Job DescriptionAs an account director at Aite-Novarica Group, you will be supporting clients of Aite-Novarica Group's insights and advisory team. The main objectives of the role are to ensure client satisfaction, engagement, and success; manage the onboarding process for new subscription clients; and provide continued, proactive support with a key focus on retaining existing clients and increasing renewal rates and revenue. The candidate in this role will also cross-sell additional subscription products as well as upsell additional advisory/consulting solutions within your client base.
Responsibilities include but are not limited to the following:
- Managing and renewing insights and advisory contracts across 50 enterprise accounts (potentially more or fewer based on existing relationship size)
- Revenue forecasting and account planning on a monthly/quarterly/annual basis
- Work with insights and advisory as well as business development teams to creatively present a unique onboarding experience for each new account, familiarizing the client with our product offerings
- Set up a regular method of engagement that works for each client to make sure they are making the most of the relationship while not putting the burden on the client. Kick-off, ad hoc, and quarterly update calls should be established within the usual cadence of calls.
- Work with Aite-Novarica administrative team to:
- Set up and manage all client contracts and designated users on Aite-Novarica Group production website
- Run and analyze client usage reports
- Work with insights and advisory team to facilitate client inquiries to the appropriate advisor and promote direct interaction when appropriate
- Alert clients to recently published and upcoming research that aligns with their licensed services
- Advise on research outside of licensed services
- Maintain and update client data (name, title, email) in CRM, including key/primary contacts and new users, and add them to the appropriate designated user lists
- Plan and participate on client calls and in meetings, take notes, and follow up on any action items
- Create and edit presentations, spreadsheets, reports, and meeting materials as needed
- Prepare for and participate in internal account management calls to apprise management of client status
QualificationsThe ideal candidate brings eight to 10 years of client services and B2B business development experience, ability to engage C-level and senior leadership within client organizations, track record of overachievement on goals or quotas, proficiency in MS Office and Salesforce.com, outstanding written and oral communication skills, and strong project management and organizational skills. Candidate must thrive in a fast-paced environment and be fluent in English. A bachelor's degree is required. Experience in the financial services industry, research, or a subscription-based sales model is a plus.
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