Business Development Director —Perfect Category Solutions
Background
Kantar is a market leader in the provision of category management software and services to leading CPG companies worldwide. The RichMix assortment optimization application is used by 8 out of the top 10 CPG companies and forms a key part of the broader Perfect Category offer which includes Virtual Reality, Shopper research, data harmonization, analytics and advisory services. Kantar’s Perfect Category consistently delivers category revenue growth in the range 3% to 5%, reduces the effort associated with range reviews by more than 50% and typically delivers >10x payback.
Job Description:
We are currently seeking a Business Development Director to expand our existing clients to new markets and acquire new clients. You will work closely with Perfect Category Inside Sales, broader operations, Client Success and IT Teams. We need a strategic, high-level hunter in this role that can sell at multiple levels of our clients’ organization.
Responsibilities:
- Be accountable for all aspects of the sales process from prospecting to qualification to closing to meet and exceed annual new sales revenue goals across our Perfect Category offer.
- Develop and execute against a personal sales strategy, including client segmentation and prioritization, to rapidly determine prime prospects and close white space.
- Identify new business opportunities through your established network, leveraging Kantar’s internal client databases, and collaborating with Kantar’s broader selling teams including Consulting, Insights, Media and more.
- Maintain a sales pipeline, uses internal systems (Salesforce, Maconomy, etc) to track activity, forecast revenues, and provide regular activity reports to management.
- Create relationships with key contacts from a list of targeted prospects.
- Support Inside Sales to develop and execute outbound prospecting campaigns where needed.
- Understand the competitive landscape and report back to the organization on points of differentiation.
- Participate in operational and strategic global planning processes.
- Engaging with customers on a regular basis via multiple channels
- Participate in customer and partner facing situations and market events as a product expert.
Success Factors
Critical Thinking
- Anchors vision and direction, sets stretch goals.
- Designs strategic plans/ processes to achieve goals.
- Acknowledged and visible leader with vision
Commercial Competence
- Proven ability to identify, engage, and close new logos for the business.
- Regularly meets and exceeds annual sales targets.
- Understands impact of decisions on larger enterprise
- Command of financial mechanics, systems and tools
Client Leadership
- Builds robust senior executive relationships.
- Deeply understands and focuses on broader client needs.
- Focuses on client development.
Communication
- Develops appropriate messaging/ communication plan/ approach.
- Selects optimal media to deliver messages.
- Expertly delivers messages and exemplifies Kantar values.
Capabilities:
- 5-10 years’ experience in selling SaaS solutions and analytics with related services to CPG Category Management, and Sales/Marketing professionals.
- 5-10 years of proven, successful, direct selling experience with million-dollar+ new business/new logo quota attainment with average deal size >$100K
- International markets sales – closed deals in multiple countries.
- Current client networking relationships & of contacts.
- Ability to interface directly with clients at the C-Suite enterprise level and travel when appropriate.
- Excellent presentation skills and ability to command a presence via “Teams/Zoom” calls or in a room with clients.
- Ability to thrive within a matrixed reporting structure
- Highly self-motivated and strong customer empathy.
- Proven ability to influence cross-functional teams without formal authority.
- Superior written and verbal communication skills; Should be able to adapt communication style to suit different audiences; ability to represent the product in all different client-facing situations.
JOIN US:
At Kantar we have an integrated way of rewarding our people based around a simple, clear and consistent set of principles. Our approach helps to ensure we are market competitive and also to support a pay for performance culture, where your reward and career progression opportunities are linked to what you deliver.