Commercial Account Manager

Commercial Growth Account Manager – Inverness, Scotland (some travel to Moray, Islands and Elgin)

DC Thomson is hiring for a target-oriented Commercial Growth Account Manager to join our Commercial Team in our Inverness office.

We own some of the country’s best-loved and trusted mediabrands, from news, sport and business to entertainment, comics and puzzles, a leading genealogy platform and tech services business. As a family business, DC Thomson believes strongly in doing what we can to build a sustainable future for our customers, colleagues and shareholders.

This is a great opportunity for a passionate account manager with previous sales experience in a targeted role. The Commercial Growth Account Manager will use their well-honed networking skills to visit clients, identify new prospects, and secure new business.

The Commercial Growth Account Manager will deliver sustainable, diversified advertising revenue growth from small and medium-sized enterprises (SMEs) in a rapidly changing local media and advertising market. They are accountable for building, retaining and growing a portfolio of SME customers through the effective sale of DC Thomson’s multi-platform advertising proposition across print, digital, audio, and emerging formats.

Operating in a highly competitive environment shaped by digital disruption, changing audience behaviour and pressure on SME marketing budgets, the role focuses on commercially disciplined selling, strong pipeline management, and outcome-driven customer partnerships. The successful candidate will collaborate across a portfolio business model, sharing best practice, and continuously adapting sales approaches to maximise return for clients and revenue for the business.

• Achieving agreed revenue targets through effective management of new business and existing client opportunities.
• Building and maintaining a robust sales pipeline that consistently converts to revenue.
• Client retention and growth, delivering strong renewal, upsell and cross-sell performance.
• Disciplined use of CRM systems to support forecasting accuracy, performance management and insight sharing.
• Contributing to a high-performance sales culture, sharing learning and best practice across the portfolio.

• Applies structured sales methods to identify, progress and close opportunities; works towards defined targets; adapts approach based on customer needs.
• Builds and maintains effective working relationships with customers; manages expectations; identifies opportunities to deepen partnerships.
• Responds to customer needs, resolves issues promptly and ensures positive end-to-end experience.
  
  Maintains accurate and timely records in CRM systems to support decision-making and performance tracking.
• Communicates clearly with internal partners to align activity and outcomes.

• Previous experience using CRM systems.
• Comfortable working effectively under pressure.
• Able to work both individually and as part of a team with a shared goal.
• Confident working to targets and achieving them.

• Being More Curious:
  Actively seek to understand client businesses, market pressures and emerging opportunities. Uses data and feedback to refine sales approaches rather than relying on past methods.
• Experiment with
  
  Purpose:
  
  Tests new propositions and sales techniques in a disciplined way, learning quickly from results. Shares insights on what works and what doesn’t to improve collective performance.
• Owning the Outcomes:
  Takes full accountability for revenue delivery, pipeline quality and customer experience. Manages time, territory and priorities proactively to stay focused on outcomes.
• Being More Collaborative:
  Works openly with peers and specialists to deliver the best solution for clients. Contributes constructively to a portfolio sales model, sharing best practice and supporting others’ success.