Account Exec/CPG and/or Chemicals and MFG- USA

Company: Career Encore
Location: Boston
Posted on: November 4, 2024

Job Description:

Why Lux Research?
Lux Research is on the hunt for an enterprise Account Executive to join our Sales team. Joining Lux Research means becoming part of a company that's not just observing the future but actively shaping it. Our primary research and insights and strategies fuel innovation in the world's leading corporations, blending science-driven innovation with tangible business impacts. With offices across the globe and a client roster that spans industries, we're a melting pot of expertise, where science meets strategy and meaningful career paths unfold.
Our research is at the forefront of innovation, and a place where you can build a remarkable sales career in the research, advisory and consulting space. Visit us at to learn more and take the first step towards a future where your work makes a definitive impact.
Role Description
Lux Research is seeking an experienced Account Executive responsible for selling research products, data insights, and consulting services to new clients in Global 2,000 companies. In this role, you will work with C-level executives (business and technology leaders) in the Chemicals, Materials, Industrial, Energy & Utility, Automotive, Life Sciences and Electronics industries across the EMEA Region. This is an individual contributor role.
You will engage in a consultative sales approach, meeting with C-suite executives to understand their highest priority initiatives. You will clearly articulate how Lux Research can deliver deeper market, technology, and business insights in support of their decision-making processes.
Responsibilities:

• 
  
• Develop sales strategy and go-to-market approach for region focused on new business acquisition.
  
• Proactively identify, qualify, and close a sales pipeline (100% net new logos).
  
• Strategically prospect into senior management (Director, VP, C-level) in R&D; Innovation, Business Development; Corporate Venturing; and/or Strategy and M&A.
  
• Build and maintain an adequately sized, accurate sales pipeline to ensure quarterly quota achievement.
  
• Maintain opportunity information in the Lux CRM system (SalesForce).
  
• Develop a complete understanding of the full suite of Lux Research intelligence and consulting offerings.
  
• Identify our client's business and technology issues and demonstrate Lux Research's value. Develop client strategies that position Lux Research as a strategic resource.
  
• Collaborate with a team including Business Development Reps, Customer Success Managers, Research Associates, Research Analysts and Consultants.
  
  Minimum Qualifications:
  
  • 
    
  • BA/BS Degree required.
    
  • 7+ years of successful selling experience with a proven track-record of new client acquisition.
    
  • Experienced selling to Global 2,000 companies with the ability to win new logos.
    
  • Skilled in building business champions and running a complex sales process.
    
  • Proven "hunter" skilled in solutions selling; new business acquisition, achieving target and managing personal sales strategies.
    
  • Demonstrated experience with intangible sales (B2B) such as research, advisory services, and/or consulting is a plus.
    
  • Experience managing and cultivating a sales pipeline, including multiple opportunities at various stages.
    
  • Experience finding new business opportunities with an average ACV of $100k.
    
    Desired Qualifications:
    
    • 
      
    • MBA or equivalent.
      
    • Consultative selling style a must; formal training in Miller-Heiman Complex Sales, Challenger Selling, or comparable sales training a definite plus.
      
    • Ability to uncover the "unexpected value" and qualify opportunities.
      
    • Excellent people skills as well as verbal and written communication.
      
    • Demonstrates strong detail orientation.
      
    • Demonstrate a deep understanding of sales pipeline management.
      
    • Driven by activity and results; wants individual performance tied to compensation rewards.
      
    • Driven and competitive: Possess a powerful desire to be successful.
      
    • Being able to take initiative and working independently, "Self-Starter."
      
    • Ability to articulate trends, challenges, and issues to C-level executives.
      
    • Comfort working in a fast-paced, rapidly evolving, entrepreneurial environment.
      
      Lux Research is an Equal Opportunity Employer
      Lux Research is an equal opportunity employer. In accordance with anti-discrimination law, Lux prohibits discrimination and harassment of any type and affords equal employment opportunities to employees and applicants without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law. Lux Research conforms to the spirit as well as to the letter of all applicable laws and regulations.
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Keywords: Career Encore, Marthas Vineyard , Account Exec/CPG and/or Chemicals and MFG- USA, Other , Boston, Massachusetts