Commercial Growth Account Manager

Title: Commercial Growth Account Manager
Location: Inverness, Scotland with 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 media brands, 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 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.

Key responsibilities include:

• 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.

Requirements

Skills:

• 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.

Experience:

• 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

Behaviours that will help this role succeed:
Being More Curious

• Actively seeks 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.

To apply for this role, please follow our online application process and submit a CV and cover letter.

Closing date for applications: 27th July at 12:00noon