunities aligned with studio capabilities and emerging market trends.
• Ensure clear communication with clients regarding project scope, financial considerations, and any changes.
• Respond to RFQs in a timely manner and support the quoting process, offering insights grounded in client objectives and strategic opportunity.
• Gather and relay client feedback to internal teams to support continuous improvement, alignment with expectations, and future project success.
• Shape and refine strategic plans with Executive Director to maximize client value, drive year-over-year revenue, and meet annual sales goals.
• Track and evaluate emerging markets, adjacent verticals (e.g., tabletop, food, medical, technology), and industry trends to inform growth opportunities and target new business.
• Build and nurture partnerships with brands and industry stakeholders to generate referrals and expand our market presence.
• Represent the company at client meetings, onsite visits, and industry events/trade shows to cultivate relationships and increase visibility.

Partnership With Team & Operational Excellence

• Work closely with the designated direct sales team member as a strategic partner to ensure seamless communication, alignment, and opportunity management.
• Embrace the sales process where potential new opportunities are initially qualified and captured by the direct sales team member, then transitioned to you for relationship building, scoping, and full client experience management.
• Collaborate on pipeline visibility, handoffs, and strategic prioritization to ensure no opportunities are overlooked and that clients receive consistent, high-touch engagement throughout the sales and project lifecycle.
• Provide feedback and insights to the team to strengthen lead quality, targeting, and long-term revenue potential.
• Actively participate in production and sales meetings, collaborating with key team members to align on client needs and project requirements.
• Provide recommendations on studio utilization strategies.
• Work with leadership to identify marketing opportunities and collaborate with external vendors to enhance visibility and demand.
• Maintain accurate documentation in Zoho (CRM), tracking all client interactions, pipelines, and account development activities.

Client Communication, Financial Alignment & Project Support

TC Shadowlight's objective and goal is to work together to achieve success while preserving passion and creativity for what we do. With that being said, the duties and responsibilities described above are not a comprehensive list and additional tasks may be assigned to the employee in certain circumstances. The scope of this position may change as needed at any time to comply with business demands.

QUALIFICATIONS:

COMPETENCIES

• Strategic & Consultative Selling: Ability to assess client needs, uncover opportunities, and recommend solutions that create long-term value and drive revenue growth.
• Client Engagement & Experience Leadership: Demonstrates exceptional professionalism, active listening, and the ability to build trust and rapport during client interactions, both in-person and virtual.
• Relationship Expansion & Opportunity Identification: Skilled at identifying land-and-expand opportunities within existing accounts and leveraging insights to grow portfolio value.
• Pipeline Management & Prioritization: Ability to manage competing priorities, maintain a healthy sales pipeline, and focus on high-impact opportunities that align with business goals.
• Market Awareness & Business Insight: Strong understanding of market trends, competitive landscapes, and adjacent vertical opportunities that can inform strategic decision-making.
• Communication Excellence: Communicates clearly and persuasively across all levels, clients, internal teams, and leadership, tailoring messaging to drive alignment and momentum.
• Organizational Strength & Attention to Detail: Maintains exceptional organization, accuracy, and documentation to support seamless handoffs, forecasting, and client experience management.
• Technical & Operational Proficiency: Comfortable using CRM platforms, digital tools, and sales technologies; demonstrates strong computer literacy and ability to quickly learn new systems.
• Composure & Professionalism Under Pressure: Remains steady, solutions-oriented, and deadline-focused in fast-paced or high-pressure environments.
• Team Collaboration & Independent Initiative: Works effectively with cross-functional teams (sales, production, leadership) while also demonstrating the initiative to independently drive progress and results.
• Adaptability & Problem-Solving: Able to interpret complex requests, adapt to evolving needs, and apply strategic thinking to deliver high-quality support and forward momentum.

MINIMUM QUALIFICATIONS

• Education & Experience: Bachelor's degree or equivalent professional experience, with a minimum of 5 years in strategic sales, business development, account management, or a related client-facing role.
• Industry Knowledge: Demonstrated expertise in a professional studio, production, or creative services environment, with a strong understanding of how studio capabilities translate into client value and revenue opportunities.
• Communication Excellence: Outstanding verbal and written communication skills, including the ability to present clearly, influence decision-makers, and convey complex information with clarity and confidence.
• Relationship-Building & Interpersonal Skills: Proven ability to build rapport, develop trust, and cultivate long-term client relationships across multiple levels of an organization.
• Attention to Detail & Professionalism: Conscientious work habits, high accuracy, and consistent attention to detail in all client-facing and internal deliverables.
• Organizational Strength: Strong organizational and administrative skills, with the ability to manage multiple priorities, maintain documentation, and support seamless sales operations.
• Project & Time Management: Demonstrated proficiency managing timelines, coordinating cross-functional efforts, and delivering work efficiently in fast-paced environments.

PHYSICAL DEMANDS The physical demands described below must be met to successfully perform the essential functions of this job.

• Dexterity is mandatory as this job requires frequent use of hands and fingers.
• Will be required to walk, reach with hands and arms, push items overhead, occasionally stoop, kneel, or crouch.
• Will be required to talk, hear, and see
• Ability to lift and move up to 15lbs
• Ability to climb stairs/ladders
• Ability to lift items weighing approximately 50lbs independently or with assistance
• Ability to perform basic math calculations
• Ability to work under pressure to meet strict deadlines
• Ability to differentiate between colors
• Ability to operate general office equipment (fax machine, photocopier, computer printer) stationed between 3 & 4 feet high
• Ability to stand and/or sit for long periods of time
• Ability to comprehend and apply complex information
• Maintain attendance according to company policy