Job Description
Job Description
About this Job
This role is accountable for overseeing the end-to-end sales process; creating an account level strategy that focuses on retention and growth; and executing through other critical sales processes including prospecting, value creation, negotiating and closing deals. The Manager is also accountable for accurately managing an active sales pipeline with consistent sales forecasting for their book of business.
Own overall BASES revenue target/quota for given portfolio.
Take initiative to capitalize on new sales opportunities.
Clearly and convincingly articulate BASES offerings and value proposition, matching them with relevant client business challenges/KPIs
Objection handling and overcoming resistance from both current and prospective clients
Understand client business strategy, communicate it to Customer Success teams, and be a catalyst for action
Create and activate a client strategy/ account plan (including financial forecasting, pipeline management, broader NIQ/CBP collaboration) Thoroughly understand client, market and competitor dynamics and provide feedback to leadership.
Identify incremental business growth opportunities, including opportunities for deeper/more consultative engagement
Represent all BASES services and practice areas in a solution-agnostic manner. Own Specialty Solution penetration with assistance of regional specialty sales leaders.
Own BASES' response/proposal creation for the following:First time service use
Large/complicated study designs
Cross-specialty area proposals
Custom studies or consulting engagements
Liaise internally (i.e. Specialty Sales, PL, Ops) to assess feasibility for commercialization of study approaches
Expand BASES' client footprint (penetrate new divisions/functions/C-suite)
Troubleshoot high-visibility client concerns
Drive sales strategy at your portfolio including awareness generation and ongoing engagement leveraging SalesLoft, CRM, thought leadership, and other activities.
Ensure internal processes are followed, including adherence to tracking customer and transactional information in CRM system and other sales and operational processes.
Maintain product/technical knowledge by participating in learning workshops/sessions.
Ability to drive sales maintaining a long-term perspective to maximize overall revenue generation while being able to generate short term results.
Lead overall rate card/pricing guidance, ensuring projects are scoped responsibly and meet BASES profitability guidelines, partnering with Customer Success colleagues where applicable
Partner with Customer Success to ensure a healthy overall relationship and to effectively translate client/proposal requirements for projects and engagements.
Essential Knowledge
Marketing Research
Custom / Ad-hoc research methodologies such as survey-based research & choice-based research
Preferred Knowledge
Product and brand innovation & renovation
Insight-based selling - comfortable asserting views and challenging client thinking
About this Job
This role is accountable for overseeing the end-to-end sales process; creating an account level strategy that focuses on retention and growth; and executing through other critical sales processes including prospecting, value creation, negotiating and closing deals. The Manager is also accountable for accurately managing an active sales pipeline with consistent sales forecasting for their book of business.
Own overall BASES revenue target/quota for given portfolio.
Take initiative to capitalize on new sales opportunities.
Clearly and convincingly articulate BASES offerings and value proposition, matching them with relevant client business challenges/KPIs
Objection handling and overcoming resistance from both current and prospective clients
Understand client business strategy, communicate it to Customer Success teams, and be a catalyst for action
Create and activate a client strategy/ account plan (including financial forecasting, pipeline management, broader NIQ/CBP collaboration) Thoroughly understand client, market and competitor dynamics and provide feedback to leadership.
Identify incremental business growth opportunities, including opportunities for deeper/more consultative engagement
Represent all BASES services and practice areas in a solution-agnostic manner. Own Specialty Solution penetration with assistance of regional specialty sales leaders.
Own BASES' response/proposal creation for the following:First time service use
Large/complicated study designs
Cross-specialty area proposals
Custom studies or consulting engagements
Liaise internally (i.e. Specialty Sales, PL, Ops) to assess feasibility for commercialization of study approaches
Expand BASES' client footprint (penetrate new divisions/functions/C-suite)
Troubleshoot high-visibility client concerns
Drive sales strategy at your portfolio including awareness generation and ongoing engagement leveraging SalesLoft, CRM, thought leadership, and other activities.
Ensure internal processes are followed, including adherence to tracking customer and transactional information in CRM system and other sales and operational processes.
Maintain product/technical knowledge by participating in learning workshops/sessions.
Ability to drive sales maintaining a long-term perspective to maximize overall revenue generation while being able to generate short term results.
Lead overall rate card/pricing guidance, ensuring projects are scoped responsibly and meet BASES profitability guidelines, partnering with Customer Success colleagues where applicable
Partner with Customer Success to ensure a healthy overall relationship and to effectively translate client/proposal requirements for projects and engagements.
Essential Knowledge
Marketing Research
Custom / Ad-hoc research methodologies such as survey-based research & choice-based research
Preferred Knowledge
Product and brand innovation & renovation
Insight-based selling - comfortable asserting views and challenging client thinking
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