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?
The Retail Business Development Manager is a crucial member of the Retail team, reporting into the Retail Account Director. The ideal candidate needs to have a high degree of autonomy and problem-solving capabilities, an innovative and commercial mindset, paired with superb organizational and interpersonal engagement skills to deliver revenue growth on the specific retail technology platform.
You will identify supplier business development opportunities along with retailer, develop and implement sales strategies, drive new revenue growth via Circana's best-in-class solutions with the available data assets and tiered options. You will actively prospect and secure adoption of the platform as the primary use of insights for suppliers in working with the retailer.
Job Responsibilities
Business Development Strategy: you will formulate the go-to-market strategy and curate a unique value proposition for suppliers who trade within the retailer.
Customer Relationship Development/ Prospecting: Develop and implement relationship management plans for a broad set of suppliers to identify and build relationships with relevant decision makers and influencers within the supplier organization.
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 supplier organization; gather and analyze relevant information; and gain agreement to a statement of customer requirements.
Sales Opportunities Creation: Develop a personal network within the retail and manufacturer industry sector. 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 local country Retail teams, to improve internal relationships and build strong external customer relationships.
Requirements
Tertiary education
Proven track record in consultative sales with a focus on acquiring new business, with a minimum of 5 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
Intermediate to Advanced skills in Microsoft's Office 365, including PowerPoint, Word and Excel
Experience working in a CRM platform, preferably Microsoft Dynamics
Strong competencies of Customer Focus, Managing complexity, Persuasion, Organizational and interpersonal Savvy, Communicating effectively, Builds networks.
Circana Behaviors
As well as the technical skills, experience and attributes that are required for the role, our shared behaviors sit at the core of our organization. Therefore, we always look for people who can continuously champion these behaviors 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
Center 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): Johannesburg, South Africa
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