Sales Account Executive - Singapore

The Account Executive will report to the Senior Director of Sales and be responsible for executing our regional go to market strategy, selling and growing net new business relationships, actively managing and growing existing/assigned accounts, and promoting new consulting opportunities. The Account Executive will be heavily focused on net new sales, net contract value increase of existing accounts and account management activities representing syndicated research, advisory services, and consulting. This is a very exciting role with immense opportunities for a candidate demonstrating the right attitude and commercial acumen. The ideal candidate will be willing to invest time in understanding her/his customer’s business and identify where ABI Research can generate tangible value.

Specific responsibilities include:

Net New Sales Execution

  • Driving activities to establish net new commercial client relationships within an assigned territory
  • Converting new business opportunities within assigned client companies
  • Preparing quotes, distributing quotes to prospects, processing orders upon client acceptance
  • Driving a pipeline that supports assigned new business goals of the region
  • Identify key events in the region where ABI Research analysts should be involved
  • Work with Management to agree on a medium to long term strategy and travel budget allocation accordingly.

Net Contract Value Increase (NCVI) and Account Management

  • Establish strong commercial relationships with assigned clients
  • Creatively engaging clients to understand their issues and needs, then matching them with the appropriate products and services
  • Working with Client Relations on User Account Management (i.e.: adding, deleting, monitoring access)
  • Working with Client Relations to assist clients with various issues (i.e.: login, registration, etc.)
  • Working with other colleagues to support client request and renew syndicated research relationships
  • Preparing quotes, distributing quotes to clients, and processing orders upon client acceptance for renewals
  • Gather feedback from prospects and customers and share that feedback internally with our research organization to help the research team develop more compelling research, increase retention rates and win new customers.

Consulting Business

  • Develop new consulting opportunities within the assigned territory
  • Engage with the Head of Custom and the Head on Research on selected, key custom engagement ideas
  • Preparing consulting quotes in tandem with our Custom Consulting team, distributing quotes to prospects, processing orders upon client acceptance
  • Monitor any active custom engagement throughout the delivery process to ensure customer satisfaction, anticipate potential challenges and identify potential upsell and all elements of the project lifecycle including securing payment of the projects.
  • Creating and maintaining a pipeline that supports the Consulting goals of the company

Additional Responsibilities

  • Working collaboratively with colleagues to achieve the overall business goals of the company
  • Maintain accurate and timely records of our commercial activities in the company’s CRM system
  • Stay current on our research agenda and production in order to highlight customers of any relevant recently published piece of research
  • Proactively engage with the analyst team in order to identify opportunities
  • Provide feedback on our research to Research Directors

Skills

ABI Research is looking for people who are motivated, who can manage their time and balance multiple activities while closing sales and managing assigned accounts.. The ideal candidate will have:

  • An undergraduate degree; a B.A./B.Sc. is required
  • Strong telephone and written communication skills
  • At least 3-5 years of proven sales experience selling into large enterprise accounts
  • Experience selling syndicated research and consulting services and/or SAAS
  • Effective organizational and time management skills
  • A team player
  • Fast learner and with a real passion for technology and working in an entrepreneurial environment
  • Being able to speak and write in Chinese (Mandarin) to communicate with our Chinese clients is advantageous but other Asian languages are also valued
  • Familiarity with a SalesForce environment an advantage
  • Knowledge of Industrial and/or ICT sector a distinct advantage

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