Account Development Manager - BASES (US Remote)

Company Description

REFID665185

Job Description

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 Manager is also accountable for accurately managing an active sales pipeline with consistent sales forecasting for their book of business.

• Own overall BASES revenue target/quota for given portfolio.
• Take initiative to capitalize on new sales opportunities.
• 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/CBP collaboration) Thoroughly understand client, market and competitor dynamics and provide feedback to leadership.
• Identify incremental business growth opportunities, including opportunities for deeper/more consultative engagement
• Represent all BASES services and practice areas in a solution-agnostic manner.  Own Specialty Solution penetration with assistance of regional specialty sales leaders.
• Own BASES’ response/proposal creation for the following:
  • First time service use
  • Large/complicated study designs
  • Cross-specialty area proposals
  • Custom studies or consulting engagements
• Liaise internally (i.e. Specialty Sales, PL, Ops) to assess feasibility for commercialization of study approaches
• 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, CRM, thought leadership, and other activities.
• 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.
• Lead overall rate card/pricing guidance, ensuring projects are scoped responsibly and meet BASES profitability guidelines, partnering with Customer Success colleagues where applicable
• Partner with Customer Success to ensure a healthy overall relationship and to effectively translate client/proposal requirements for projects and engagements. 

Essential Knowledge

• Marketing Research
• Custom / Ad-hoc research methodologies such as survey-based research & choice-based research

Preferred Knowledge

• Product and brand innovation & renovation
• Insight-based selling – comfortable asserting views and challenging client thinking

Qualifications

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

• 5 – 8 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, the world’s leading consumer intelligence company, reveals new pathways to growth for retailers and consumer goods manufacturers. With operations in more than 100 countries, NIQ delivers the most complete and clear understanding of consumer buying behavior through an advanced business intelligence platform with integrated predictive analytics. NIQ delivers the Full View. 

NIQ was founded in 1923 and is an Advent International portfolio company. For more information, visit NIQ.com 

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