Major Account Director
Location: City of London
Location type: Hybrid
Salary: competitive base salary with a very attractive commission scheme
Who we are
GlobalData is a specialist information services business on a mission to help our clients decode the future, make better decisions and reach more customers. Using our unique data, expert analysis and innovative solutions we’re able to create trusted intelligence on the world’s largest industries for thousands of companies, government organisations and industry professionals in one fully integrated platform.
We began our journey in 2016, by combining a diverse range of specialist information services companies, many with decades of trusted customer relationships and deep sector specialisms. Today, we believe in the power of collaboration and operate as a single company, with more than 3,500 colleagues worldwide, across 20+ industries, delivering value for over 5,000 customers globally.
Why join GlobalData?
GlobalData is at a pivotal point in its growth journey. Following multiple acquisitions and having recently received transformational investment we need curious, ambitious, courageous people to support us in achieving our vision of becoming the world’s trusted source of strategic industry intelligence.
Our Sales team
The GlobalData Sales team operate at the face of our business introducing clients to our trusted strategic intelligence. With an established book of market leading brands and the scope to build from scratch there is a real opportunity for sales talent at all levels to learn and develop in our growing business.
The role
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 aim of developing long-standing “partnerships” with our largest and most strategically significant clients to maximise the opportunity for repeat business.
Your key responsibilities will include:
- Working within a predefined prospect list of around 50 companies to identify revenue growth opportunities.
- Achieving and/or exceeding 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 ongoing and in-depth contacts with key clients.
- Promoting the consulting and bespoke analysis proposition to your client base.
- 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 GlobalData can be effectively positioned in comparison to incumbent suppliers.
- Working with the delivery team to ensure that the final delivery of all projects is to client customer satisfaction.
- Taking responsibility for the management of ongoing client relationships and understanding their objectives and needs.
What We Look For
- Experience selling data, insight and analysis solutions to C level executives and key decision makers resulting in acquisition of new logos and significant growth of existing relationships.
- 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 both independently and collaboratively with the wider team.
- Strong inter-personal skills in order to identify core client issues, internal buying processes and secure “buy-in” and support from appropriate stakeholders.
GlobalData believes strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, we are proud to be an Equal Opportunity Employer. GlobalData is determined to ensure that no applicant or employee receives less favourable treatment on the grounds of gender, age, disability, religion, belief, sexual orientation, marital status, race, or is disadvantaged by conditions or requirements which cannot be shown to be justifiable.
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