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About This Role:
The ADR role focuses on identifying, engaging, validating, and qualifying buying groups in strategic client accounts. The ADR typically supports a small number of accounts and is tightly aligned with the account managers/directors and other team members responsible for driving more revenue in these accounts, including customer success managers (CSMs) and account executives for existing accounts. The ADRs focus on their activity levels, number of complete meetings with prospects, and number of opportunities generated. Similar to the RDR role, there are three levels of the ADR role, which are defined by the individual’s performance, team contribution, and skills development.
Focus: Cross-sell
Job Description:
- Generate new demand in named accounts for the account managers to pursue.
- Complete “preparation tasks” prior to prospecting key accounts.
- Assist in account contact mapping and planning.
- Identify new buying groups suitable for Forrester Decisions products.
- Execute on persona-based, tactical, and strategic prospecting campaigns.
- Ensure there is clear prospecting alignment between you and the account manager.
- Stay up to date with the latest developments within your named accounts.
- Conduct quarterly account reviews with your manager and account team.
- Conduct a minimum amount of prospecting activity.
- Assist with sales-led events where appropriate.
- Proactively partner with your sales colleagues and broader account team (CSMs, etc.) to drive growth within your named accounts.
- Effectively manage your time to ensure your tasks are completed on time.
- Maintain the CRM system ensuring all activities are logged accurately.
- Pick up and contact account-specific leads.
- Proactively partner with marketing and provide feedback and enhance the revenue engine.
Job Requirements:
Skills
- Strong verbal and written communication skills.
- Demonstrates excellent collaboration and partnership skills.
- Ability to perform prospect and account research.
- Ability to actively listen and assess prospect needs and opportunities.
- Ability to articulate a reasonable value proposition.
- Able to effectively use all channels available for prospecting efforts.
- Able to use a variety of prospecting techniques and campaign types.
- Strong time management skills.
- Excellent attention to detail.
- Strong business acumen.
Behavior
- Demonstrates the revenue development values daily.
- Curious and willing to take ownership of progression.
- Self-starter who takes initiatives to achieve goals.
- Team player who is coachable and eager to learn.
- Disciplined and able to maintain high activity volumes.
- Quick learner who is adaptable and able to apply lessons.
Knowledge
- Forrester value proposition.
- Understanding of why clients work with us and how we deliver value.
- Good level of understanding of prospecting techniques and best practices.
- Understanding of key technology and uses.
We’re a network of knowledge and experience leading to richer, fuller careers. Here, we’re always learning. Whether you want to hone your strengths or discover new ones, Forrester is the place to go for it. It’s a place where everyone is given the tools, support, and runway they need to go far. We’ll be right there beside you, every step of the way.
Let’s be bold, together.
