Business Development Director

Job Details

Description

Director, Retail Business Development, EMEA

Let’s be unstoppable together!

Circana (formerly IRI and NPD) is the leading advisor on the complexity of consumer behaviour. 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 fuelled 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?

As a Director of Retail Business Development at Circana, you will be the driving force behind forging new and expanded partnerships with premier retailers across the EMEA region for our newly launched Liquid Data Engage™ solution. Your mission is to navigate the landscape from targeting and initial outreach to final agreement, providing the vision and leadership necessary to achieve the shared regional sales goals.

Liquid Data Engage™ is our out-of-the-box, collaborative solution for retailers, that integrates their data assets with ours to deliver curated insights and recommended actions for customer-centric success.

Your approach will be dynamic, tailored to each market’s unique opportunities and resources. Whether pioneering sales engagements with new retailers or expanding upon current commercial ties, your role is pivotal in shaping Circana’s regional presence and global success.

Key Responsibilities

Strategic Market Positioning:

• Help shape and execute the go-to-market strategies for Liquid Data Engage in close collaboration with Marketing, tailoring positioning and content specifically for designated industries, channels, markets, languages, and individual retailers.
• Develop and execute detailed account strategies and relationship management plans for a broad spectrum of retail accounts, oftentimes in collaboration with in-market business development resources and retail account teams.

Sales Execution & Pipeline Management:

• Drive dynamic sales calls that resonate with each prospect, leveraging in-depth market insights to shape conversations and presentations. Ensure efficient follow-up from initial engagement to deal closure. Your role may encompass comprehensive account management, interactive solution demonstrations, and robust communication with all stakeholders, internally and with the client.
• Craft complex product and service proposals, negotiate agreements, and secure multi-year contracts with precision and agility. This may include leading and coordinating RFI/RFP processes with specific ownership of the commercial sections.
• Own the end-to-end sales pipeline, from targeting and initial discovery to deal closure, meticulously managing opportunities within Microsoft Dynamics.
• While Liquid Data Engage will be your primary sales focus, opportunities may evolve into or include other Circana offerings and solutions. In these cases, you will need to enlist and coordinate the support of internal subject matter experts (SMEs) and other relevant colleagues.

Networking & Collaboration:

• Cultivate a professional network within the retail industry, actively representing Circana at industry events and on relevant social platforms.
• Partner with Circana’s in-market retail account teams to present a unified ‘One Circana’ approach to prospects, ensuring continuity and consistency at every touchpoint.
• Manage smooth hand-offs to implementation workstreams, coordinating system needs, data requirements, and commercial deployment.

Process Definition and Improvement:

• Contribute to the development and refinement of a sales playbook, ensuring process definition and continuous improvement.
• Provide input into the Liquid Data Engage solution design, including translations and other enhancements, to meet the specific needs of clients.

To be successful in this role, you’ll need:

• Sales Leadership: Track record of successful enterprise sales experience (5+ years) within the retail technology sector, specialising in new business acquisition and strategic partnership development for solutions leveraging point-of-sale, customer/loyalty, transaction, supply chain and media data. Proficient in leading executive-level discussions and securing multi-year enterprise contracts, thriving in a fast-paced, autonomous environment.
• Communication & Multilingual Skills: Exceptional written and verbal communication skills, with the ability to conduct impactful sales conversations and presentations. Proficiency in multiple languages besides English is highly preferred, especially Spanish, French, German, or Italian.
• Entrepreneurial Mindset: Self-starting, highly accountable, with a strong ability to anticipate problems and implement effective solutions. Comfortable with ambiguity and change, efficient in time management, and capable of juggling multiple priorities.
• Collaborative Approach: Highly collaborative, with experience in cross-functional team leadership and coordination.
• Educational & Technical Proficiency: A Bachelor/License degree in a relevant field. Strong command of Microsoft Office 365 and CRM platforms, notably Microsoft Dynamics.

Circana Behaviours

As well as the technical skills, experience and attributes that are required for the role, our shared behaviours sit at the core of our organisation. Therefore, we always look for people who can continuously champion these behaviours throughout the business within their day-to-day role:

• Stay Curious: Being hungry to learn and grow, always asking the big questions
• Seek Clarity: Embracing complexity to create clarity and inspire action
• Own the Outcome: Being accountable for decisions and taking ownership of our choices
• Centre on the Client: Relentlessly adding value for our customers
• Be a Challenger: Never complacent, always striving for continuous improvement
• Champion Inclusivity: Fostering trust in relationships engaging with empathy, respect and integrity
• Commit to each other: Contributing to making Circana a great place to work for everyone

Location

This position can be located in the following area(s): United Kingdom, France, Italy, Spain, Netherlands, Germany. Travel up to 20%. Occasional out of time-zone meetings.

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