Account Director, Corporate Sales Team

at  Glass Lewis Europe Limited

Glass Lewis is the world’s choice for governance solutions. We enable institutional investors and publicly-listed companies to make sustainable decisions based in research and data. We cover 30,000+ meetings each year, across approximately 100 global markets. Our customers include the majority of the world’s largest pension plans, mutual funds, and asset managers, collectively managing over $40 trillion in assets. We have teams located across the United States, Europe, and Asia-Pacific giving us global reach with a local perspective on the important governance issues. Founded in 2003, Glass Lewis is headquartered in San Francisco, California with additional offices in Kansas City, Missouri; London, U.K.; Paris, France; Limerick, Ireland; Karlsruhe, Germany; Sydney, Australia; and Tokyo, Japan.
Glass Lewis is recruiting an account director to drive corporate sales in the Australia, New Zealand region, commencing as soon as possible. Ideal candidates will be able to demonstrate strong communication and negotiation skills, have an interest in corporate governance and ESG issues, and have the desire and ability to learn quickly. Some prior experience in the corporate governance and/or ESG research space, and particularly with proxy voting, would be desired. Ideal candidates will be able to demonstrate strong Sales, Business Development, Negotiation and Account Management skills, have an interest in Corporate Governance and ESG issues, and have the desire and ability to learn quickly.
The Corporate account director will be based in Sydney and will focus on supporting Glass Lewis revenue objectives for public company customers, and contributing to the firm-wide effort to maximize customer success. This role is commission-eligible and will have direct client responsibilities and will also liaise with team members to support public company engagement initiatives.
Reports to: Country Head, Australia

KEY SKILLS REQUIRED:

• Successful in previous ‘Hunter’ type sales roles with a proven track record and demonstrable work experience.
• Successful in selling a subscription-based service is advantageous.
• Understanding of multiple methods of lead generation.
• Ability to work autonomously to solve problems in a flat organization.
• Organized, efficient, accountable, and comfortable in a deadline-driven environment.
• Familiarity with Salesforce, HubSpot and CRM practices.
• Highly motivated and target driven.
• Strong interpersonal skills to build collaborative internal relationships across our organization, and external relationships with clients and partners.
• Excellent C-Suite Presentation, writing and communications skills.
• Proficiency with Microsoft Office suite.

Education/experience:

• Undergraduate degree required
• 7+ years of relevant experience
• Experience in sales and ESG / corporate governance preferred

• Analyze the assigned territory/market’s potential, track sales and status reports.
• Reach out to potential customers through email and cold calling.
• Present, promote and sell Glass Lewis solutions to existing and prospective corporate customers.
• Establish, develop, and maintain positive business and customer relationships.
• Meet and surpass monthly, quarterly, and annual sales goals.
• Expedite the resolution of public company inquiries to maximize satisfaction.
• Achieve agreed upon sales targets and outcomes within schedule.
• Coordinate overall sales effort with team members and other departments.
• Provide management with feedback on customer needs, problems, interests, competitive activities, and potential for new products and services.
• Keep abreast of sales and customer relationship best practices and general industry trends.
• Identify sales trends and opportunities to improve processes by analyzing internal and external data.