Senior Supply Chain Sales Lead

Senior Director II, Supply Chain Sales

 

Let’s be unstoppable together!

 

Circana (formerly IRI and NPD) is the leading advisor on the complexity of consumer behavior. Through unparalleled technology, advanced analytics, cross-industry data, and deep expertise, we provide clarity that helps almost 7,000 of the world’s leading brands and retailers take action and unlock business growth. We understand more about the complete consumer, the complete store, and the complete wallet so our clients can go beyond the data to apply insights, ignite innovation, meet consumer demand, and outpace the competition.

 

At Circana, we are fueled by our passion for continuous learning and growth, we seek and share feedback freely, and we celebrate victories both big and small in an environment that is flexible and accommodating to our work and personal lives. We have a global commitment to diversity, equity, and inclusion as we believe in the undeniable strength that diversity brings to our business, employees, clients, and communities (with us you can always bring your full self to work). Join our inclusive, committed team to be a challenger, own outcomes, and stay curious together. Learn more at www.circana.com.

What will you be doing?

You will identify new business opportunities with CPG Manufacturers, develop and implement sales strategies, and drive new revenue growth for the company via Circana’s new Liquid Supply Chain solution. You will actively prospect and win new business with clients through various channels, conduct market research to identify leads and client needs, provide input into the Liquid Supply Chain solution design, and you will build and maintain strong, long-lasting client relationships. You will be collaborating with internal teams to ensure a smooth project hand-off to take the next steps towards the implementation workstreams, including system needs, data requirements, and commercial deployment.

 

Job Responsibilities

• Business Development Strategy: you will participate in formulating the go-to-market strategy and curate a unique value proposition for CPGs in your designated markets.
• Customer Relationship Development/ Prospecting: Develop and implement relationship management plans for a broad set of CPG accounts to identify and build relationships with relevant decision makers and influencers within the CPG organization.
• Internal Collaboration: Partner with the local Circana CPG teams to engage their clients on Liquid Supply Chain and other Supply Chain opportunities.
• Customer needs clarification: Set objectives for sales calls; develop presentations tailored to the known interests, needs, issues, and concerns of decision makers and influencers within the CPG organization; gather and analyze relevant information; and gain agreement to a statement of customer requirements.
• Sales Opportunities Creation: Develop a personal network within the CPG industry sector and represent Circana at industry events. Obtain market intelligence and enhance the visibility and reputation of Circana, its products, and its services.
• Sell Customer Propositions: Configure a complex product and services solution and associated contractual terms that meet the customer's mid- to long-term needs, taking input from relevant internal specialists. Present the solution to customer representatives and negotiate agreement within a pre-defined range of commercial parameters.
• Pipeline Management: Full accountability for developing a robust pipeline, and progressing new opportunities from discovery to close, including management in Circana’s CRM platform.
• Promoting Customer Focus: Develop internal marketing plans and work collaboratively with other departments and the CPG teams, to improve internal relationships and build strong external customer relationships.

 

Requirements

• Proven track record in sales with a focus on acquiring new business, with a minimum of 7 years relevant experience
• Experience in selling technology that leverages point-of-sale, loyalty, transaction, supply chain and media data within the retail industry
• Skilled at initiating compelling sales conversations, understanding buying influencer needs, and maintaining excellent presentation abilities
• Experience leading executive-level conversations and securing multi-year, enterprise contracts
• Ability to work independently and in a fast-paced environment
• Bachelor’s degree in Business Administration, Marketing or related field preferred
• Intermediate to Advanced skills in Microsoft’s Office 365, including PowerPoint, Word and Excel
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