About LNS Research : It is an exciting time to join LNS Research. We are a mission and vision-driven firm, focused on advising COOs and their teams to achieve transformational performance improvements in industrial safety, quality, productivity, and sustainability. We are seeking an Industry Principal to join our growing organization and expanding Commercial team.
We offer a 100% remote work environment, an outstanding benefits package, and a team of collaborative and professional colleagues who will value and support your work. In this role, reporting to the Commercial Lead, you will be able to take pride in contributing directly to our organization's growth, putting your own stamp on our events, partnerships, executive council initiatives, and more. You will :
- Be a core member of the Sales Team
- Work closely with the different functional leaders at LNS Research
Primary Responsibilities
Establish and maintain trusted advisor relationships with clients.Coordinate engagement with clients and the LNS Research team with the intended outcomes of delivering unique insights, growing membership engagement and ARR, and maximizing client retention.Overall responsibilities for new member onboarding and the delivery of research services : building the strategy for and delivering rolling 12-month engagement plans, scheduling inquiry calls, coordinating sprint sessions, attending events, tracking usage of services.Ensure clients receive and recognize maximum membership value throughout their engagement.ARR and Retention Rate Quota responsibility in line with revenue projections for the assignedGather and maintain critical client insights utilizing the CRM and best-in-class communication methodsManage forecast accuracy on a monthly / quarterly / annual basis utilizing CRM.Efficiently manage time to focus on activities that grow ARR and maximize retention.Identify cross sell / upsell opportunities within your existing account baseRequired Skills and Competencies
Strong demonstration of reliability, perseverance, intellect, and drive.Outstanding critical thinking and strategic planning skills.Demonstrated resilience in the ability to execute plans efficiently, assess results, and modify execution tactics to enhance future results.Positive, high-activity, learn-it-all, team-based individual.Embrace challenger sale approach - comfort in challenging customers and prospects with research-backed unique insights.Proven ability to recognize unspoken client needs and convert those insights to opportunitiesAbility to prospect, engage, and manage C-level and senior-level relationships with peer-to-peer level confidence within large multinational companies.Strong computer proficiency in Microsoft 365 products, including PowerPoint, as well as CRM, web conferencing services, and efficiency in email and internet applications.Strong professional written, verbal, and presentation skills.Education and Experience
Proven client management experience with the proven ability to surpass quota by growing ARR and minimizing Churn.Minimum of 3-5 years sales, account management, or customer success experience in Industrial Software, Industrial Automation, or Industrial Consulting. (5 years of experience in a senior role.)Experience and comfort with an Average ARR deal size of $50k - $100k.Bachelor of Science degree with master's or advanced degree desirable.Along with a flexible and supportive culture, we have some great benefits and perks for our employees :
Medical, Dental & Vision coverageParticipation in company option planCompany Paid Life InsuranceShort- & Long-Term Disability coverage401(k) with Company MatchFlexible Spending AccountCompany Paid Tele-Heath ProgramFlexible PTO with 11 paid HolidaysEmployee Assistance ProgramEmployee Perks Discount ProgramFlexible and supportive working environmentThis is a virtual role. Candidates must be in the USA only. Minimal travel, as business needs require. Compensation will be commensurate with experience.
LNS Research is an Equal Employment Opportunity employer that values the strength diversity brings to the workplace. To learn more about LNS and its products and services, visit our website at : www.lnsresearch.com
Salary : $50,000 - $100,000
