Commercial Account Manager

Circana; Bracknell; On-site; GBP 40,000 - 60,000; Full time

Job summary

Circana seeks a Business Development Manager for the CPG division to enhance client retention and revenue growth through consultative selling and strong relationships. The role is ideal for self-motivated individuals who thrive in a dynamic environment aiming to maximize client success.

Qualifications

• Proven experience in Account management or B2B Sales.
• Highly self-motivated and assures at presenting.
• Understanding of consultative selling approach.

Responsibilities

• Ensure retention of existing client base and develop new revenue streams.
• Engage with clients to identify additional stakeholders.
• Oversee timely provision of solutions to clients.

Skills

Commercial acumen

Client engagement

Consultative selling

Relationship building

Data confidence

Tools

Excel

PowerPoint

Job description

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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

What will you be doing?

The CPG department works with nationally recognised FMCG suppliers with household brand clients, providing solutions to business challenges based upon our data. The team are responsible for client retention, contract renewal, and revenue growth through products and services which meet the business needs of clients. The overall aim is to boost our client’s market or category understanding whilst building brand equity.

This is an exciting opportunity to join our Client Development team within the CPG division of Circana and continue the fantastic growth that Circana have enjoyed in this important area over the past few years.
The Business Development Manager role demands a strong commercial approach. You will work with an account base of Circana’s mid-tier clients that consist of well-known household brands and private label manufacturers. Your key focus will be to retain and grow your clients through strong relationships and the realisation of Circana’s strategy.

Main Responsibilities:

• Profitable Revenue Growth: The main purpose of the role is to ensure the retention of your existing client base whilst developing profitable and sustainable new revenue streams within accounts. The role will be supported by an Insight Manager who will help provide the valuable nuggets of information that will give our clients a compelling reason to engage. We are looking for people with drive and tenacity to really get close to our clients and excite them about the benefits of working more with Circana.
• Consultative Selling: It’s about opportunity identification and conversion based on consultative selling - this is not cold calling. This role is about building relationships and helping businesses to maximise their growth opportunities. This will involve a strong mix of core database deliverables alongside added value solutions that match clients’ needs and deliver on expectations.
• Client Engagement: Engagement with customer contacts to strengthen working relationships. You need to create a strong base of client contacts, identifying additional stakeholders/decision makers to enable up-selling of Circana solutions. This is particularly key when it comes to discussions on high impact Analytics and Technology Solutions.
• Facilitation: Oversee the accurate and timely provision of solutions to your clients with the help of support functions within the Client Development team and the wider Circana organisation. It is essential to build a strong network of internal contacts to maximise support from across the Commercial and Operational teams.
• Administration: Effective, timely and accurate financial administration including maintenance of opportunities, keeping a sales pipeline up-to-date, creation of client P&L’s, renewing client contracts, forecasting, and fulfilling internal reporting as required.
• Data & Insights: It is important that you can understand clients’ objectives, to build trust through your knowledge and opinions of their own and industry issues. You will need to keep abreast of developments as well as be confident to use Circana data to achieve this.

Skills and Experience:

This is a role which requires initiative. It will be very varied and very rewarding for the right person. The role demands drive and focus from a person who really wants to engage with clients every day.

• Able to demonstrate commercial acumen with proven experience in a client facing role
• Proven experience in Account management or B2B Sales and growing account revenue
• Excellent planning and organisation
• Highly self-motivated and assured at presenting to all levels
• Strong relationship builder, both internal and external
• Understanding of a ‘consultative selling approach’ with proven questioning and listening skills
• Confident working with data with a good working knowledge of Excel and PowerPoint
• A working knowledge of Market tracking and Insights within FMCG would be beneficial

As well as the technical skills, experience and attributes that are required for the role, our shared behaviours sit at the core of our organization. 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