Senior Account Director - CPG

Deadline 30 June, 2020 Position Ref: 1631
Expertise

Hunter Sales Farmer


Description

Senior Account Director, CPG

The client provides consumer insights designed to empower success in today's on-demand, global economy. Powered by the perfect fusion of technology, expertise, and the largest global community of influencers at the
ready, they deliver rich, reliable, real-time insights to individuals, and companies of all sizes and helps them to transform the way they obtain insights. 

Role Description
The role will be focused on a number of clients that are currently spending and have significant growth opportunities within them. The role is focused on retention, cross-sell and upsell opportunities in these accounts as well as developing new client opportunities. You will be responsible for developing a relationship with them, understanding their business objectives and how they conduct their insights activities. As part of this, you will identify opportunities to develop the agility of their approach to insights and leverage Digital Solutions to help the client achieve their business goals.

Responsibilities and key tasks

• Understand client requirements and create a demand for services mainly through account development (~70%) activity plus some new business (~30%)
• Develop delighted customers who continue to purchase services on a regular basis
• Meet or exceed all revenue, gross margin and digital solution team targets for existing accounts
• Lead generation & development to conversion
• Develop requirements for strategic account plans, sector based sales, marketing and thought leadership material in conjunction with Head of Research and Corporate Sales Director
• Demonstrate knowledge of all company offerings and product enhancements as well as how they relate to relevant business and research issues
• Engage with client stakeholders including buying points, leadership and procurement teams
• Attend and if required speak at industry events
• Present to UK leadership team quarterly on performance
• Update and maintain CRM tool and submit periodic reports detailing activity (target prospects, meetings,
bids) and sales volumes and values
• Work as part of a high performing team

Experience
• Proven ability to open up new companies from cold with achievement data provided at interview stage
• Consistent over achievement of sales targets through a balance of new business development and account development
• Experience selling to CPG firms and preferably with some research sector, Insight, business intelligence or data background
• Used to working in a fast turn and consultative sales arena, covering a wide range of clients and doing the bidding and winning cycle themselves with a range of deal sizes and volumes

• Proven track record of multi-stakeholder engagement including director-level negotiation
• Wide range of sales achievement in creating and managing pipeline in differing environments:

  • Transactional sales experience, typically with short sales cycles – such as in direct marketing, media, advertising or research
  • Consultative sales experience in professional / marketing services context
  • Managing long sales cycles for complex projects – software, operational implementations
Skills and Traits
• Charismatic and entrepreneurial approach to relationship building internally and externally
• Excellent communicator, including written and oral skills, who is able to articulate the ITWP value proposition
• Ability to work independently as well as part of a team and multitask various projects
• Ability to handle large volumes of requests with tight turnaround requirements
• High levels of attention to detail with a structured approach to account management
• Minimum 8+ years consultative sales experience with a proven ability to manage and grow accounts in a fast-paced environment
• Success-driven with the ability to be flexible and self-motivated
• Excellent inter-personal and inter-departmental skills
• Positive attitude with a solutions-based approach
• Growth mindset to continuously develop skills and knowledge including participating in company training as required
• Microsoft Excel & PowerPoint proficiency essential.
• Proficiency in advanced applications of CRM tools such as Salesforce.com

Work in line with the Employee Values
• Integrity & respect - We treat colleagues, clients, and partners as we’d like to be treated ourselves.
• Working as one team that succeeds - We are one team that delivers results through common goals
• Rapid, informed decisions, executed without any delay - We implement our plans and remain agile to change them when required
• Think big and embrace change - We welcome bold ideas
• Delighted customers, not satisfied ones - We work tirelessly to exceed client expectations, not just meet them
• Meritocracy - We reward individuals based on ability and talent and this is the guarantee that advancement in our group is based only on performance

Work location: Ealing, London


Location

Ealing, London


UNITED KINGDOM


Duration

36 Months


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