Who We Are:
DuckerFrontier is a market intelligence and consulting firm that provides tailored solutions to drive growth for clients across the B2B, healthcare, consumer, and technology sectors. Our dedicated teams serve as advisers to clients, delivering the market and industry knowledge they need to succeed at all points in the business cycle. Continuous research & insights, custom solutions, and transaction support services provide clients with timely, actionable insights to adapt and win in changing markets. The company is headquartered in Washington, DC, with offices in Troy, Mich., New York, London, Paris, Berlin, Singapore, Shanghai, and Bangalore. For more information, please visit https://www.duckerfrontier.com.
DuckerFrontier is currently seeking a Commercial Director, Automotive & Transporation to join our North America commercial team. 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 offered by DuckerFrontier. 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 DuckerFrontier industry or market experts.
Sector Market Expertise: The Commercial Director should have expertise in consulting or market research related services for business-to-business industries. Expertise in automotive, transportation and mobility sectors to complement and expand DuckerFrontier’s 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.
Job Responsibilities: All our clients and stakeholders have high expectations – ones we strive not just to meet but to consistently exceed. Our impact and our reputation are dependent on our 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 DuckerFrontier business-to-business industrial market sectors
- Independently generate annual sales/bookings of DuckerFrontier 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 DuckerFrontier’s brand and position as thought leader in industry areas with marketing support
- Conducting important outreach, opportunity and lead process activities
- Constructing/writing 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 to assure the needs of both the client and DuckerFrontier are met
- 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
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
- Ability to write proposal and marketing content independently
- 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
Qualifications:
- Management experience in a professional services organization, preferably with a corporate consulting, market research or due diligence firm
- Ten years or more experience in a sales role, or similar, preferred
- Demonstrated strong writing and communication skills for consultative selling material development and client pitch process
- 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%)
Application Process:
This position will be in our Troy, Michigan office. Ideal candidates will be located in the Detroit-metro area. All candidates should be eligible to work in the US. To be considered, interested candidates must submit a resume and cover letter, including salary requirements.
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