Account Director

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 is 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 Cycle's 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

What We Offer:

• Health/Dental/Vision Insurance
• 401k match
• Flexible Work Schedule
• Generous PTO
• Rest & Recharge Days Every Quarter
• Parental Leave
• Monthly Internet/Phone Stipend
• Free lunches, refreshments & snacks in the LA & NY offices
• Many perks including DashPass, Gympass, Headspace & more
• Pet Friendly HQs

Work Schedule:

We offer hybrid schedules (3x/week) in our Los Angeles and New York offices or remote options.

Compensation Range: $90,000 - $120,000