Account Director, Sales

4 weeks ago

Washington, Washington, D.C., United States Dynata Full time

The Business Development Account Director role exists to uncover, revive and drive profitable and sustainable business growth and ensure new and existing clients would consider partnering with Dynata for all their research needs and not take their business elsewhere. We adopt a strategic and disciplined approach to managing accounts and follow a fruitful long-term account strategy that is measurable and can be used to track the success of the portfolio.

Responsibilities

  • Serve as the lead Dynata representative for the client, guide the client's research investment decisions with Dynata, and drive adoption of Dynata products and services by the client.
  • Understand how clients and key stakeholders make buying decisions.
  • Develop a deep understanding of a client's industry, business, and priorities.
  • Build and foster genuine, trusted relationships with clients and key client stakeholders and strategic decision makers.
  • Uncovering client needs and requirements to act as a strategic partner in the client's business.
  • Lead and manage the strategic, tactical, and commercial relationship and negotiations with the client.
  • Deliver a value proposition that gains attention and creates enthusiasm for further discussions and ensures that a client understands how Dynata can meet client needs and exceed client expectations.
  • Proactively prepare for client objections and demonstrate an understanding of client concerns; provide relevant proof points to address and/or minimize objections.
  • Partner with internal stakeholders to achieve successful client interactions and project outcomes.
  • Lead the cross-functional Dynata team supporting the client and communicate client buying criteria to cross-functional support teams: Account Management, Project Management and Professional Services teams.
  • Leverage internal resources and relationships to ensure a positive outcome for the client.
  • Maximize Dynata's share of wallet vis-a-vis the client's total available budget and spend.
  • Deliver the monthly, quarterly, and annual sales forecasts and achieve revenue targets.
  • Understand the client organization - strategically, tactically, structurally.
  • Maintain current knowledge of industry developments, trends, and evolution.
  • Work closely with senior leadership to ensure account strategy is aligned with Dynata's goals and objectives.

Requirements

  • 7+ years managing large field accounts, preferably in the data or research industry.
  • Exceptional strategic and analytical skills that enable informed, data-driven business decisions
  • Excellent communication skills, both written and verbal
  • High degree of accountability and proven record of driving results, and exceeding financial targets
  • Sales tools proficiency

At Dynata, we are committed to fostering an inclusive, accessible environment, where all employees and customers feel valued, respected and supported. We are dedicated to building a workforce that reflects the diversity of our customers and communities in which we live and serve. Dynata welcomes and encourages applications from people with disabilities. We are committed to an inclusive work culture for all our employees. Accommodations by request can be made for all aspects of the selection process. Dynata is also an affirmative action employer OE/Minority/Female/Veteran/Disabled/Sexual Orientation/Gender Identity

The base salary range for this position in is $100K - $120K/Year with a 50% sales variable. The base pay offered may vary depending on location, job-related knowledge, skills, and experience. A discretionary incentive program may be provided as part of the compensation package, in addition to a full range of medical and other benefits, dependent on full-time employment status.

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