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Enterprise Account Director
hace 2 semanas
**Enterprise Account Director, Iberia (Market Research)**
**Madrid, Spain**
Toluna is transforming the market research industry by enabling clients to gather high quality and fast consumer insights themselves through a market leading tech stack. It is a sector leading technology company that provides agile market research solutions for the world's leading companies and brands.
Our software platform is underpinned by award winning market research expertise and the world's largest online voting consumer panel of over 40 million people across 70 different countries. Over 25% of our employees are in R&D powering our mission to remain industry-leading innovators and enable our clients to future proof their product/service-based decision making with real-time consumer insights.
We are that rare combination of entrepreneur minded and well-established business. 20+ years on we are still innovating and bringing something different to the market. Do you want to be part of something special? Our employees are our greatest asset - so join us and see how you can immediately make a difference.
We are hiring: watch?v=FEjY69ZvZlA&ab_channel=TolunaCorporate
Toluna is the parent company of Harris Interactive Europe and KuRunData:
As Toluna enters its next phase of exciting growth we are looking for a dynamic **Enterprise Account Director** to drive this next chapter in our business for Toluna Iberia.
Toluna is a business that values how you sell and not just your sales number. If you want to work in a role that focuses on understanding your prospects' business objectives, not just their research ones, and then building solutions that enable clients to make better decisions using our market leading tech stack, you have found the right place.
**Responsibilities**:
- Develop in line with the Managing Director the list of target accounts to be targeted by you and your team.
- The Enterprise Account Director will mainly focus on the following three segments:
- Financial Services (bank and insurance)
- TMTE (Technology, Media, Telecommunications, Entertainment)
- Agencies (MR agencies, Marcom, Consultancies, PR, etc)
- Deliver and exceed quarterly and annual targets including compiling and monitor quarterly forecasts and creating a robust pipeline of opportunities
- Lead and partner with a small sales team in a fast-moving agile business and inspire colleagues to do their best work
- Develop your own, and ensure the team has, a healthy active pipeline of new business opportunities
- Ensure effective outreach is being carried out on a weekly basis, as per the Go to Market strategy set by the business
- Build relationships at Head of or C-suite level to encourage engagement with the Toluna offering and ensure that is cascaded down through the client business
- Identify key customer needs and high value opportunities and write proposals that meet these needs
- Collaborate with Marketing team and Managing Director to ensure the company is reaching its target audience and generating the right content and calibre of inbound leads
- Conduct quarterly territory reviews to understand and plan for growth in your clients or prospects and align resources
- Lead and update forecasting tool and sales pipeline
- Maintain awareness of competitors' products to determine product features, benefits, shortfalls, and market success
- Develop and maintain an in-depth knowledge of the platform and solutions Toluna offers as well as Toluna's internal systems
- In summary we envisage the Enterprise Account Director focusing 60% of building commercial opportunities, 30% in sales management & team coaching and team upskilling and 10% reporting performance to the management and participating to alignment calls
**Required experience**
- 15+ Years proven successful new business experience with blue-chip clients through consultative selling
- Worked in the market research sector preferably with a good understanding of Consumer Insight (e.g. Ad-hoc research)
- Established network of market research buyers
- Experience selling to corporate clients, preferably in either of these sectors: Financial Services or TMTE (Technology, Media, Telecom and Entertainment)
- Proven ability to open up new companies from cold and grow them
- Demonstrable ability to take a new client on a journey resulting in the account growing from a single project to enterprise deal
- Experienced and comfortable selling into C-Suite / Head of level
- Team building and proven sales management skills in building, recruiting and mentoring a commercial team
- Good level of both spoken and written English level
**Skills and Traits**
You thrive in a fast turn and consultative sales arena, covering a wide range of clients and you are hands on within the sales; process as well as an experienced leader;
You can open doors and build relationships at senior levels within a business - Head of or C-suite level;
You develop relationships at Head of or C-suite level to generate advocates and sub
