Sr. Account Director, Business development

Job Description

The Senior Account Director drives client investment in (i.e., purchasing of) Dynata products and services based on the client's unique goals, objectives, strategies, priorities, resources, investment budget, and growth plans. The Senior Account Director role plays a pivotal role in helping clients decide on the best research investment planbased on their business requirements, market research needs and project budgets. The Senior Account Director educates clients about Dynata's portfolio of products and services, and the benefits associated with each option, helping the client understand why and how an investment in the service will help them achieve their goals and objectives and which products and services would be the best option based on the client's unique purchase decision criteria. The Senior Account Director ensures Dynata's solutions are optimally leveraged to meet clients' exact needs. The Senior Account Director dedicates time to fully understanding clients' goals, objectives, strategies, requirements, performance metrics and success criteria. The Senior Account Director keeps himself/herself abreast of the latest changes in the market, suggesting the best research plan for a client, minimizing the risks involved and maximizing the research performance potential, helping clients understand the budget investment requirements and the risks and benefits of each methodology and trade-off option.

The Senior Account Director drives development of strategic account plans, budget targets and sales forecasts, and manages and executes regular strategic business reviews with key stakeholders within each client. An effective Senior Account Director must:

• Be unbiased and professional. The first responsibility of the Senior Account Director is to guide the client and help him/her choose the best research investment plan based on the client's business needs and budgetary requirements.
• Be appropriately transparent with clients to achieve trusted partner status. Senior Account Directors should appropriately share vital information with clients and must be appropriately honest with clients to establish a long-term relationship.
• Make recommendations to clients on where and how to invest and not invest. The Senior Account Director must design tailor-made research investment solutions for clients which deliver maximum returns and benefits within a stipulated time and budgetary framework.
• Be an efficient and effective decision maker. The Senior Account Director should be able to guide the creation and development of the best research investment plan for a client and help ensure execution and delivery happens as planned.
• Be accessible and responsive to clients. The Senior Account Director communicates regularly with clients to address their needs and to help them be successful in the short and long term.
• Be a thought leader for clients. Senior Account Directors will meet with clients regularly to discuss Dynata products and services, market trends, changing budget investment plans, product benefits, etc.
• Ask for the opportunity to support clients strategically and tactically. Senior Account Directors will use a consultative and value selling approach to expand Dynata's business with their clients.
• Serve as the orchestra conductor (or quarterback) for their clients. Senior Account Directors will engage the right internal and cross-functional subject matter experts to ensure Dynata helps the client meet his/her goals, objectives, performance metrics and success criteria.
• Operate with an entrepreneurial spirit, innovator's mindset and collaborative approach while seeking assistance from SMEs (internal and external) when needed.
• Drives for continuous improvement, eliminating the negative feedback associated with failures or client complaints, using challenges and setbacks as opportunity to learn and improve.
• Be an innovator. The Senior Account Director is forward-thinking and proactively looks for opportunities to solve client challenges in new ways.
• Be an accountable, team-oriented leader. The Senior Account Director embraces personal ownership of client, company, team, and individual goals and objectives and drives for success.

Responsibilities

• Serve as the lead Dynata representative with 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 the 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 the 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

• 3 years management consulting experience or 5-7 years financial services experience required
• Extensive knowledge of financial / private equity markets
• Exceptional strategic and analytic 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
• Bachelor's degree in business, marketing, finance, or related field required; MBA preferred

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 salary range for this position in is $100-130k/yr; however, 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.