Account Director

FUEL CYCLE in Los Angeles, California, USA Remote

Industry

Computer Software / Computer Games

Opportunity Type

Full-Time

Fuel Cycle is currently seeking an Account Director to join our team and strengthen our partnerships with existing market research clients. The Account Director is responsible for maintaining and growing an existing book of business and achieving revenue and profitability objectives. A market research expert, the Account Director builds deep customer relationships to ensure the retention and expansion of their accounts.

To meet the objectives, the Account Director consults with clients on research strategies, roadmap and project designs, develops proposals, manages contracts, and reviews deliverables before presentation to clients.

The Account Director position has high visibility within the Fuel Cycle organization, reporting to the Director who oversees the vertical pod team and dedicated to current customer retention and growth. The Account Director will interact with other key Fuel Cycle senior stakeholders, including Research Operations, Research Science, Customer Solutions, Product and Marketing and the Executive Leadership Team.

How You'll Make An Impact:

Achieving assigned revenue targets within assigned book of business through retention and expansion of accounts
Deepening existing client relationships to generate incremental revenue opportunities (expansion, upsell, cross-sell)
Consulting with clients on business issues and research design
Developing insightful proposals and delivering strategic business-building presentations
Partner with Research Managers to execute project specifications and deliver quality results to customers
Managing contracts and up-sell/cross-sell opportunities
Leading the resolution of product, solution, and delivery issues
Understanding customer strategy and business challenges
Penetrating, building and nurturing relationships in various parts of the client organization (Insights, Marketing, UX, CX, R&D, Strategy, Procurement, Operations, etc.), building both short-term and long-term strategic pursuit plans
Oversees and reviews research strategy, design, and deliverables, (i.e., research reports, methodological recommendations, etc.)
Effectively communicating the Fuel Cycle value proposition to new buyers in existing customer organizations, adapting that message to attract new buying centers beyond Fuel Cycles current points of contact
Acts as strategic commercial and research point of contact to the customer
Handles complex conversations/communications around project design, analysis, and unexpected challenges
Inspires internal Fuel Cycle teams to be enthused by new high potential opportunities and introduces relevant SMEs and service line people to their customers to maximize opportunities
Provides guidance, oversight and review of custom survey development, in-field challenges and significant input to analysis planning and execution
Leads/co-leads final report writing elements, strategic client guidance and presentation of findings.
Acts as strategic leader for customer account team overall
Thinks through implications of actions, identifies opportunities, and risks, and acts accordingly, providing what the customer needs with the optimal outcome for Fuel Cycle

You'll Be Successful If You Have:

Minimum of 7 years of research experience; experience managing a book of research business (~1M)
5 years of supplier side experience, preferred
Proven ability to meet/exceed a renewal and upsell revenue target within an assigned book of business.
Proven ability to build and expand strong relationships with customers and within the organization.
Superior strategic research experience, organizational skills, including ability to manage and delegate work effectively, attention to detail & demonstrated commitment to the accuracy and completeness of information
Excellent written and verbal communication skills in addition to well-developed interpersonal and presentation skills
Ability to oversee multiple projects, including managing workload of direct reports
Strong cross functional leadership skills - ability to coach, guide and support account team members
Ability to think creatively about how to align the appropriate project resources, whether inside or outside of the immediate project team
Strong aptitude for research consulting with highly developed analytic skills
Ability to think strategically in terms of customers’ business, as well as opportunities for Fuel Cycle to grow its business
Highly motivated, self-directed and possesses a driven personality capable of working within tight deadlines
Balance of attention to detail with view to bigger picture and overall objectives of each task
Build strong relationships within customer organizations
Use the tech stack of the customer organization (Salesforce, ChurnZero, Gong…) to track client relationships, renewal and upsell progress and reports activity
Strong Word, Excel, and PowerPoint skills