Client Insights Principal-New Business
IRI
Flex
4 日前

Responsibilities :

IRI is out to transform the way consumer package goods clients think about their businesses delivering opportunities for growth and market differentiation.

The Principal of New Business is a critical leader in the IRI organization who will work with various senior business leaders in these companies to enable execution against their core strategies by leveraging IRI’s portfolio of products and services including market measurement and ad hoc capabilities.

This position will also play a critical role in translating the strategic objectives of the targeted prospective clients into the IRI’s evolving solutions portfolio.

The New Business principal will be an important leader, accountable for securing engagements and reaching individual revenue targets (ad-

hoc and full engagement) while maintaining indispensable, long-term and solution-focused consultative partnerships. In this position, your primary objective will be to penetrate targeted CPG companies at the highest level and develop multi-

year agreements. You will lead / manage the development of proposals for both large complex deals of size and ad hoc projects with potential clients including deliverables, pricing, etc.

Secondly, the Principal will find commercial opportunities for our unique and advantaged solutions to meet the needs of assigned clients, with whom IRI does not have the core market measurement business.

The Principal will leverage their successful track record of creating, communicating, demonstrating and delivering a client value proposition that maximizes long term growth, differentiation, and profit / return.

Inherent with these responsibilities, the New Business Principal will personally consult with and maintain key relationships with all levels especially with the senior executive management level (VP+) of the clients.

You will help identify and secure individuals from internal specialty groups (i.e. Technology, Client Insights, Client Service, Analytics, and Consulting) to establish an overall account strategy including revenue accountability.

Skills and Competencies :

  • Consultative Penetration and Selling : Applies knowledge of the business, industry and domain expertise to identify, create and close profitable, margin enhancing business opportunities :
  • Innovative thinking : Contribute to the development and creation of new or enhanced methods, products and / or services;
  • approach job function with original and progressive thinking in order to improve processes, methods, systems and services

  • Client Management and Value : Understand economics of IRI and the client to effectively manage client projects and relationships, often through collaboration with a wide array of cross-
  • functional associates Is accountable and tracks performance to goals on a regular basis

  • Business Insights / Consulting Expertise : Provides clear, deep perceptions & recommendations regarding decisions, situations & business benefits
  • Sales Strategy Development / Competitive Intelligence Expertise : Identifies accounts and opportunities to go after considering size, probability of closing, effort and other factors
  • Qualifications :

    In addition to the above skills set, the ideal candidate must possess the following :

  • 10+ progressive years of business development experience in a complex and / or matrixed, capability driven organization which provides sophisticated products and solutions.
  • Deep experience driving new business in the Consumer Packaged Goods (CPG) industry with the consultative application of market research.
  • A hunter with a proven track record of business development or selling ideas internally in an analytical environment involving extensive client interaction a hunger for profitability and overall business success
  • In-depth understanding of market research (syndicated data, analytics, and consumer panel) and capabilities such that recommendations can be framed as relevant business solutions
  • Strong presentation skills and ability to command the room as well as executive presence
  • Strong financial acumen
  • Proven leadership experience in a consulting / business professional environment leveraging cross-functional capabilities
  • Influential leadership skills, demonstrated ability to create followership
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