Associate Director, Client Development

Job Title
Associate Director, Client Development
Job Description
I. Job Summary | Major goals
As the Associate Director, Client Development at Bizrate Insights, you are a results-oriented player/coach with experience in sales, account management, and data insights for sophisticated clients and C-Level executives. In this hybrid role, you will champion Bizrate Insights' leadership in the Voice-of-Customer (VoC) space by driving Bizrate Insights' value proposition and service delivery standards.
The Associate Director will personally manage, sell and cross-sell to many of our top tier accounts while ensuring that their team of direct reports does the same by combining client insights, and ecommerce expertise with strong analytical and presentation skills.
As a Sales Manager, you've used Salesforce extensively, developed sales processes and identified lead generation channels. You combine a great instinct for developing and selling compelling products with a strong focus on users, clients, and partners.
As an Account Manager, you possess the ability to understand to the client base's needs and align those needs with our corporate goals to translate them into products that drive adoption and entrenchment.
Your key focus will be clients within the online retail space with the opportunity to expand and build relationships across new vertical expansion. This role will manage key accounts and own responsibility for building and managing a team of account management and sales professionals driven towards meeting personal and team goals. The Associate Director, Client Development reports to the SVP.
II. Essential Job Functions| Accountabilities, Actions and Expected Measurable Results

• Account Management
  
  • Maintain and grow our position and entrenchment across key verticals through strong relationship development, high product quality standards, and on-time deliverables.
  • Support the collection of market intelligence by building strong relationships with clients that provide access to senior decision makers and their development roadmaps.
  • Proactively identify opportunities that are important to our top tier clients. Provide leadership and direction to develop these new opportunities while vetting demand.
  • Support existing clients by maintaining accounts, running reports, and providing training.
  • Identify at-risk accounts to mitigate risk and maintain the network volume.

• Sales
  
  • Identify acquisition targets that are valuable to our network and coordinate with the appropriate team members to bring them in to our network.
  • Sell-in new products, solutions, and enhancements to our client base by identifying gaps and opportunities.
  • Drive product and feature adoption by providing consultative advice, usage/adoption recommendation, risk identification and mitigation with a goal of maximum client retention and expansion to new solutions.
  • Identify target accounts and create a plan for outreach and growth to bring new logos to the Bizrate Insights network.
  • Collaborate with the Director, Client Development and senior leadership to establish objectives by forecasting and developing goals and projecting expected sales volume and profit for existing and new products.
  • Collaborate with CDM Team leads to create inbound and outbound sales strategies to expand our client base.
  • Represent Bizrate Insights at trade shows and industry events as needed.

• Data Insights
  
  • Review and analyze client data to make recommendations that positively impact their business.
  • Act as a business analyst to create and present Quarterly Business Reviews (QBRs) that tell a story using client data and industry insights.
  • Become a subject matter expert across both Bizrate and the verticals we support, enabling you to make recommendations based on solid facts and industry trends.

• Team Leadership
  
  • Manage a high-performing team by hiring, training, and appraising team members to achieve maximum outputs and growth.
  • Coach Client Development Team members on how to successfully sell and upsell solutions that drive additional value to our clients.
  • Guide your team in best practices related to data analytics with respect to presentation content and delivery methodologies.
  • Support the identification of team objectives and goals; projecting expected sales volume and profit for existing and new products.

• Cross-Functional Team Collaboration
  
  • Partner with the product development, operations, engineering, and creative teams to bring new and enhanced products and features to market based on client needs.
  • Collaborate with the B2B Marketing Team to lead and participate in the creation of marketing collateral that influences product and feature adoption, website design, case studies, sales presentations, etc.
  • Provide feedback that informs our go-to-marketing strategy and pricing for new products, features and solutions by keeping current with supply and demand, changing trends, economic indicators, and competitive landscape.
  • Act as Subject Matter Expert (SME) to answer questions about Bizrate Insights' solutions for both internal and external stakeholders.

III. Minimum Qualifications and Job Requirements | All must be met to be considered.
Education:

• Bachelor's Degree or equivalent professional experience required.

Experience:

• 7+ years of relevant experience in sales, account management, or data insights, most recently servicing top-tier clients, including 2+ years a people manager, building and growing high-performing teams.
• A proven self-starter that is adept at recognizing or creating opportunities and representing them through the development process.
• Demonstrated usage of a consultative approach in account management, sales, and upselling, including the ability to gather the needs of the client base and convert them into a winning product or feature.
• A track record of successfully selling in new solutions and products or features to a client base; SaaS experience is a plus.
• Significant people and organizational management skills; a natural leader and mentor.
• Analytical, communication and presentation skills are required with comfort speaking to C-Level executives in an "executive presence". Strength in written and oral communication is a must.
• Strong quantitative and qualitative analytical abilities with an understanding of consumer feedback, ecommerce, mobile platforms and social media; survey development is a plus.
• Deadline-oriented mentality that embraces the production of high-quality work in a fast-paced, ever-changing environment with imperfect information while maintaining a high level of attention to detail.
• Strong skills with Microsoft Office or GSuite experience are required.
• Deep understanding of CRM systems, especially Salesforce, including the ability to build reports and report from them is required.
• Knowledge and interest in e-commerce, especially retail, is required; retail experience is a plus.

Specific Knowledge, Skills and Abilities:
Travel Required (Approximate) :N/A
It is the policy of Meredith Operations Corporation ("Dotdash Meredith", "the Company") to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, the Company will provide reasonable accommodations for qualified individuals with disabilities. Accommodation requests can be made by emailing [email protected] .
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