Durst Kerridge

• Develop annual direct mail budgets / forecasts on behalf of key clients to set expectations and secure an appropriate budget for the channel. • Maintain and socialize a comprehensive Test Roadmap for each client outlining and prioritizing key test opportunities across list, offer, creative and digital variables. • Design monthly campaign matrices and defend their strategic design, objectives, and role in the overall narrative of channel scale/optimization, ultimately securing campaign/budget approval from Clients via a signed Statement of Work (or equivalent). • Serve as the primary liaison between the Client and Franklin Madison Direct’s Data and Analytics department, effectively articulating list procurement, modeling, data processing and analytics capabilities and procedures. • Ingest matchback performance data and prepare client-facing dashboards and deliver presentations complete with digestible highlights, takeaways, and recommendations for future campaigns. • Build and present/co-present PowerPoint decks for kick-off calls, preliminary snapshot presentations, campaign analytics, business reviews, and various ad-hoc needs to professionally advance a client’s campaign, performance, understanding or satisfaction. • Provide creative guidance and serve as a value-added contributor to creative strategy and review. • Host and/or participate in various internal team meetings to keep all departments synced on client status, plans, open-items, to-dos, challenges, performance, etc. • Confidently and diplomatically address any campaign quality or performance issues, leveraging FM Direct’s values as a guide to communication and remediation. • Prepare accurate and detailed invoice support docs (“deal tool”) to equip Finance and Senior Leadership Team with KPIs to analyze and advance the agency. • Play an active role in the accurate monthly forecasting of your book of Clients (volume, timing, revenue, gross profit) to aid in capacity planning, goal creation, and forecast fidelity. • Consistently achieve client-specific, personal and company budget goals; with consistent year-over-year increases in each. • Effectively lead and direct the client team (Account Managers, Data Team, Production Team, Creative Team, Digital Team, etc) towards a shared purpose of highly effective and timely outcomes. • Assist in the sales process by building test plans/budgets/ramps and persuasively presenting them to prospects with confidence. • Embrace, participate in, and deliver on specific company growth initiatives. • Continuing education on position-specific topics including marketing strategy, analysis, attribution, presentation, persuasion, etc. • Complete any duties/responsibilities as deemed appropriate by the senior management team. • Emulate CLASS Communication and personify Franklin Madison values.

• Assist in the development and execution of the overall revenue and growth plans for Franklin Madison Direct • Confidently engage prospects, clients, executive leadership, and others in-market as a thought leader representing the FMD brand. • Drive direct marketing performance (est. 60% of time): Directly supervise the Account Directors (“Strategists”) to help them optimize client adoption by defining and crafting the overarching DM strategies, forecasts, and test roadmaps for Franklin Madison Direct clients. • Oversee the Strategists to build, justify, and gain approval for client budgets, test plans and campaign matrices, as needed. • Track, manage and support the teams in identifying and mitigating keys risks as well as strategizing to capitalize on key opportunities. • Ensure cross-functional collaboration as necessary to help successfully deliver a campaign plan that is effective, on time, and on budget. • Proactively engage with top 10 clients on an executive level to communicate performance trends and collaborate with Strategists to develop/implement optimization strategies. • Review campaign results for key clients to help the Strategists provide valuable summaries of campaign observations, takeaways, recommendations, and next steps. • Empower Strategists to independently fulfill their duties & responsibilities with exceptional competence. • Collaborate with Data Analytics leadership to cultivate, iterate, and evolve testing, digital integration, internal modeling and other differentiating disciplines. • Build monthly and annual sales forecasts for purposes of ongoing budgeting and costs management for review with GVP, Market Strategy and Growth. • Support Business Development Efforts (est. 20% of time): Refine and evolve the “Prospect Profile” (industry, size, campaign specs, budget, etc.) to meet evolving business priorities. • Assist the Business Development team as needed to prepare for and participate in discovery calls and pitches, resulting in achievement of new business targets and established conversion goals. • Participate in key growth opportunities, including key RFPs and prospect proposals. • Support the VP, Enterprise Growth in critical business functions, including the establishment of SOPs to assign and align opportunities to the Strategist team. • Identify and Lead Significant Growth Initiatives (est. 20% of time): Support and/or lead efforts in growing Franklin Madison Direct through new partnerships, services, industries, capabilities, etc. • Conceptualize strategies to accelerate new client growth while increasing retention and optimization of existing clients. • Complete any additional duties/responsibilities as assigned by the Executive Team.

