Government Account Director

Responsible for the retention and profitable growth of revenue within assigned government customer accounts. Serves as the focal point of client contact, marshaling other resources (e.g., Insights experts, Solutions Engineers, sales leadership, executive management, MultiVu, billing, contracts, editorial, sales support, customers service, etc.) to ensure the client is well serviced and takes advantage of all appropriate products/solutions. Acts as a consultant and advises clients in the areas of message development, audience, distribution, monitoring, measurement, and analytics. May be assigned specific account types (agencies vs. non-agencies, public vs. private), industries (entertainment & sports, health/beauty, retail, etc.), or work across various customer segments. The total assigned accounts will be 40 to 50 and $3m to $5m in annualized revenue across the entire service/product portfolio.

Duties & Responsibilities:
• Analyzes customer assignment and develops a plan of action in conjunction with sales leader to grow revenues and achieve their assigned quota through a mix of retention and expansion.
• Proactively and consistently calls on existing customers to drive business conversations to uncover new opportunities, monitor service/product usage, issues, competitive activity, and ROI to ensure a high revenue retention rate, expansion, and product renewal.
• Builds strong and broad relationships with multiple points of contact at each account (e.g., Communications, Social Media, Marketing, Investor Relations, Senior Leadership) based upon the ability to add value to their business.
• Expands existing business by positioning and selling the appropriate products/services to address needs. Must sell across the full line of products/services.
• Networks within local geography, client base, and or industry.
• Works collaboratively with the New Business Director team to transition after a New Business Director secures a new account. Focused on retaining and expanding these new accounts.
• Onboard assigned new members that proactively reach out to the Member Service Center. Focus on retaining and expanding these new accounts.
• Fully satisfies the company's and manager's expectations related to sales activity (e.g., meetings per week, pipeline management, account reviews, etc.), reporting (sales activity, opportunity pipeline management, forecasting, customer profiling, etc.), and administration.

Qualifications:
• Bachelor's Degree required
• At least three to five years of successful outside/inside sales experience with demonstrated ability to exceed assigned quotas through retention and expansion and to meet sales activity and behavior expectations
• Proficient with sales force automation tools (ex. Salesforce.com, Office 365, XANT etc.)
• Ability to travel to client sites daily, with the potential for 20% - 40% travel
• Valid driver's license required
• Excellent networking, relationship building, communication, presentation, and persuasion skills
• Keen interest in business and industry news
• Understanding of Earned, Owned and Social media
• Polished written and verbal communication skills are a must when engaging prospects and effectively differentiating our services and value proposition from the competition via telephone, web and email contact.