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.
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.
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 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.