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Learn more at www.circana.com Business Development Director Job Specification The Business Development Director role will be critical to Circana UK’s success over the next 5 years. A key strategic objective is to be the 1 provider, by share, of market measurement solutions into the FMCG industry. This will mean winning new, marquee names among the top Food, Drink, Health, Beauty & Household manufacturers to add to the proud list of long-term relationships we enjoy with some of the UK’s best-known brands. We are recruiting for a high performing, consultative sales professional able to demonstrate success within a B2B Solution sales environment. A history within Technology Sales and/or FMCG would be a benefit, however, most importantly the successful applicant will show an ability to develop broad networks of senior stakeholders across large organisations. In summary the core objectives of the Business Development Director role will be to: ⢠Develop a depth & breadth of engagement across 5-10 major, strategic manufacturer pursuits for the UK business ⢠Create awareness of Circana’s unique capability by demonstrating how the combination of our Data, Technology and Expertise can drive specific top/bottom line success ⢠Drive the internal creation, ongoing management, and external execution of the Circana Win Strategy tailored towards the needs of manufacturer pursuits ⢠Lead and coordinate the Circana ‘Win Team’ of experts across Operations, Technology Solutions, Analytics, Insights and Exec functions ⢠Build a pipeline of short-term incremental revenue opportunities by connecting Circana data, Media & Analytic solutions with key customer priorities ⢠Represent Circana at high-profile industry events Main role responsibilities : Client Leadership: ⢠Engagement: Lead a broad & deep engagement across the client's organisation that adds value by bringing Circana expertise and thought leadership to all levels of their business, working with Circana senior leadership to drive ‘Top to Top’ relationships ⢠Centre on the Client: Establish a clear value proposition for each client that articulates the specific benefits that a partnership with Circana will deliver, ensuring each client stakeholder understands the relevant Circana solution portfolio and evidenced by Circana’s involvement in briefs and RFPs that play to the strengths of our solutions How? Trusted advisor: Demonstrate an understanding of the UK retail market, the key dynamics and the implications our clients need to be considering as a result. This knowledge is built up across the full suite of Circana capabilities with the support of our Strategic Insights team, as well as other sources of industry insight, with the objective of creating impact and relevance with a c-suite audience Circana strategy: Articulate the company’s strategies and vision with confidence to key stakeholders Bringing outside in: Has a strong understanding of best practice examples from across the industry, as to how other clients are tackling key industry challenges that our clients can learn from Thought leadership: Design and deliver a regular, agreed programme for Circana thought leadership across client base, which ensures that our best big-picture thinking ends up in the hands of our contacts, from junior through to senior Relationship Expertise: ⢠Collaboration & connectedness: Collaborating with a broad network within Circana in order to deliver the best possible proposals to meet the challenges and opportunities of our prospective clients ⢠Values: Live the Circana values. Build on the company’s high performance commitment through creative, innovative thinking, calculated risk-taking, and relentless focus on delivering incremental growth Commercial Governance: ⢠Deal Management: Drive and manage a long-term win strategy by aligning cross-functional teams at Circana to a unified plan, ensuring the client value proposition is clearly defined and compelling. Independently develop persuasive commercial proposals that reflect both strategic intent and client-specific needs ⢠Grow Circana revenue: Own the delivery of the Circana commercial revenue plan across a defined set of clients. Build account plans that will identify the required opportunities, and the necessary go-to-market plans that enable the plan to be exceeded ⢠Financial Administration: Accurate and clear management of finance processes to ensure maximum revenue recognition and cash flow. ⢠Opportunity identification: Feedback internal recommendations on client growth opportunities in Circana white space to inform the innovation pipeline Skills and Experience Required: ⢠A minimum of 5 years’ experience in a Senior Sales role ⢠High level of strategic competency and consultative business skills as evidenced by ability to identify critical business issues and sell-in complex, high value solutions to the c-suite. ⢠Ability to demonstrate an understanding of the changing UK FMCG industry and the challenges that our manufacturer customers face ⢠Strong influencing abilities with a ‘hunter’ mindset ⢠Excellent presentation skills and ability to “command the room” ⢠Executive presence that makes a strong impression quickly ⢠Strong financial acumen and high competency within Excel ⢠Capable of understanding and translating complex, technical concepts into simple propositions that resonate with contacts at all level ⢠Able to develop and execute effective negotiation strategies, engaging confidently with client decision-makers to achieve mutually beneficial outcomes LI-KM1