Account Director- Utilities

Title: Account Director- Utilities - M4

Location: Remote USA

Reports To: Global Managing Director-Sales

 

The Role:  

We are currently seeking an Account Director for the Utilities Practice. In this role you will have business development and account management responsibility with a focus on large and mid-size accounts based in North America. You will be responsible for the generation of business development and new sales with your assigned client base to support placement of our full product set to include syndicated benchmark studies, proprietary data and analytics solutions, customer experience (CX) consulting, certification programs, and other related products and services.  This role will work closely with Sales Leadership, the Utilities Practice team, and the Consumer Insight team, in the development of a robust pipeline for short and long-term growth of our Utilities business.  

 

The Impact You Will Have in This Role: 

This role will be a key contributor in expanding the use and impact of the various J.D. Power (JDP) customer experience products and services within the Utilities industry. The role will contribute to positioning J.D. Power as a strategic partner in the voice of the customer space within an assigned number of key accounts within the Utilities Industry.

 

What You'll Be Doing in This Role: 

• Generates revenue and sales by selling and servicing large and mid-size account customers and several key accounts in the Utilities industry.
• Achieves 100% or more of assigned annual Sales Incentive Program (SIP) Booking numbers
• Builds and maintains senior level (VP, SVP and EVP) including C-Level relationships (CMO, Chief Customer Officer, etc.); consistently develops contact map and strategy for all levels of the organization for strategic and key accounts.
• Builds and maintains knowledge of the Utilities industry and awareness of market trends.
• Maintains deep understanding of client strategies and can map JDP products and services to client needs to grow revenues and strengthen relationships.
• Takes initiative with Practice/Sales/PMO within JDP to leverage resources required to maintain successful relationships with clients.
• Manages a robust and accurate opportunity pipeline in Salesforce.com in support of revenue goals.  Documents and advances opportunity activity weekly inside Salesforce CRM system.
• Participates fully in all contract renewal efforts for syndicated studies and proprietary consulting solutions.
• Creates territory and account plans to meet SIP bookings quota based on portfolio of clients.
• Significantly contributes to business development and revenue generating opportunities.
• Understands customer’s needs and problems and knows how to develop consulting and advisory solutions that can help them solve business issues; knows how to sell these at the C-level
• Actively participates in industry conferences and JDP Utilities Client Conferences

  

Qualifications of this Role: 

• 4+ years in consultative and enterprise account selling with a proven track record of business development success and quota achievement.
• Bachelors Degree
  
• Client or supplier side experience with data analytics, preferably within the Utilities field, but not necessary.
• High emotional intelligence.
• Ability to build rapport and business relationships.
• Strong presentation/public speaking skills.
• Comfortable with Travel 20%-30%.
• Excellent organization and follow-up skills.
• Strong verbal and written skills.
• Comfortable with CRM systems, Salesforce.com, Excel, Power Point, etc.

 

 

The Hiring Manager says: 

“I am looking for a sales professional who can navigate a client’s corporate hierarchy from managers to the C-suite and represent the J.D. Power brand as a partner.  He/she will understand how to improve their business by leveraging voice of the customer, CX best practices, data and analytical tools. We are looking for a self-starter, with a positive attitude, that can add depth to our team and value to our customer base.  Finally, we prefer someone who has worked in the Utilities industry and is conversant in the business practices and terminology associated with Utilities services.”

 

The Way We Work: