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Director, Key Accounts

Location: Arlington, Virginia
Date Posted: 05-16-2017
Director, Key Accounts
Hanover Research
 
The Role
The Director, Key Accounts will be responsible for building and developing relationships with senior-level executives while identifying expansion opportunities. The position requires a highly motivated sales professional who can use their knowledge of market trends and Hanover’s capabilities to craft compelling solutions for key accounts.
 
About Hanover
Hanover Research is a global research and analytics firm that provides high quality, custom research through an annual, fixed-fee model for clients in the corporate, education, and healthcare sectors.  Founded in 2003 and headquartered in Arlington, Virginia, Hanover employs high-caliber market researchers, analysts, and account professionals to deliver a robust service infrastructure that is revolutionary in its combination of flexibility and affordability. The core capabilities that drive Hanover’s research engine include primary research, secondary research, data analysis, and grant development. By enthusiastically fostering an environment of respect, encouragement, and support, we empower our clients and employees to seize opportunities for growth, impact, and advancement.
 
As the second fastest growing market research firm worldwide, Hanover has been recognized as a 2015 American Marketing Association Gold Top 50 Firm and Gold Global Top 50 Firm and a 2015 Washington Business Journal 50 Fastest Growing Company.

Responsibilities
  • Determine appropriate pool of clients for expansion opportunities;
  • Educate existing contacts or new contacts at client organizations about Hanover’s unique products and services through initial sales discussions or ongoing project interactions;
  • Deliver polished presentations by phone and in-person that move opportunities from introduction to close;
  • Manage a robust pipeline including all commercial follow-up steps;
  • Serve as a commercial lead within the department which will include the creation of training materials and upsell and cross-sell best practices, as well as new materials to support commercial pursuits;
  • Strategize with employees within Content and Account Management to develop creative ways to re-engage previous clients as well as expand relationships within key accounts;
  • Create and execute lead gen campaigns to develop long term commercial targets;
  • Meet challenging monthly, quarterly, and annual revenue goals.
 
Desired Skills and Attributes
  • Excellent oral and written communication skills;
  • Strong interest in issues related to market research;
  • Superior negotiation and sales capabilities;
  • Strong organization skills and ability to manage a busy pipeline and meeting calendar;
  • Ability to develop relationships and engage in substantive content discussions with decision makers;
  • Excellent problem solving skills and ability to think strategically about prospect needs and challenges;
  • Ability to learn and master content quickly;
  • Strong skills in Microsoft Office Suite (Word, Excel, PowerPoint) and Salesforce.
 
Education Requirement
The position requires the minimum of a bachelor’s degree in business, economics, psychology, public policy, or similar program demonstrating high achievement.
 
Experience Requirement
Minimum experience of four years in a consultative sales role.
 
Location
Arlington, Virginia

Benefits
  • Base salary and commission
  • 401(K) employer matching program
  • Comprehensive health and dental benefits package
  • Advancement and management opportunities
  • Community service opportunities
 
If you are interested in the prospect of working for a dynamic, growing company, we encourage you to submit your cover letter and resume at: http://hanoverresearchcareers.catsone.com/careers//
 
Hanover Research is an Equal Opportunity Employer, providing equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, veteran status, or any other characteristic protected by applicable federal, state, or local law. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, compensation, training, promotion, transfer, leaves of absence, and termination.
 
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