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Account Manager - NHL Sports Teams

Indianapolis, Indiana, United States

Most companies claim to have the best people. We say to them, "Keep dreaming." Our people are second to none. They set us apart with their entrepreneurial spirit and ambition. They come to us from the likes of Amazon, Microsoft, Nordstrom, Starbucks and the sports world, bringing energy, bold ideas and a willingness to dive into the unfamiliar. It's our people that make BDA the top global Merchandise Agency to work for.

 

WORK LOCATION AND SCHEDULE

  • For those that live within a reasonable commuting distance  of a BDA location — Woodinville, WA; Atlanta, GA; Austin, TX; Dallas, TX; Troy, MI; or Indianapolis, IN — the role offers a flexible onsite schedule of onsite 4 days per week (with 1 day remote).
  • This role is remote for candidates that are not located within a reasonable commuting distance from one of our USA BDA office locations.

 

The Account Manager is a strategic, customer-focused leader responsible for managing and growing complex client accounts while supporting the overall account strategy established by the National Account Manager. As a trusted partner to clients and internal teams, the Sr. Account Manager proactively identifies growth opportunities, leads high-impact merchandise programs, and ensures exceptional service delivery. Leading by example, mentor teammates, and play a critical role in driving client satisfaction, revenue growth, and long-term account success.

 

Key Responsibilities

Account Strategy & Growth Enablement

  • Prepare and maintain an actionable strategic account plan using the OST model (Objective, Strategy, Tactics) for all assigned accounts focused on quarterly budget attainment (profit and margin results).
  • Manage and grow assigned accounts by meeting or exceeding sales, margin, and profitability targets.
  • Partner with the National Account Manager to execute account strategies, priorities, and growth initiatives.
  • Identify, develop, and advance upsell and cross-sell opportunities across BDA products, programs, and services.
  • Lead opportunity strategy, presentations, and pitches for complex or high-visibility initiatives.
  • Ensure data hygiene guideline compliance. Manage all opportunities, tasks, and key performance indicators to prescribed guidelines through insights from Salesforce CRM, promo and program performance analysis, and proactive recommendations.

Client Relationship Management 

  • Serve as the primary day-to-day point of contact for assigned clients, building trusted relationships across multiple stakeholder levels.
  • Deeply understand client objectives, brand standards, budgets, and timelines to deliver tailored, brand-compliant solutions.
  • Provide consultative guidance and creative merchandise recommendations aligned with client marketing and branding goals.
  • Monitor client satisfaction, address issues proactively, and drive high levels of retention and repeat business.

Program Leadership & Execution 

  • Lead end-to-end execution of complex promotional programs from ideation through delivery.
  • Ensure accuracy, quality, and on-time delivery through close coordination with Client Service Coordinators, Production, Design, Logistics, Purchasing, and Supplier partners.
  • Prepare accurate, competitive pricing and manage financial details to ensure profitable outcomes.
  • Conduct post-program reviews to assess results, gather feedback, and identify optimization opportunities.

Cross-Functional Collaboration 

  • Act as a key liaison between clients and internal teams to ensure seamless communication and execution.
  • Collaborate across business units to deliver innovative solutions and elevate the overall client experience.
  • Stay current on industry trends, product innovation, and competitive insights to strengthen recommendations.

Leadership & Team Development 

  • Serve as a mentor and resource to Account Managers and Associate Account Managers and coordinators by sharing best practices, product knowledge, and sales insights.
  • Demonstrate leadership through professionalism, accountability, and proactive problem-solving.
  • Contribute to a positive, high-performing team culture focused on growth and continuous improvement.

Sales Performance & Business Management 

  • Maintain accurate account, contact, and opportunity data in Salesforce.
  • Support forecasting and pipeline management efforts for assigned accounts.
  • Operate with strong financial discipline, including margin management and pricing strategy.

Skills & Traits 

  • Strong strategic and creative thinking with a passion for branded merchandise and marketing solutions.
  • Highly organized, detail-oriented, and comfortable managing multiple complex initiatives simultaneously.
  • Results-driven, proactive, and energized by a fast-paced, deadline-driven environment.
  • Strong financial acumen, negotiation skills, and problem-solving abilities.
  • Excellent communication, presentation, and interpersonal skills.
  • Coachable leader who enjoys mentoring and developing others.

Qualifications 

  • 4–6+ years of experience in sales, account management, or a client-facing role; branded merchandise experience preferred.
  • Experience working in a sales or marketing capacity for a professional sports team, in any league, is required.
  • Proven ability to grow accounts through proactive client development and opportunity identification.
  • Proficiency in Microsoft Office (Excel, Outlook, Word, PowerPoint).
  • Experience with CRM systems; Salesforce preferred.

 

We are pleased to share the base salary range for this position is $80k to $90k. If you are hired at BDA, your compensation will be determined based on factors that may include geographic location, skills, education, and experience. In addition to these factors, we believe in the importance of pay equity and consider internal equity of our current team members as a part of any offer. In the spirit of pay transparency, the range listed is the full base salary range for the role and hiring at the top of the range would not be typical, in order to allow for future salary growth. The range listed is just one component of BDA’s total compensation and rewards programs, which includes: robust PTO; vacation, a paid volunteer day, holidays and summer Fridays, Benefits; medical, dental, vision, life, and AD&D insurance, 401k; tuition reimbursement, mental health and financial wellness programs and professional development opportunities including tuition reimbursement. Certain revenue-generating positions may be eligible for incentive compensation. 

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BDA is more than a workplace - it’s a family. For more than four decades we’ve promoted a vibrant and welcoming culture that not only accepts but demands you to be different. The quirky, the bold, the creative and the unique make up the foundation of a company that the most iconic brands in the world look to help tell their story through the power of merchandise.

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