Account Director

Overview

ABOUT THE JOB

Working within Horticulture Week

Horticulture Week is a leading source of news, insight and information for professionals across the horticultural industry. The brand provides its audience with timely industry news, analysis, data and practical information across digital platforms, helping professionals stay informed about developments, trends and opportunities within the sector.

As a flagship title within Haymarket's specialist portfolio, Horticulture Week delivers sector-leading content across digital and paid content subscriptions, offering total revenue solutions for industry decision-makers, suppliers, and service providers nationwide.

The Role

As Account Director, you will take ownership of driving revenue growth across Horticulture Week's commercial portfolio, spanning digital advertising, bespoke content solutions and paid content subscriptions.

You will manage and grow key client relationships while proactively developing new business opportunities across the horticulture, landscape and arboriculture sectors. Taking a consultative, buyer-led approach, you will build relationships with senior decision-makers, understand their commercial objectives and develop tailored solutions that deliver value for both our clients and Horticulture Week.

You will manage the full sales lifecycle, from prospecting and pitching through to negotiation, conversion, onboarding, renewal and account growth. Working collaboratively across editorial, marketing, subscriptions and product teams, you will also play an important role in ensuring our commercial proposition continues to respond to client needs and market developments.

Responsibilities

Key Responsibilities

• Take ownership of revenue performance across Horticulture Week's commercial portfolio, including digital advertising, bespoke content, and paid content subscriptions, delivering against monthly, quarterly and annual targets.
• Manage the end-to-end sales journey for corporate and multi-user subscriptions, from prospecting and pitching through to negotiation, conversion, onboarding, renewal and account growth.
• Build strong, long-term relationships with key clients and senior decision-makers, identifying opportunities to retain, develop and grow existing accounts.
• Proactively identify, research and convert new commercial opportunities across existing and emerging segments within the horticulture, landscape and arboriculture markets.
• Develop and pitch compelling, multi-channel propositions that bring together advertising, sponsored content, digital solutions and corporate subscriptions in response to client objectives.
• Ensure corporate subscription clients receive effective onboarding and product demonstrations, supporting strong adoption, engagement and long-term retention.
• Maintain a healthy and accurate sales pipeline, ensuring opportunities, activity and rolling revenue forecasts are consistently tracked and maintained within Salesforce.
• Develop a strong understanding of the horticulture sector, client landscape, competitors and wider market developments, using insight to strengthen client conversations and identify new commercial opportunities.
• Work closely with editorial, marketing, subscriptions, product and wider commercial teams to ensure commercial activity is aligned with audience insight, client needs and the overall direction of Horticulture Week.

Key Relationships

Works closely with the Group Commercial Director, Sales Director, Editorial teams, Marketing teams, Subscriptions operations, and wider commercial colleagues to deliver unified commercial strategies, share market insights, and drive overall revenue growth for Horticulture Week.

Skills / Experience / Knowledge / Minimum Criteria

Knowledge, Skills & Experience

Knowledge

• Strong understanding of B2B commercial models, ideally including digital advertising, sponsorship, branded content, events and subscription-based products.
• Good understanding of consultative and buyer-led sales approaches, key account management and new business development.
• Strong understanding of sales pipeline management, revenue forecasting and CRM systems such as Salesforce.
• Understanding of how audience, market and client insight can be used to identify and develop commercial opportunities.
• Knowledge of, or an interest in, the UK horticulture, landscape, arboriculture or wider environmental sectors would be beneficial.

Skills

• Strong commercial acumen, with the ability to understand client objectives, identify opportunities and develop relevant commercial solutions.
• Strong communication, negotiation and presentation skills, with confidence engaging senior stakeholders and decision-makers.
• Ability to build, develop and maintain strong client relationships, taking a consultative and long-term approach to account growth.
• Ability to develop and present compelling multi-channel commercial propositions and clearly communicate their value to clients.
• Strong new business development skills, with the ability to identify prospects and progress opportunities through the full sales lifecycle.
• Strong pipeline management and forecasting skills, with the ability to maintain accurate and reliable commercial information.
• Strong organisation and prioritisation skills, with the ability to manage multiple clients, opportunities and priorities effectively.
• Collaborative approach, with the ability to work effectively across commercial, editorial, marketing, events, subscriptions and product teams.

