Account Director (USA)

The Role—Account Director

The Research Now Account Director role exists to drive profitable and sustainable business growth for our most important clients so that the clients would not consider taking their business elsewhere.  We adopt a strategic and disciplined approach to managing accounts and set and follow a fruitful long-term account strategy that is measurable and can be used to track the success of the portfolio. We are the expert on the client and know what they need before they do.

Specifics of the role:

Responsible for managing relationships and selling into an existing accounts Works in an organized manner in coordination with internal stakeholders, and consistently utilizes defined processes

Additional information about the role:

• Deep familiarly with assigned accounts. Knows the accounts inside and out.  Utilizes this knowledge to support the customer with Research Now products.
• Leverages data to accurately analyze, plan and forecast assigned accounts.
• Productively describe Research Now and its product offerings.
• Seeks competitive insights and intelligence to inform the company of challenges and opportunities in the marketplace
• Conducts regular discovery with decision makers and influencers
  • Develops a deep understanding of the client’s industry, business and key decision makers and influencers as well as client goals/needs
  • Identifies and develops relationships with key strategic decision makers
  • Works to uncover client needs and requirements in order to act as a strategic partner in the client’s business.
• Identifies strategies, risk factors and plans to address barriers
• Qualifies accounts to determine fit for the business and effective use of company resources
• Provides insights to impact client’s business and creates a reason for a follow up discussion
• Delivers a value proposition that gains attention and creates enthusiasm for further discussions and ensures that the client understands how we satisfy their needs
• Prepares for objections and demonstrates understanding of concerns. Provides proof to address/minimize objections
• Develops solutions aligned with needs and desires of the client
  • Leverages resources and relationships to ensure a positive outcome for the client
  • Partners with internal stakeholders to achieve successful client interactions and project outcomes
• Delivers messages in a powerful and engaging way
• Identifies when to use strategic versus project solution proposals
• Presents solutions that are strategic, relevant and uses questioning to gauge buy-in
• Obtains clear agreement from the decision maker on how to best strategically deepen and expand the work or relationship
• Obtains next steps to fulfill the project
• Takes a collaborative approach to negotiations
• Is a leader in the relationship with the client during negotiations
• Only provides concessions with considerations
• Is an exceptional communicator, listens actively, seeks to first understand and approaches challenges with a curiosity mindset
• Work closely with Sales leadership to ensure account strategy is aligned with company goals and objectives
• Is an innovator: Forward thinking and looks for opportunities to view solutions in a new way and anticipates industry trends and improvements and contributes to industry growth
• Is a driver for continuous improvement: Eliminates the negative feedback associated with failures or client complaints and replaces with a drive for continuous improvement for individuals and the team/group overall.  Use failures as opportunity to learn
• Is a leader who aggressively embraces personal ownership of company-wide goals and objectives
• Is proactive and aggressively pursues opportunities or solutions to problems
• Proactively works to assist others in achieving the organizations objectives

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/Sex/Sexual Orientation/Gender Identity or Expression/Race/Color/National Origin/Age/Religion/Genetic Information/Marital Status/Height/Weight or any other legally protected category defined by applicable federal state or local laws and ordinances, so as to further the principles of equal employment opportunity.

The base salary range for this position in is $80-$100K/yr; however, base pay offered may vary depending on location, job-related knowledge, skills, and experience. A competitive sales incentive plan will 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.  The commission plan is designed to reward individuals for meeting and exceeding sales targets and plan details will be provided to candidates during the interview.