DIRECTOR SALES, Market Research
Compensation: Base is $150K + Commission
Our client
is headquartered at Piscataway, NJ, a globally trusted provider of market
research and digital experience solutions. They ranked at No. 60 among the
fastest growing companies in North America on Deloitte’s 2018 Technology Fast
500™, and at No. 170 on Inc's 37th annual Inc. 5000 list.
They are
trusted by the world’s leading brands, top consulting firms and research
advisory companies for their research and analytics needs. With 9 offices
across 6 countries spanning 4 continents, the team has executed market research
and digital experience projects in 100+ markets and in 35+ languages, with a
focus on complex multi-country projects requiring cross-border capabilities.
Their
research service offering spans the entire life-cycle of a typical research
project – including programming and hosting services, quant and qual data
collection using digital (online/mobile), traditional (phone, in-person) and
new-age (Virtual Reality) methodologies, data processing and data visualization
services. Additionally, they have custom-built technology tools and platforms
to enable execution of complex global projects at scale.
They are
among the few MR service organizations that hold the triple ISO certification
(ISO 20252, ISO 9001 and ISO 27001) while running MR operations that are 100%
compliant with ESOMAR, MRS and Insight Association guidelines.
About the job:
The primary
function of this role is to accelerate the growth of sales. Primary duties
include generating and submitting RFPs and related sales documents,
collaborating with senior team to set revenue goals and company strategy and
implementing a sales plan to drive revenue growth and attending key events to
generate leads.
The successful
candidate will be energetic, persuasive, and well organized and able to
demonstrate the ability to sell.
Define and
execute appropriate sales strategies, business development, marketing,
technical, ad operations and sales support programs to maximize sales and
profitability.
RESPONSIBILITIES:
Focusing on growing
and developing existing clients, together with generating new business.
Create strong
relationships with key client stakeholders at both senior and mid-management
levels.
Build a list of
(new) target clients in identified sectors based on criteria identified by the
company.
Work closely with
colleagues on cross-territory opportunities and other internal teams on
marketing materials and cause studies.
Understand and
effectively communicate the company's value proposition, technology, process
and current partnerships.
Write business
plans for all current and opportunity tender business.
Determine annual
unit and gross-profit plans by implementing marketing strategies, analyzing
trends and results.
Establish sales
objectives by forecasting and developing annual sales quotas for regions and
territories, projecting expected sales volume and profit for existing and new
products.
Maintain sales
volume, product mix and selling price by keeping current with supply and
demand, changing trends, economic indicators and competitors.
Establish and
adjust selling prices by monitoring costs, competition and supply and demand.
Desire to own
projects and exceed expectations, with ability to find solutions and deliver
results within a rapidly changing, entrepreneurial, technology-driven culture.
Ability to
identify and solve client issues strategically.
Excellent
interpersonal skills, with the ability to communicate effectively with
management and cross-functional teams, for both technical and non-technical
audiences.
Work with the
Sales, Account Management and Operations, teams to implement targeted sales
strategy.
Generate and
maintain accurate Account and Opportunity plans.
Work with
internal teams on behalf of clients to ensure the highest level of customer
satisfaction.
Interface with
technical support internally to resolve issues that directly impact partners.
Manage and
implement the sales forecasting, planning and buyer driven sales and marketing
processes, establishing high levels of quality, accuracy and process
consistency for the sales and marketing organization.
Work
collaboratively with the sales and marketing teams and fosters a culture of
continuous process improvement.
Drive the
successful implementation and adoption of the sales and marketing automation
platforms.
Reporting and
analytics.
Ensure reports
and other internal intelligence and insight is provided to the sales and
marketing organization.
Analyze pipeline
and lead data, deliver periodic reporting to the sales and marketing teams
providing key business insights: typical reporting relates to Demand
Generation, Pipeline Forecast and Trends, Conversion Rates, Target Account,
Market Segmentation, Win/Loss, Age.
Report on key
KPIs related to the lead and the opportunity waterfall to implement a
consistent
closed loop
between marketing and sales.
Through reporting
and analytics, validate the quality of the lead and pipeline data and provide
guidance to improve the overall data quality.
Database
management.
Define contact
and account quality standards in the database, defining processes and data
acquisition strategies.
Monitor the
quality of marketing and sales information and define data improvement
programs.
MINIMUM
REQUIREMENT
* Minimum 7 years
of experience in Market Research industry for Selling Data Collection services.
* Experience of
selling Market Research Services to Clients based in North America.
* Excellent
communication skills and presentation skills.
* Prior exposure
of working with senior management of large global companies.