Channel Growth Manager

Who We Are

For over 20 years, SPINS has been a leader in recognizing the transformative power of data in retail. We offer our clients cutting-edge tools to attract attention from a fast-growing segment within the Health & Wellness industry, the values-based consumer. Nearly half of shoppers prioritize products that emphasize wellness, social responsibility, and sustainable practices. SPINS retail consumer insights, analytics, and consulting services give our clients a competitive advantage to increase their share of this growing market. Our data is the most comprehensive and accurate in the industry, allowing clients to power AI models and machine learning algorithms that help them better understand and meet their customers' needs. At SPINS, behind all of our impressive data is our real differentiator, our people. We pride ourselves on our collaborative, flexible, and communicative culture that puts people at the center of everything we do.

Channel Growth Manager

The Revenue Organization culture is one of passion, expertise, curiosity, empathy, and customer-first mentality. We hold each other accountable. We measure our success. Our team members know why their role matters and have the tools and resources to fulfill their duties. Our Objectives: • Have a growth mindset • Do right by our customers & SPINS • Operate as one team • Be accountable to our targets • Question the status quo • Have fun

The Channel team sits at the nexus of the entire SPINS ecosystem and is responsible for driving value across the entire business. Our team is the fastest growing segment in the revenue organization, overseeing some of the largest strategic relationships at SPINS and working cross functionally to build a strong referral network for future growth. We do it all, and make sure we are enjoying every minute of it. 

The Channel Growth Manager is responsible for developing and executing strategies that will drive new business and incremental revenue for SPINS. This includes identifying, qualifying, and closing new partners, managing, and growing existing partner relationships, and developing programs that cultivate referrals from our partners to the SPINS brand sales team. The successful candidate will have a proven track of solution-based technology sales, as well as a background in CPG. 

What you will do:

• Identify, prospect, cultivate, and close new partners
• Execute sales plans to achieve new annualized contract value
• Input and maintain leads and client activity in Salesforce CRM software
• Committed follow up with potential leads to ensure booked meetings
• Nurture new leads through cold-calling and other prospecting methods
• Develop programs with partners, and cross-functionally within the organization to generate brand sales leads for SPINS
• Exceed defined sales goals through strategic account planning, networking, and use of company resources
• Manage the on-going customer lifecycle from initial close to continuous account management
• Create genuine value for clients to assist the growth of SPINS’ capabilities and positive reputation
• Maintain thorough understanding of SPINS’ solutions and position presentations to meet the needs of different types of manufacturers
• Leads with Solutions, not products, when sharing recommendations aligned to Customer objectives
• Thinks commercially and applies business acumen when crafting & negotiating commercial agreements
• Drives Customer growth by proactively identifying opportunities to deliver greater customer value
• Proactively mitigates churn risk by adopting a trusting, smart, customer-centric approach
• Leads with Solutions, not products, when making recommendations aligned to Customer objectives
• Sells with Integrity
• Drives customer decision making by achieving shared vision and proactively considering the value props that tie all stakeholders together
• Practices humility and asks for help from colleagues when faced with a challenge or unknown

What you bring

• A minimum of 4-6 years of solutions-based experience required, with some formal sales training exposure (Miller-Heiman, MEDPICC, Sandler, etc.)
• Experience within the CPG industry preferred
• Knowledge about analytics and has experience with Nielsen, IRI, etc. is a plus
• Highly evolved presentation and negotiation skills
• Motivated to advance growth in an entrepreneurial, rapidly growing company environment
• Proven track record in software solution selling; start-up experience is preferred
• Experience using CRM systems – Salesforce a plus
• Super organized and HIGHLY detailed oriented
• Possesses professional communication skills, with the ability to w