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Commercial Director, Industrial Markets - North America

Information About This Job

Job Title: Commercial Director, Industrial Markets - North America
Contract Type: Permanent
Location: Troy
Industry:
Contact Name: Ben Kinley
Contact Email: bkinley@lawsonchase.com
Job Published: 6 months ago

Job Description

About The Role

The Commercial Director is part of a larger sales team whose primary focus is to build relationships with corporations and/or investment groups to secure revenues for a variety of consulting, research and advisory services.  The Commercial Director is responsible for sales, account development and client relationships in pursuit of annual sales goals. Commercial Directors also work closely with project execution teams/managers on proposals, scoping and oversight of sold projects for his/her specific area of expertise/industry practice.  Further, this position collaborates with marketing department team members and front-end sales support functions to efficiently build and sustain revenues. His or her efforts will be supported by proven marketing tools, campaigns, databases, select meeting generation activities and internal industry or market experts.

 

Key Responsibilities

The firm’s impact and reputation are dependent on the ability to reliably deliver high quality results. The Commercial Executive contributes to this success by doing the following:

  • Executing sales and account development with a focus on new relationships in  business-to-business industrial market sectors

  • Independently generate annual sales/bookings of company services (typically project based) of $1M+

  • Visiting accounts and engaging at multiple levels within the client organization

  • Developing key account and sales goal attainment plans

  • Building upon brand and position as thought leader in industry areas with marketing support

  • Conducting important outreach, opportunity and lead process activities

  • Constructing proposals that reflect the shared input of Consulting and Sales Team members

  • Collaborating with Consulting project teams and ensuring that all client expectations and quality standards are met or exceeded and that insight and meaning are reflected in all final deliverables

  • Problem solving and conflict resolution

  • Leading or co-leading of client meetings including presenting critical sections of the reports as well as actively sharing insights during discussions

  • Participate in all client communications, initiate and conduct relations with the client throughout engagements

 

Skills & Experience

The Commercial Director should have expertise in consulting or market research related services for business-to-business industries.  Expertise in manufacturing and industrial sectors to complement and expand customer base is preferred. Further, the ideal candidate will have a demonstrated record of accomplishment in selling services to industrial clients with an established network of relationships to leverage quickly.

Management experience in a professional services organization, preferably with a corporate consulting, market research or due diligence firm

  • Ten years or more as in a sales role, or similar, preferred

  • Bachelor’s Degree in Business, Market Research, Marketing or related field.  Master’s degree preferred

  • Ability to travel to client/potential client site for company business (30-40%)


 

Core Competencies

  • Strong sales performance track record

  • Proven negotiation skills

  • Industry knowledge or expertise in target sector(s)

  • Self-starter, capable of independent execution as well as a team collaborator

  • Strategic and critical thinking

  • Time management; self-management

  • Budget knowledge and adherence

  • Strong interpersonal and decision making skills

  • Proficiency with SalesForce and the Microsoft Suite

  • Client/ service focused – committed to serving both external clients and internal customers

  • Communicates clearly and succinctly with clients, employees, project teams and senior management; good listening skills

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