Director, Account Development - BASES

Company Description

REFID339643

Job Description

Remote based role--must be physically located within the US

About this Job 

This role is accountable for overseeing the end-to-end sales process; creating an account level strategy that focuses on retention and growth; and executing through other critical sales processes including prospecting, value creation, negotiating and closing deals.  The AD Director is also accountable for accurately managing an active sales pipeline with consistent sales forecasting for their book of business. 

Responsibilities

• Own overall BASES revenue target/quota for given portfolio, including “established” or repeat business and all new / incremental business 

• Work with Customer Success partners to manage established lines of business in your portfolio, freeing up your time to identify incremental business growth opportunities, including opportunities for deeper/more consultative engagement 

• Clearly and convincingly articulate BASES offerings and value proposition, matching them with relevant client business challenges/KPIs 

• Objection handling and overcoming resistance from both current and prospective clients 

• Understand client business strategy, communicate it to Customer Success teams, and be a catalyst for action 

• Create and activate a client strategy/ account plan (including financial forecasting, pipeline management, broader NIQ collaboration) 

• Thoroughly understand client, market and competitor dynamics and provide feedback to leadership. 

• Represent all BASES services and practice areas in a solution-agnostic manner.  Collaborate with Specialty Sales partners to increase solution penetration. 

• Own BASES’ response/proposal creation for the following: 

• First time service use 

• Large/complicated study designs 

• Cross-specialty area proposals 

• RFP’s 

• Custom studies or consulting engagements 

• Generally anything that isn’t established, repeat business 

• Liaise internally (i.e. Specialty Sales, Product Leadership, Operations) to assess feasibility for commercialization of study approaches 

• Manage the end-to-end sales process through engagement of appropriate resources such as Customer Success, Operations, and Finance. 

• Expand BASES’ client footprint (penetrate new divisions/functions/C-suite)  

• Troubleshoot high-visibility client concerns 

• Drive sales strategy at your portfolio including awareness generation and ongoing engagement leveraging SalesLoft tool, CRM, thought leadership, and other activities. 

• Personally deliver thought leadership 

• Ensure internal processes are followed, including adherence to tracking customer and transactional information in CRM system and other sales and operational processes. 

• Maintain product/technical knowledge by participating in learning workshops/sessions. 

• Ability to drive sales maintaining a long-term perspective to maximize overall revenue generation while being able to generate short term results. 

• Ensure projects are scoped responsibility and meet BASES profitability guidelines 

• Partner with Customer Success to ensure a healthy overall relationship and to effectively translate client/proposal requirements for projects and engagements. 

• Partner closely with colleagues across the NIQ organisation on strategy, joint-selling, and potential continuous data (RMS) RFP responses. 

• If applicable, manage BASES or NIQ client funds and ensure their usage for BASES products. 

Qualifications

• Undergraduate degree in Business, Marketing, Economics or related field 

• 8-10 years’ relevant work experience (marketing, research, agency, manufacturer, etc)  

• Managing complex B2B sales 

• End to End sales process experience from prospecting through needs discovery, opportunity identification, value proposition development, negotiation and closing 

• Strong analytical mind and excellent numerical skills 

• Knowledge of advanced analytics, methods, and tools 

• Use of MSD, PBI, SalesLoft or similar  

Our Benefits

• Flexible working environment
• Health insurance
• Parental leave
• Life assurance

Additional Information

All your information will be kept confidential according to EEO guidelines.

About NIQ

NIQ is the world’s leading consumer intelligence company, delivering the most compl