Experience

• A strong background in B2B commercial sales, account management or a similar revenue-focused role, ideally within media, publishing, events or a related environment.
• A track record of delivering against individual and/or team commercial revenue targets.
• Demonstrable success in managing and growing key client accounts and developing relationships with senior decision-makers.
• Proven ability to identify, develop, pitch and convert new business opportunities.
• End-to-end sales lifecycle experience, from prospecting and pitching through to negotiation, conversion, renewal and account growth.
• Exposure to selling a range of commercial solutions, ideally including advertising, sponsorship, branded content and/or subscription products.
• Confident in managing sales pipelines and producing accurate revenue forecasts using Salesforce or a similar CRM system.

About You

• Commercially driven, with a strong focus on delivering results and creating value for clients.
• Curious and proactive, with an interest in understanding clients, their businesses and the wider market.
• Confident building relationships and engaging with a range of stakeholders.
• Accountable and comfortable taking ownership of your performance, priorities and client relationships.
• Organised and resilient, with the ability to adapt and prioritise in a fast-paced commercial environment.
• Collaborative in your approach and keen to contribute to the success of the wider team and brand.
• Committed to contributing to an inclusive, supportive and high-performing working environment.

Measuring Success

Success in this role will typically be measured by:

• Performance against monthly, quarterly and annual revenue targets across Horticulture Week's commercial portfolio.
• Growth, retention and renewal of key commercial accounts and corporate subscription clients.
• Development and conversion of a strong pipeline of new business opportunities.
• Growth in corporate subscription acquisition, engagement and retention.
• Accurate and consistent pipeline management, revenue forecasting and CRM data within Salesforce.
• Strong and sustainable relationships with key clients and senior decision-makers.
• Effective collaboration across commercial, editorial, marketing, subscriptions and product teams.

Additional Information

Why work with us at Haymarket?

Haymarket Media Group values its people and strives to shape a better future with remarkable content. From paid content and subscription services; to integrated advertising and content marketing packages. We deliver market-leading branded experiences that inspire great decisions. From data and digital information solutions to live events, awards and professional education services.

Our benefits include:

Our Company benefits:

• 25 days holiday per year excluding bank holidays (increasing 1 day per year of service up to 30 days)

• Work from anywhere in the world for up to 3 weeks of the year with our 'Work from Anywhere' days

• Flexible working hours (core hours from 10-3) allowing you the flexibility to adapt your work schedule to your personal commitments

• Generous contributory pension scheme

• Health Cash Plans: With our health cash plans, you can access a range of healthcare benefits, including coverage for medical expenses, dental care, optical services, and more

Disability Confident Employer

We are a Disability Confident employer and offer guaranteed interviews to all disabled applicants who meet the above minimum criteria.

To be considered as part of this initiative, please ensure you indicate if you have a disability when applying for the post. If you need any reasonable adjustments to enable you to fully participate in the recruitment process, please contact us at recruitment@haymarket.com.

More about Haymarket

Working here means being part of a commitment to shaping a better future. As a proudly Certified B Corp™, we are part of a global movement of businesses acting as a force for good. Haymarket Impact is focused on making a positive difference globally, guided by the United Nations Sustainable Development Goals and intertwined with an unwavering commitment to equity, diversity, and inclusion. This commitment to balancing profit with purpose is deeply embedded in our culture, reflected in our values of Integrity, Respect, Creativity, Innovation, and Expertise.

We invest heavily in our people. From professional development and internal training to mentorship and coaching. Our certified Disability Confident status has fostered an environment where all employees feel supported, valued, and can ask for workplace adjustments without fear of judgment.

Our valuable partnerships for good globally mean colleagues are always up for taking on a new charitable challenge, utilise their volunteering day and go out of their way to support their local communities.

We know how important a healthy work-life balance is too. Our flexible hours and hybrid working model means employees are expected to be in the office at least three days a week and can work remotely for the remaining two. This means we thrive together when we collaborate in person, fostering stronger connections and creativity, but still allowing for flexibility outside of those times.

As an equal opportunities employer, we are committed to ensuring all candidates have the same opportunity to succeed, regardless of sex, sexual orientation, marital status, race, colour, nationality, ethnic or national origin, religion, age, or disability. In line with our dedication to fairness and transparency, we are also proud to be a We Show the Salary employer, pledging to always include pay details on our job adverts.

Join us and be part of award-winning teams and a culture that is truly unique - a place to grow, feel inspired, build a brilliant career and make a difference.