Account Directors (ADs) will engage with mid-tier enterprises and smaller companies to generate new business for our Duarte Academy. You will likely interact with and influence stakeholders at a variety of seniority levels, from managers to the C-suite. You will take responsibility for:
* Receiving inbound qualified leads from businesses with an annual revenue of $0-$500M+ in your territory, and converting those leads into customers who, ideally, become long-term partners, increasing their spend and breadth of relationship over time.
* Identifying select accounts for targeted YoY retention or growth, and running outbound plays to ascend toward the C-suite contacts, increase average deal size, and earn six-figure annual revenue volumes with individual accounts.
You will let no lead fall through the cracks, responding within 2 business hours of receiving the lead. You will build rapport with all potential and existing buyers in your territory, advising them on best-practice skill building solutions using a consultative sales approach. You will ask smart questions to learn each buyer’s goals and needs, and you’ll leverage that knowledge to architect effective and valuable Duarte solutions through our Academy products.
* Successfully achieve annual and quarterly revenue targets through consultative sales. Ask potential customers smart and informed questions, uncover customer KPIs and ROI needs, listen well, and match appropriate solutions to those customer needs. Evangelize and accurately represent the value of the Duarte Method and the capabilities of our Academy.
* Swiftly and confidently respond to 100% of inbound leads for your assigned territory, and independently progress those leads through the funnel to converted, delighted customers. Roughly 70% of your revenue is likely to come through inbound leads.
* Nurture relationships with all your territory’s customers and contacts to earn repeat and broader learning engagements across your portfolio. Roughly 30% of your revenue will likely come through growth of existing accounts.
* Proactively manage the customer relationship post-sale including joining pre-consultation calls, debrief calls, generating new referrals, and spotting upsell and cross-sell opportunities.
* For your few selected growth target customers, dive deep into their current strategy, marketplace, challenges, opportunities, operational set-up, and political map. Create methods for continuously monitoring these and updating them on Salesforce so that intelligence is federated and easily accessible amongst a wide internal community.
* Maintain a Personal Success Formula (PSF) average of a specified number of meetings per week, a conversion rate of 4 meetings to 1 closed/won opportunity, and at an average opportunity amount specified by your annual goal set by your sales leader.
* Use Duarte’s CRM system to capture 100% of customer business development interactions and manage a sufficient pipeline for meeting and exceeding revenue targets.
* Maintain real-time and up-to-date data on your contacts, meetings, opportunities, and accounts within Duarte’s CRM.
* Effectively collaborate and communicate with your account manager as learning engagements are sold, so that the account manager can effectively shepherd the customer through our logistics process and the delivery of the training.
* Collaborate with the operations, logistics, facilitation, and finance teams to problem-solve issues related to scale and growth, such as customer requests that call for process variation, or MSA or business term negotiation issues.
* Demonstrate Duarte’s values in all collaboration with team members.
* Other duties as assigned.
Requirements
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
* Experience with pitching, conversing, and persuading senior-level leaders in enterprises, with confidence, poise, and agility.
* Ability to research, uncover, and understand customers’ business and strategy objectives, then articulate the ROI of our learning experiences in those customer terms.
* Demonstrable history of meeting revenue and growth sales targets.
* Tenacity and entrepreneurial drive to seek out and secure new opportunities.
* Ability to juggle multiple tasks and accounts at once, and attend to a variety of details with reliable quality and speed.
* Excellent verbal/written communication skills, strong analytics, and real-time judgement.
* Skilled in the use of Salesforce or similar CRM.
* Proven skills in collaborating positively with colleagues in a broad range of roles and especially with high intellect individuals within Learning & Development.
* Effective time management and organizational skills.
* A willingness and ability to travel. (Note, Duarte’s current wellness policy considers travel to be optional in light of COVID-19.)
* Strong drive to achieve ambitious performance goals.
* Minimum 2 years sales experience.
* Technically savvy (familiarity with sales automation tools) and specifically skilled using Salesforce or similar CRM to manage sales cycles.
Language Skills
Ability to read and interpret documents such as contracts, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of the organization.
Reasoning Ability
Ability to solve practical problems and deal with a variety of concrete variables in situations changing frequently. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel and talk or hear.
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