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JOB OVERVIEW AND PURPOSE:

This position is responsible for driving business growth through a combination of new client acquisition, strategic account management, and relationship development. The Account & Business Development Manager serves as a trusted partner to clients, identifying opportunities to support their business objectives while expanding TC Shadowlight's portfolio of services.

The role owns the full client lifecycle, from prospecting and opportunity development to project scoping, relationship management, account growth, and long-term retention. Success is measured by the ability to build strong client partnerships, generate new revenue, expand existing accounts, and contribute to the achievement of company sales and financial goals.

Working closely with leadership and cross-functional teams, this role helps position TC Shadowlight as a strategic creative partner while ensuring an exceptional client experience throughout every engagement.

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:

Business Development & Revenue Growth

• Identify, prospect, and secure new business opportunities aligned with TC Shadowlight's strategic growth objectives.
• Build and maintain a robust sales pipeline through networking, referrals, industry engagement, market research, and proactive outreach.
• Develop and execute strategic account plans designed to increase revenue, strengthen partnerships, and achieve annual sales targets.
• Lead the sales process from initial engagement through proposal development, negotiations, and contract execution.
• Respond to RFQs and RFPs, collaborating with internal stakeholders to develop compelling solutions and proposals.
• Track market trends, competitive activity, and emerging opportunities to identify new revenue streams and business expansion opportunities.
• Represent TC Shadowlight at industry events, trade shows, networking functions, client meetings, and strategic business engagements.
• Establish and nurture relationships with key decision-makers, industry partners, and referral sources.

Account Management & Client Relationship Leadership

• Serve as the primary relationship owner for assigned accounts, ensuring an exceptional client experience throughout the partnership lifecycle.
• Develop a deep understanding of client brands, business goals, communication strategies, and creative objectives.
• Build trusted advisor relationships that position TC Shadowlight as a strategic extension of the client's team.
• Identify and pursue opportunities to expand services within existing accounts, including cross-selling capabilities, engaging adjacent brands, and reactivating dormant opportunities.
• Conduct regular business reviews with clients to assess performance, uncover future opportunities, and strengthen partnerships.
• Maintain proactive communication regarding project status, expectations, scope considerations, and strategic recommendations.
• Gather and communicate client feedback to internal teams to support continuous improvement and long-term client satisfaction.

Strategic Planning & Collaboration

• Partner with leadership to develop growth strategies for key accounts and target markets.
• Collaborate closely with production and creative to ensure client objectives are understood and successfully executed.
• Participate in sales, forecasting, and production meetings to align resources with business opportunities and client needs.
• Provide insights into studio utilization, capacity planning, and future business opportunities.
• Work with marketing partners and leadership to support lead generation, thought leadership, and market visibility initiatives.
• Contribute to strategic planning efforts by identifying industry trends, adjacent markets, and emerging client needs.

Financial Performance & Operational Excellence

• Own revenue growth, account profitability, and sales performance aligned with KPI’s.
• Support pricing, scope development, and financial discussions to ensure alignment between client expectations and business objectives.
• Monitor account performance, sales forecasts, and pipeline health to drive predictable revenue growth.
• Maintain accurate and timely documentation within the CRM, including client interactions, opportunities, forecasts, account plans, and business development activities.
• Provide regular reporting and updates regarding pipeline activity, account health, revenue performance, and growth opportunities.
• Ensure all client engagements align with operational capabilities and financial objectives.

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