hello@grailinsights.com

Director Sales

Grail Insights is a strategic insights consultancy that helps clients seize opportunities and respond decisively to
market change by applying insights to any aspect of their business. In 2006, Grail Insights was founded as the
research arm of a strategic consultancy firm. We are now an independent and rare hybrid: a global insights partner
with deep consulting roots. We offer sales, marketing, and strategic expertise across multiple industries including
Consumer & Retail, Financial Services, Healthcare, Industrial, Professional Services, Technology & Telecom, and
Travel & Tourism.

Our extensive research spans a wide range of industries, geographies, and languages with 250+ assignments
executed in 40+ industries across 130+ countries in 35+ languages every year. We are an immensely talented team,
with our offices and networks available worldwide.

We are a corporate member of the Insights Association, maintain ISO certifications for process quality and data
security, and comply with GDPR regulation.

The Role

Grail is poised for an explosive growth phase and has set ambitious revenue targets for upcoming years. We are looking at strengthening our business development arm by bolstering our onshore sales teams. We are looking for a seasoned professional with extensive experience in selling dedicated teams (retainer) business. The candidate will play an instrumental role in creating the envisioned value for shareholders, clients, employees and other business stakeholders.

The designation will be Director or VP Sales and the reporting will be to the Managing Director – APAC & MEA. The candidate will work from home and can be based in Australia (first preference) or Singapore. The purpose of this position is:

  • Drive large dedicated teams / retainer business in APAC with focus on research, insights and analytics offerings. Experience in selling bespoke research will be an added advantage.
  • To develop new account relationships as well as supervise the delivery of services for the accounts from Grail’s global delivery locations.
  • Learn the customer business so that you can provide input to align the organization to maximize potential and manage delivery teams appropriately.
  • Support the Sales and Marketing activities of the organization.

Responsibilities

Business Development and Account Farming

  • Responsible for the account management of a set of existing clients and increasing client intimacy generating increased revenue from these clients according to revenue goals.
  • Responsible for existing customer contract negotiation and renewal to include contract packaging, supporting data, and regular customer meetings.

Insights Generation

  • Responsible for overseeing multiple, ongoing accounts at once (e.g. ensuring work plans, client communication and quality of work done by the project team is on track and that the client’s needs are being met by the project delivery teams via frequent check ins).
  • Responsible for acquiring and sharing industry and competitor knowledge to help the management team develop new products / services as well as marketing materials.

General Management

  • Responsible for managing the contracting and invoice approval process and internal documentation for clients. Responsible for documenting sales activities, contracting and client communications in Grail’s CRM system.
  • Coordinate successfully with Global Delivery team, managing client project brief communication, project oversight and presentation.

Candidate Profile

  • Must possess 12+ years of Sales experience, preferably in selling consultative research, valuable sales, insight driven sales.
  • Must have experience in engaging with client delivery teams across the globe.
  • Experience in managing clients – assess requirements and design programmatic research engagements.
  • Must be familiar with secondary research with deep industry experience in one or more industry verticals

Personal Success Characteristics

  • Strong business skills enabling the development of critical insights from research programs and the capability of translating such insights into dynamic client conversations and presentations.
  • Strong account management skills including the ability to write detailed reports and correspondence and communicate effectively with customers in a friendly, pleasant manner.
  • A self-starter with ability to work independently
  • Willingness to travel on-the-go
  • Ability to multi-task and supervise Delivery resources across multiple projects at any given time, as well as perform accurately under time pressures and constraints.
  • Must show initiative and good judgment.
  • Demonstrate flexibility and responsiveness.
  • Must be proficient in software related to the creation and design of company sales documents and reports.
  • Ability to take on commission quota responsibility over time.
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