Business Development Director.

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Business Development Director Job Specification

The Business Development Director role will be critical to Circana UKs 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 UKs 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 Circanas 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 clients 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 Circanas 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 companys 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 companys 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

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Required Experience:

Director