AVP, Business Development & Enterprise Insights

Please note that communications between CMB and potential candidates will only originate from an @cmbinfo.com address. 
 
About Us 
CMB is a full-service custom market research and strategy firm based in Boston. As a Top 30 Insights & Analytics company, we’re known for our relentless business-decision focus and cutting-edge creativity. Our passion is helping the world’s leading brands engage, innovate, and grow. We leverage the best of advanced analytics, consumer psychology, and market strategy to tackle game-changing initiatives and business challenges for our clients. 

What about our culture?  Simply put, our people are our power. We have a diverse, inclusive and collaborative team of bright perspectives and curious minds.  At CMB you’ll have plenty of opportunities to achieve your full potential. From learning new skills, expanding your expertise, and continuing to advance your professional development, you will feel supported and valued.  

Our benefits say a lot about how much we value our employees: we offer a fully paid sabbatical, a $250 wellness stipend, paid time off to volunteer, generous medical plans, a 401k match, and more. Every employee also gets to enjoy an employee stock ownership plan (ESOP). 

ESOP?  Yes, we are 100% employee-owned!  An ESOP is like a qualified retirement plan, similar to a 401k, but you don’t have to make any contributions to participate in the rewards.  When we each work hard to provide exceptional service and deliverables to our clients, the positive performance of the company increases the value of our stock and enables the accumulation of wealth for all our employee-owners. 
 
About the Position 
The AVP, Business Development & Enterprise Insights builds relationships with Insights professionals at some of the world’s leading brands across all CMB practice areas, including Media & Entertainment, Technology and Travel & Hospitality. They will be responsible for identifying research prospects and mapping accounts with the support of sales operations. This role will collaborate with the Brand Growth Team to translate leads into opportunities and work with Practice Leaders and Account Executives to flush out and close those opportunities. The prospects will be a mix of new contacts at existing clients and newlogos. This is not a seller-doer role. 

This individual will prospect senior-level key decision makers and influencers and identify which key business questions we can best address with our custom research and consulting solutions. They will create personalized outreach to drive meetings and this individual will focus on filling the upper sales funnel through thoughtful ABM-ABS strategies and tactics to drive awareness, familiarity and ultimately consideration of CMB. They will also partner with the account team in nurturing opportunities through the pipeline. This position reports to the VP, Growth Strategy. This role may be remote or hybrid out of our Boston office. 
 
About You 
People say you are a big-picture thinker who inspires confidence in others and always delivers. You are insatiably curious, love the “hunt” for new contacts and opportunities, and are comfortable asking the tough questions that build deep relationships. You don’t hesitate to do cold outreach and you know how to move from a casual relationship to a deep and trusted partnership.These are just a few of the reasons you’re excited to work for a forward-thinking market research company that is established and has a record of success – just like CMB! 
 
About Your Background 
You have a solid understanding of the market research industry and a track record of building a book of business with new clients at large enterprises. You don’t shy away from using technology tools like Salesforce to help you be more productive and are excited about embedding AI and research technology into your research proposals. You have found value in working across the sales and marketing team to create content, implement webinars/events, and plan/optimize go-to-market strategies. You recognize your unique gift in helping clients navigate critical decisions and bring passion, tenaciousness, optimism and critical thinking to everything you do. You are passionate about using creative and personalized ways to connect with new clients to form new strategic partnerships with CMB. 

Responsibilities and Expectations 

• Partner with Practice Leaders in Media & Entertainment, Technology and Travel & Hospitality industries to identify target accounts, uncover new opportunities and deliver against sales goals  

• Build new relationships to expand current clients and acquire new ICP clients from F500 clients 

• Grow your sales pipeline by cultivating prospective clients from awareness to consideration of CMB, and nurture sales opportunities through to a successful close-win 

• Do cold outreach to targeted clients/prospects based on research/demand signalsCollaborate with Account Directors and Senior Researchers to drive referrals and infuse sales fitness into all client engagements 

• Help organize, attend & represent CMB at client meetings, speaking engagements & conference presentations and create personalized outreach to drive meetings 

• Help nurture expansion opportunities through lunch and learn programs and other value-added engagements 

• Conduct research and stay up-to-date on clients, research industry trends, competition & client industry activities 

• Ensure accurate and timely data captures for all activity related to lead nurturing, ‘needs’ discovery and engagement 

• Demonstrate a willingness to experiment with developing small, personalized content/response/posts in social media, email, or phone that drives relationships 

• Partner with the Brand Growth team to continuously improve marketing campaign-related activity, sales outreach-related activity, and Client Services’ account expertise 

• Actively promote the company on social media and encourage engagement with our content/events 

Qualifications 

• Bachelor’s degree or equivalent experience required and Master’s degree (preferred) 

• 5+ years new business/sales experience at an individual contributor level selling into large enterprises  

• Proactive hunter who enjoys building new relationships and finding/closing new accounts  

• Deep understanding of the sales process with the ability to engage senior-level executives in strategic meetings to ensure top-down alignment regarding strategy and objectives 

• Relentless curiosity about market research industry and current trends in our clients’ industries, preferably with knowledge of Media & Entertainment, Technology and Travel & Hospitality industries 

• Conversant in market research methods with familiarity in custom market research.  

• Enjoys working collaboratively with the team to improve our process and “win” together 

• Comfortable using Salesforce, Demand Base, and LinkedIn Navigator and always looking for new and better approaches to improve the sales process 

• Excellent at establishing and managing relationships with clients, vendors, and co-workers  

• Excellent at managing multiple projects, organization, establishing priorities, and time management 

• Excellent at creative problem solving and thinking outside the box for client-focused solutions 

• Ability to operate with a high level of autonomy and adaptability 

• Strong communication, marketing/sales skills, and business acumen (written, verbal, non-verbal, video) 

• Exceptional Microsoft Office (PowerPoint, Excel, and Word) skills 

• Sense of humor and self-awareness  

Travel 

• Up to 20%   

*No agency assistance needed* 
*No visa/work authorization available* 
 
CMB strongly encourages candidates from diverse backgrounds and experiences to apply. We recognize that people from structurally marginalized groups often only apply to jobs if they meet 100% of the qualifications, despite the reality that applicants rarely ever meet 100% of the qualifications. If you have demonstrated experience in the custom market research and insights industry and this position aligns with your experience and interests, please apply! 
 
CMB is an Affirmative Action and Equal Opportunity Employer and encourages applications from all qualified individuals without regard to race, color, national origin, religion, sex, gender identity, sexual orientation, age, disability, or protected veteran status, or to other non-work-related factors. As part of our commitment to inclusivity, CMB will ensure that persons with disabilities are provided reasonable accommodations. If a reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact Kate Milligan at [email protected].  
 
The annual base salary range for this position is $123,600-$150,000. OTE earnings total $200,000-$225,000 and is comprised of base salary, bonus, and commission. Additionally, employee owners participate in our employee stock ownership plan (ESOP) and have access to full benefits.  Base salary is dependent on a variety of factors including (but not limited to) experience, expertise, skills, and employee's location.