Job Details

The Dynata Associate 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 existing accounts.
• Works in an organized manner in coordination with internal stakeholders, and consistently utilizes defined processes.

Additional information about the role:

• Deep familiarity with the consulting, private equity, or investment space.
• Leverages data to accurately analyze, plan and forecast assigned accounts.
• Productively describes Dynata 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.
• Works closely with senior 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 it with a drive for continuous improvement for individuals and the team/group overall. Uses failures as an opportunity to learn.
• Is a leader who embraces personal ownership of company-wide goals and objectives.

Skills & Attributes

• Strong Client Relationship building skills.
• Ability to multi-task and proactively manage sales pipeline.
• Excellent communication skills (both verbal and written).
• Expert Proficiency in Microsoft Office Word, Excel, and PowerPoint.
• Expert at discovery and understands the clients needs beyond the details of a quote and leverages knowledge to uncover additional needs we can meet.

Education And Experience

• Experience working with a CRM (e.g., Salesforce or BOS), and web conferencing software (GoToMeeting or WebEx).
• 4 years of account management, inside sales experience.

About the company

Dynata is a global online market research firm based in Plano, Texas and Shelton, Connecticut.