• Director of Account Sales

    Job Locations US-NC-Charlotte
    Posted Date 1 month ago(1 month ago)
    # of Openings
    Wilmington FRA
  • Company Outline





    Financial Research Associates is one of the nation’s largest conference organizations.  As a division of London based Wilmington PLC, we are a preferred source for executive continuing education providing leading edge content and relevant information utilizing notable speakers who are subject matter experts in their fields.  Our flagship brand, RISE, is a nationally known and respected producer of conference events.  Affiliated with the conference business, we also have a professional association--The RISE Association and its training and education arm The RISE Institute.

    Main Purpose of Role

    The Director of Account Sales is responsible for driving group purchases of the RISE product suite including e-learning, conferences, in-house training and certification.  This position requires an ability to sell to multiple stakeholders, negotiating, presenting and closing.  Typically selling to C-suite, this solution sell requires ambition, persistence and resilience.  Medicare Advantage domain experience is a plus but not critical.        



    • Meet and exceed KPI’s and sales targets
    • Develop and maintain market knowledge through internal and external resources and keep up to date with RISE Institute Content/ Knowledge, products, group offerings and pricing options
    • Establish relationships with new customers and grow the business-to-business (B2B) channel by developing account plans as a roadmap for success to grow employer-sponsored book of business
    • Utilizing a consultative approach, create and engage in new business opportunities, to leverage the existing conference client base
    • Liaise with the RISE Association to fully understand upcoming events, products and services, and to accurately determine viable commercial options as well as suggesting content ideas
    • Accurately forecast revenue across your portfolio and develop contingency plans of action to address any foreseeable shortfalls
    • Account manage the employers through the life-cycle of the account relationships
    • Achieve KPIs set by senior management
    • Utilize CRM to manage your accounts and maintain up to date information

    Skills and Experience Required


    • Natural networker who functions well in a fast-paced, deadline-driven environment

    • 5+ years’ experience with sales achieving annual quotas
    • Able to quickly gain enough in-depth market understanding to engage in discussions with top-level industry experts
    • Strong selling skills utilizing a consultative sales style
    • Self-motivated and goal-oriented
    • Creative thinker with strong commercial awareness
    • Excellent communication skills both written and verbal
    • Refined negotiation skills
    • Time management skills, ability to thrive under pressure and meet deadlines

    • Able to multitask
    • Able to build good relationships internally with conference producers and marketing team



    • Bachelor’s degree

    • 5+ years of sales experience with B2B sales

    • Experience with health plans and/or provider organizations a plus
    • Knowledge of and familiarity with Medicare Advantage risk adjustment models
    • Demonstrated superior organizational and communication skills
    • Advanced computer skills in Microsoft Word, Excel, PowerPoint and Outlook
    • Ability and willingness to travel domestically on behalf of the company (25% travel) 







    We are focused on ensuring that Wilmington remains a great place to work. We value our people and we continue to invest in their career development. We encourage learning, and career opportunities are possible across all Wilmington companies

    “We are committed to equality, equality of opportunity and valuing diversity”





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