Business Development is crucial to the success of our company.As a Director, National Accounts you are an ambassador to our largest clients, representing our brand in the best possible light.You will report to the Head of Growth.You're responsible for pursuing target accounts, qualifying leads, setting tailored sales strategies, facilitating the sale through to signature, and onboarding internal subject matter experts (SME's) and other necessary team members. The key to success in this role is building strong relationships with prospective clients and aligning Adrenaline's products and services with their strategic needs.You will also be expected to adhere to sales processes and procedures, such as CRM updates, documenting prospect status via opportunity briefs, and communicating clearly with internal teams.
With a collaborative mindset, this role will engage SME support through proper channels and foster a team selling approach. You will be the expert on the client to represent their needs internally at Adrenaline, while always looking for ways to build and foster Adrenaline's overall client interests. You'll be adept at scoping and pricing negotiations, with the goal to find mutually equitable solutions. You may be assigned key partnerships to develop for lead generation and referrals. Travel can range from 25%-50% depending on conferences, sales calls, and in office meetings.
Accountabilities
- Proactively develop new client relationships within assigned territory of new clients.
- Drive the progress of leads with urgency, taking a "time kills all deals" approach.
- Own client engagement and relationship throughout the sales cycle, from lead generation to lead management.
- Cultivate and maintain assigned existing client relationships.Connect preferred referral relationships and ensure the success of the mutual referrals, collaborating with the partnerships team.
- Meet and exceed annual sales goals as assigned.
- Effectively forecast new business sales to align with company revenue forecasting and resource planning.
Responsibilities
- Generate and drive leads through five key areas: outbound prospecting, existing relationships and referrals, assigned leads from inbound marketing or ADR events, targeted leads (event-driven or other word of mouth), and assisted cross-selling efforts with established or dormant ADR clients.
- Prospect within your assigned accounts through a highly customized and tailored deployment of ADR thought leadership and capabilities to develop 1:1 relationships with potential clients.
- Collaborate with subject matter experts and support personnel to develop the opportunity and define the initial client needs, tailored approach, presentation and proposal strategy.
- Manage formation of proposals and contribute input about scoping and pricing. Lead negotiation or conflict resolution in pursuit of deal.
- Support analysis of sales data to accelerate and replicate winning practices and learn from losses.
- Maintain practical knowledge about defined markets, targets, industries, and all Adrenaline services.
- Represent Adrenaline at conferences and client meetings across the US.
- Update CRM on regular basis, ensuring data accuracy and timely updates.
- Leverage Hubspot and Marketing content to engage and drive client interest.
Qualifications
- 10+ years of sales or account management of professional or advisory services
- Consistent record of success in consultative and relationship-based sales
- Experience with Financial Services industry, retail, marketing, or branding
- Adaptable to work remotely with frequent travel
- Team player and collaborator who understands how to overcome obstacles to get work done
- Positive attitude detail oriented, self-starter, and able to bring up others around you
- Familiarity with CRM Microsoft Dynamics, Hubspot and Leadfeeder a plus
- BA/BS degree or equivalent work experience
