Director, Strategic Accounts - Downstream

Primary Job Description

The Director Strategic Accounts primary focus is attracting and retaining new clients and the development of key accounts in the Corporate and Institutional markets to achieve annual sales objectives. This role implements a sales strategy to continually increase Downstream’s reach, educates prospective clients about Downstream’s capabilities and penetrates Downstream’s target markets to acquire the necessary intelligence to present Downstream at opportunistic times to relevant decision-makers. The role identifies and encourages cross-selling opportunities within accounts and markets. Vision, leadership, and a competitive approach are central to the role. 

In addition, this role is responsible for pursuits in conjunction with the Unispace sales organization and associated companies under the Unispace umbrella. Unispace is a global design & build organization that acquired Downstream in October of 2021. Downstream’s proven design methodology and portfolio is often a difference maker for early conversations Unispace may be having with Corporate Real Estate and end users. Unispace construction and project delivery capabilities can be a compelling addition to traditional Downstream’s strategy, design, technology and content offerings. We work in parallel to identify and pursue opportunities and bring each other into projects when appropriate.

This role will include collaboration with peers and other account team members to deliver sales and revenue growth and ensure world-class customer service and project delivery. You’ll collaborate with Downstream key team members to lead proposal production and RFP responses. Advanced basic skills in creating, editing, and presenting client facing materials is required.

To be eligible for this role you should possess prior design firm and account management / business development experience as well as experience managing a project team through the creative process. You should have an established network of meaningful contacts to leverage for information and opportunities. Being organized and multi-tasking aligned with priorities is a key requirement for this role. 

Essential Duties and Responsibilities. 

§  Strategic thinking to create and implement sales plan

§  Become a brand expert for all accounts and relevant markets

§  Possess previously established sales network

§  Manage and support small sales team focused on growth

§  Must have experience with proposal estimating and creation

§  Collaborate with management and sales leads to present a cohesive vision of Downstream’s unique offering

§  Maintain and cultivate business relationships within accounts and close new business

§  Create and deliver opportunity briefs to design and project teams

§  Manage external client and internal team expectations on all aspects of projects including timelines, budgets, etc.

§  Deliver outstanding client service that forges open, honest and long-term client relationships

§  Monitor emerging markets for new business prospects

§  Coordinate and facilitate communications with the various project and production teams

§  Ensure CRM data (Salesforce) is current and complete at all times

§  Provide regular account reports and revenue forecasts

§  Attend relevant client events and trade shows, and participate in industry trade organizations as necessary

Work Experience & Education 

§  Minimum Bachelor’s degree or equivalent.

§  Minimum 5 years of experience in Account Management & Sales, in the Creative Industry

§  Any relevant experience in other industries 

Skills and Attributes

§  Entrepreneurial approach to business

§  Self-motivated and independent

§  Goal and Target Oriented

§  Well-connected in the EBC, Technology, Real Estate or relevant communities

§  Positive outlook, team player & ambitious

§  Proficient InDesign skills

§  Highly proficient Microsoft Excel and Word Skills

§  Must have experience using CRM tools, generating reports and generally organizing sales efforts within a CRM (Salesforce)

This role is based in New York City, working out of Downstream’s Mid-Town Studio. Regular interaction is required with Downstream Studios in Portland OR, Amsterdam NL and Melbourne AUS. Travel is required to client sites and regular visits to Downstream’s Portland, OR headquarters should be assumed. Travel requirement should be assumed at approximately 30%

The person in this position will be assuming a role for an ambitious, growing international design firm with a compelling portfolio and a growing profile as a global leader in Experience Design with lofty goals for all aspects of its business. The company is adventurous and full of people looking to grow and innovate. This role is ideal for an entrepreneurial candidate qualified to help fuel Downstream’s growth and collaborate with Downstream’s award-winning team of designers and artists.