Account Executive

2 weeks ago

Boston, United States Lux Research, Inc. Full time
Job DescriptionJob DescriptionDescription:

Lux Research, a pioneer in the realm of sustainable innovation, is actively searching for an Account Executive (AE) in North America to join our Consumer Products sales team. This role is responsible for selling our research products, data insights and consulting services to new clients in Global 2,000 companies. In this role you will work with C-Level executives (business and technology leaders) in the consumer products industry across North America. This is an individual contributor role.


You will engage in a consultative sales approach, meeting with C-Level executives to understand their highest priority initiatives. You will clearly articulate how Lux Research can deliver deeper market, technology and business insights in support of their decision-making processes.

What You Will Do:

  • Sales Strategy: Develop and implement a sales strategy and go-to-market approach focused on acquiring new business in the assigned region.
  • Pipeline Management: Proactively identify, qualify and close new sales opportunities, ensuring a robust and accurate sales pipeline to achieve quarterly targets.
  • Senior-Level Engagement: Strategically prospect into senior management levels (Director, VP, C-Level) in areas such as R&D, Innovation, Business Development, Corporate Venturing and Strategy/M&A.
  • CRM Maintenance: Accurately maintain opportunity information in Lux’s CRM system (Salesforce).
  • Product Knowledge: Gain a thorough understanding of Lux Research’s full suite of research (subscription) and consulting offerings.
  • Value Demonstration: Identify clients business and technology challenges, demonstrating Lux Research’s value and positioning the company as a strategic resource.
  • Team Collaboration: Work closely with a global team including Business Development Representatives, Customer Success Managers, Research Analysts and Consultants.

Why Lux Research?

Joining Lux Research means becoming part of a team that's not just observing the sustainable innovation landscape but actively shaping its future. Your work will directly contribute to empowering leaders in business, finance, and government with the insights needed for strategic decision-making. At Lux, your skills in unearthing and analyzing the nuances of emerging technologies will be central to our collective success. If you're driven by the pursuit of knowledge and eager to make a tangible impact in the world of sustainable innovation, we invite you to bring your unique talents to our team. Embark on a career where your analytical acumen and research prowess set the stage for transformative insights and strategies, all within a team as dedicated to making a difference as you are.

Requirements:

Minimum Qualifications:

  • Minimum 7 years of successful sales experience with a proven track-record of new client acquisition
  • Experience selling to Global 2,000 CPG companies, with the ability to win new logos
  • Proficiency in building business champions and running a complex sales process
  • Demonstrated success as a “hunter” in solutions selling, new business acquisition, achieving targets and managing personal sales strategies
  • Experience with intangible sales (B2B) such as research, advisory services, or consulting
  • Proven ability to cultivate and manage a sales pipeline with multiple opportunities at various stages
  • Experience finding new business opportunities with an average annual contract value of $100K


Desired Qualifications

  • MBA or equivalent
  • Consultative selling style is a must; formal training in Miller-Heiman Complex Sales, Challenger Selling, or similar
  • Ability to uncover the “unexpected value” and qualify opportunities
  • Excellent interpersonal, verbal, and written communication skills
  • Strong detail orientation and understanding of sales pipeline management
  • Driven by activity and results, with individual performance tied to compensation rewards
  • Competitive spirit with a strong desire to be successful
  • Self-starter with initiative and independence
  • Ability to articulate trends, challenges, and issues to C-level executives
  • Comfort in a fast-paced, rapidly evolving entrepreneurial environment

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