• Run primary and secondary research to uncover raw leads that “fit” our primary target profile(s) for direct mail and/or digital marketing campaigns • Pre-qualify those raw leads • Contact pre-qualified prospects to confirm potential fit, uncover needs for our services (in-person/phone/email/etc.), identify the influencers/decision-makers, etc. • Develop a strong understanding of the prospective clients’ businesses to demonstrate how our direct mail and/or digital marketing services can assist them in achieving their business objectives • Foster engagement with persistent phone/email/letter contact strategy aimed at decision makers at prospective clients to set discovery calls and/or proposal presentations • Lead discovery calls/meetings independently to identify prospective clients’ key needs and pain points • Where applicable, set a follow-up proposal presentation • Actively collaborate with direct marketing strategists or digital team to craft proposals that meet each clients’ specific needs • Collaborate with direct marketing strategists or digital team to present our capabilities, case studies, unique differentiators, proposals, etc. • Responsible for presentation/proposal follow-ups (recaps, preparing/sending Statements of work, asking for approvals, etc.) up to the kick-off call when it will be passed over to the Strategist/Account Management team assigned • Maintain a clean prospect database and a strong pipeline of potential business, with reporting as requested • Other duties as assigned by leadership

• Responsible for the management of the general accounting functions for the Insurance and Marketing Services divisions • Leadership of the day-to-day operations as well as special projects associated with process improvement initiatives • Fostering and maintaining professional relationships within the company, external partners such as accountants and consultants, staff members, and various other departments • Lead and manage a team of Accounting and A/R staff • Management of the monthly financial closing process • Create and review monthly journal entries for accuracy • Assure all balance sheet accounts are reconciled on time and are accurate • Review client SOWs and invoices to ensure clients are billed accurately • Review and analyze daily cash collection • Perform treasury functions of the business • Oversight and management of the various financial systems • Manage the company’s fixed assets • Maintain audit and tax compliance • Ensure regulatory compliance (GAAP) and internal control maintenance • Assist with internal and external audits • Special projects as warranted by the business

• Predictive modeling & decision support • Develop and validate response, premium, and other predictive models to improve targeting and profitability for direct mail and online campaigns. • Build omnichannel optimization and personalization models to determine who should receive which offer/message, through which channel, and when, to maximize campaign performance and profitability. • Analyze historical customer and marketing data to identify trends and patterns that inform strategy and optimization. • Design tests/experiments to evaluate campaign parameters (e.g., pricing, coverage, response, creative) and quantify lift and impact. • Production-ready analytics & ML • Build new and upgrade existing pipelines for data flow, business processes, scoring, and reporting (batch-first, designed for scale). • Contribute to model delivery patterns such as scheduled scoring jobs, APIs, or containerized services, including lightweight monitoring and versioning. • Research and Development • Research, recommend, and implement cutting edge tools, platforms and methodologies that align with industry best practices in data science and analytics. • Champion the adoption of innovative approaches in predictive modeling, data mining, and analytics, fostering a culture of continuous improvement. • Provide thought leadership and mentorship to team members, promoting upskilling in automation, AI, and innovative analytics.

• Assist in requesting, reviewing, and processing contracts and amendments. • Ensure contracts meet company standards and compliance requirements. • Track contract status and manage expectations. • Coordinate with legal, finance, and business teams to resolve contract discrepancies and ensure accuracy. • Support the deal approval and execution process, ensuring accurate documentation and timely processing. • Work with sales and finance teams to confirm deal terms and pricing. • Monitor deal progress and flag issues or delays for resolution. • Maintain accurate records in contract and deal management systems (e.g., Salesforce). • Prepare regular reports on contract status, deal flow, and key metrics. • Assist with audits and data quality checks. • Follow established Standard Operating Procedures (SOPs) and suggest improvements where needed. • Help ensure compliance with regulatory and company policies. • Participate in training and development to stay current on best practices. • Communicate effectively with sales, finance, legal, and operations teams. • Support presentations, reports, and updates for internal stakeholders. • Assist with onboarding and training for new team members as needed.