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Account Director

Client Services

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Christchurch, Dorset, UK


Overview of Role

The Account Director is the external face of Anvil for all SaaS and Operational Services, (typically branded as Riskmatics®) provided to Anvil clients. The role will require the individual to be accountable for ensuring that all requests from clients are serviced on a timely basis via engagement with the appropriate Anvil resources and process.

The Account Director will ensure all scheduled and ad hoc client interactions are documented. Scheduled activity will include Monthly Update calls, Quarterly Business Reviews, Six Month Strategy reviews as per the coverage plan agreed with the Sales Director.

The Account Director will also:

  • Have specific responsibility for enhancing the organisations relationship with clients and to identify incremental revenue opportunities for Riskmatics® and associated services – e.g. Journey Management
  • Ensure that within a period of 3 months from commencement of the relationship date that they have identified and mapped all relevant stakeholders within the client. This is likely to include Security, HR, Travel, IT and other Business Resilience stakeholders
  • Be responsible for generating Testimonials and Reference sites for use by the business. He/she will oversee that all opportunities are investigated within each client, and that the correct stakeholders in each account opportunity are aware of the Operational capabilities that Anvil provides to meet the Business Resilience requirements of the client


Key Accountabilities

  • Management of client accounts. Actively seek upsell and cross-sell opportunities into the account.
  • Generating leads and opportunities by networking within the account and its sibling and subsidiaries
  • Develop an in-depth knowledge of the wider risk, security and medical industries to enable a consultative approach in their dealings with prospects and clients, and to be considered an “expert” in their field
  • Identify opportunities for Anvil’s core business propositions and add to the Product Wish-list and Roadmap
  • Identify other areas and opportunities that may not currently fall under Anvil’s core business offering, and bring them to the company’s attention
  • Attend both speculative and formal meetings with prospects and clients to build relationships and develop business revenue opportunities
  • Write and develop compelling client specific proposals
  • Close business based on a mutually agreeable set of expectations
  • Engage with clients to investigate and understand the issues they face within the Travel Risk Management and Business Resilience sector


Key Performance Indicators

  • Closed business generated to target
  • Accuracy of quarterly commit forecast to + or – 15% of result at mid-point of quarter
  • Value of pipeline to be 3 times target in current and next quarter
  • Task and activity Logs recorded in CRM system in line with accounts coverage model
  • Weekly quarterly forecast submission
  • Weekly Report – Top 3 opportunities. Top 3 New Meetings.
  • Activity Metrics: calls, meetings and proposals per week – as set by Sales Director


Knowledge and Experience

  • Experience of operating in a consultancy business services environment
  • Graduate or graduate calibre
  • Demonstrated success in developing and maintaining executive-level relationships
  • Flexibility in approach and open to international travel
  • Strong communication, organisation and presentation skills and the ability to work autonomously
  • A self-starter, motivated by the opportunity to deliver client solutions
  • A strategic thinker; able to conceive and execute sector development plans
  • Excellent relationship management skills with a record of accomplishment of developing long-term client partnerships
  • Reporting skills