Major Account Director
Job Type : Permanent, Full Time
Salary : £70000 – £80000/annum Uncapped Commission
Our Mission
The world is changing exponentially, resulting in unprecedented opportunities and challenges that individual organizations and entire industries need to understand and navigate.
The world is becoming more complex, uncertain, and fast-moving than ever before, which is why GlobalData exists. Our mission is to help our clients decode the future to be more successful and innovative.
We create trusted intelligence on 20 of the world’s largest industries by leveraging our unique data, expert analysis, and innovative solutions.
Easily-accessible and fully-integrated into one platform, our Intelligence Centre solution helps investment banks, corporates, government organisations, and industry professionals make faster, more informed decisions.
Our Values
We have an unbreakable commitment to our brand values. They are our fundamental beliefs. They guide our actions and the way we serve our clients and engage with our communities. We value:
Client-Centricity – “We put our clients at the centre of what we do”
Integrity – “We act fairly, ethically and openly in all we do”
Innovation – “Always stay one step ahead”
Professionalism – “Acting above and beyond our code of practice”
Quality – “Relentlessly striving towards high standards”
The role
This is an opportunity to join a growing, winning, team that is changing the way that organizations use business intelligence and market research.
As a Major Account Director, you will be responsible for the promotion and development of our bespoke analysis and research solutions to Tier 1 Financial Service Institutions (Retail Banking, Insurance, Payments, Wealth Management) across our portfolio globally.
Using a combination of high activity, passion and strategic time management, the Major Accounts team is required to create and maintain robust meeting and sales pipelines, with the key goal of achieving sales targets on a monthly and quarterly basis, and ensuring year-on-year sales and revenue growth.
You will be responsible for the full sales and relationship life-cycle with clients (from generating sales leads and pitching to key decision makers in a variety of roles, to working with internal delivery teams and clients to ensure satisfactory delivery of projects), with the ultimate aim of developing long-standing “partnerships” with our largest and most strategically significant clients to maximise the opportunity for repeat business.
You will be expected to work closely with the Managing Consultant and Delivery Team to ensure that responses to proposals and tenders meet the client’s needs and are able to be satisfied by the business, both from an output and timing perspective. Whilst this role will involve the development of strong face-to-face client relationships, ultimate success in this role will be driven via the telephone, in order to secure the meetings required.
SKILLS REQUIRED
* Experience selling data, insight and analysis to C level executives resulting in acquisition of new logos and significant growth of existing relationships.
* Proven ability to engage with C-level decision makers and sell multiple solutions across multiple buying points to Tier 1 accounts within the Financial Services Sectors.
* Proven track record of achieving and exceeding revenue targets (candidates must be able to show past year’s numbers).
* Comfortable selling syndicated and custom data solutions through a variety of delivery mechanisms (Platform, API, FTP, CRM etc.)
* Strong quantitative skills, comfortable with corporate and market statistics, financial databases and other aspects of market research analysts and consulting.
* Strong client interaction skills – considerable experience of working with both internal and external clients and in preparing and conducting sales presentations to Senior Management;
* Well-refined, value-based new business sales skills and account management expertise across all levels including an ability to demonstrate a strategic approach to mapping out and developing business within Top tier accounts
* Self-motivated with the drive to achieve and exceed sales targets and other key performance indicators; Ability to work independently.
* Strong inter-personal skills in order to identify core client issue, internal buying processes and secure “buy-in” and support from appropriate stakeholders;
* Must be willing travel about 25% of the time.
KEY RESPONSIBILITIES
Exceed sales targets through:
* Working within a predefined prospect list of around 50 companies to identify revenue growth opportunities
* Achieving and/or exceed quarterly sales revenue targets of at least £600k in new and renewal business
* Engaging with clients, generating leads and managing a pipeline that delivers on its annual revenue and gross profit targets;
* Utilising the services of GlobalData‘s consulting and research analyst teams in order to develop on-going and in-depth contacts with key clients; and
* Promoting the consulting and bespoke analysis proposition to your client base.
Drive business development through:
* Developing a strategic account plan to target new opportunities
* Using your personal contacts and habitual lead sourcing/networking in order to generate leads and win projects;
* Actively engaging with team members to develop positive team dynamics.
* In conjunction with the Managing Consultant and through your own initiative, anticipating hot issues, client needs and industry trends; you will proactively suggest topics that will capture the imagination of clients and drive future business.
* Keeping abreast of relevant competitive offerings, understanding both their strengths and weaknesses, so that the USPs of Global Data can be effectively positioned in comparison to incumbent suppliers.
Ensure client satisfaction through:
* Working with the delivery team to ensure that final delivery of all projects is to client customer satisfaction;
* Taking responsibility for management of on-going client relationships and understanding their objectives and needs; and
BENEFITS
* Highly competitive compensation package with base and uncapped commission
* Comprehensive induction and ongoing training and development from the best in the industry
* Excellent career progression opportunities
More Information
- Address EC4Y, Blackfriars, Greater London
