Account Executive (New Business Lead)

4 days left

Location
New York City, New York (US)
Salary
Competitive salary and benefits
Posted
Nov 13, 2019
Ref
New Business Lead
Metro Area
New York
Duration
Full Time

The Role
The primary focus of this role is to develop new business opportunities and grow the Ebiquity client base. We are seeking a dynamic, driven, commercially-minded individual with a strong network of senior relationships across our the media/marketing space. We leverage a consultative sales approach focused on the client needs and tailoring our solutions to best meet those needs.
The Account Executive identifies and helps to develop strategic relationships with potential clients. She/he oversees business development initiatives and guides them from the opportunity lead phase through the contract phase. Specific tasks include generating new leads and building the pipeline, developing proposal and pitch materials, and maintaining communications with prospective clients. She/he will work closely with the NA leadership team and the practice leads to appropriately scope and convert opportunities.
Specific responsibilities include:
• Create and execute go-to-market plans for assigned industry verticals
• Generate new leads and nurture pipeline opportunities
• Advance and regularly qualify all leads, introducing experts from a capability and local market perspective as required
• Define a compelling proposition and vision for each sales opportunity; develop responses for client RFIs and RFPs
• Define client needs, scope and price work
• Manage client's buying process and - at the right time - negotiate and close commercial terms and establish service
• Tightly manage contract renewals, where necessary
• Maintain up-to-date business development opportunity information the Ebiquity CRM system

Knowledge / Experience / Skills
• Proven successful track record in selling media services and/or consulting services to Fortune 500 clients
• Demonstrable track record in running sales processes and funnels in order to deliver targets; long-term engagement strategies and relationship-based, need-driven solutions selling of ‘big ticket’ (six-figure) project services
• 10-12 years experience in agency, management consulting, or 3rd party research organizations
• Significant domain knowledge and deep relationships within the media industry
• Strong general awareness of the needs of senior marketers, their challenges, the levers for change, and key industry trends
• Proven experience successfully engaging with key decision makers (CMO and procurement leadership)
• Exceptional communication skills (both written and oral) with experience preparing proposals
• Familiarity with Ebiquity’s key service offerings – media performance, media management, analytics, and technology
• Ability to partner with internal teams to design and evolve our cutting-edge solutions driven by client needs and feedback
• The ability to actively manage relationships with prospective clients from initial conversation though the close.
Characteristics / Attitudes / Values
• Gravitas and ‘presence’ in order to lead client communications
• Self-starting, out-of-the-box thinker driven by the relentless pursuit of excellence to deliver brilliant services for our clients
• Comfortable with ambiguity and working in a dynamic environment
• Exceptional relationship-builder/maintainer
• Passion for media and marketing with a desire to keep up with the latest industry trends.
• Highly collaborative style, and aligned with the core Ebiquity values: agile, brave, curious, straightforward, and honest
• Willingness and flexibility to travel frequently and extensively

Context
• Reports to the Senior Client Partner
• Type of role: Individual contributor
• Location: New York City, NY

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