Research Director

Worldpanel; Mumbai; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Worldpanel in Mumbai is seeking a proactive Category Analyst to manage day-to-day client relationships and drive revenue opportunities. You will develop a network across client organisations, align services to goals, and represent Worldpanel with confidence at the client site.

Responsibilities include delivering on commitments, preparing proposals to meet targets, and coordinating with internal teams to ensure data and services are delivered on time and to a high standard.

Qualifications

• Ability to build and maintain a network of client stakeholders.
• Proactive in identifying opportunities to expand Worldpanel services.
• Strong communication and presentation skills for client meetings.
• Experience in driving revenue through client-led insights.

Responsibilities

• Maintain day-to-day relationship with the client owner of Worldpanel subscription.
• Understand client goals and map Worldpanel services to them.
• Develop a broader network of client contacts and maintain relationships.
• Ensure on-site presence to establish trust and credibility.
• Manage client expectations on data quality, speed, and volume.
• Resolve issues and prioritise workloads with client stakeholders.
• Coordinate with internal teams to ensure professional service delivery.
• Prepare proposals to achieve revenue targets and close opportunities.
• Identify revenue gaps and plan closing actions over the year.
• Deliver benefits-led solutions across Worldpanel offerings.
• Plan account resources to maintain service levels.
• Provide client inductions and training on Worldpanel tools.

Skills

Client relationship management

Revenue growth

Stakeholder management

Strategic thinking

Presentation skills

Leadership

Job description

• Responsible for day-to-day relationship with key contact (ie. The ‘owner’ of the Worldpanel subscription within the client organisation)
• Understand what the client’s overall goals and objectives are and the role that different departments and individuals are playing in achieving these
• Continue to develop a broader network of contacts with the client while maintaining existing relationships
• Utilise high levels of on-site presence to build a reputation as a Trusted Adviser through being a recognised and well known face around the client office
• Manage the client’s expectations with respect to the quality, speed and volume of data, and the servicing they are entitled to
• Resolve dissatisfaction if it arises, acting rapidly to resolve disagreements and not avoiding difficult issues
• Resolve workload capacity issues if they arise, negotiating with client stakeholders to establish priorities
• Manage the account administratively, dealing with internal departments such as accounts and operations to make sure communication and dispatches to the client are professionally and accurately handled
• Ensure contractual obligations are known and adhered to, escalating issues if required in good time
• Actively contribute to monthly forecasts in line with the revenue phasing done
• Identify revenue gaps and plans for closing these over the course of the year, communicating status and priorities both upwards and downwards
• Prepare proposals both in response to client briefs and proactively follow up and close these proposals in order to achieve revenue targets
• Seek to deliver benefits led solutions in your proposals, encompassing the full range of KWP services
• Look for revenue opportunities outside of your main contact
• Manage and plan the account resource to avoid drops in service quality
• Ensure appropriate inductions and training programmes are provided to client users

Service Development

• Highlight and escalating client concerns with any Worldpanel services to aid senior management with prioritising investment and development efforts
• Proactively seek and share intelligence from clients about other services they purchase and their current or future needs which could be met with Worldpanel developments

Basic Data & Tracking

• Ensure regular deliverables are dispatched on time and accurately by line reports or support departments. Take ownership of finding solutions if errors occur or processes break down
• Proactively identify opportunities to evolve our deliverables as new technology or tools become available and/or as client businesses change focus or structure

Analysis & Insight

• Discuss briefs with client contacts striving to make them more business question driven and less prescriptive
• Manage larger projects making sure that key milestones are hit, appropriate resource is available and that the client is kept up-to-date at all times
• Prepare and deliver presentations, demonstrating personal credibility and showing value for money from the Worldpanel services purchased
• Draw from all Worldpanel services purchased in order to provide clients with a wider context and where possible, reference other studies clients have conducted
• Build category, cross category and industry knowledge from project to project making sure previous learning is built upon and shared fully

Team, People & Self Development

• Conduct and take part in performance management using the online appraisal system
• Set, monitor and evaluate SMART objectives for line reports
• Give constructive feedback, both praising and identifying things which could be improved. Address performance issues in a professional and timely fashion
• Coach and train line reports, and other team members – sharing knowledge, encouraging a culture of learning and positive development
• Discuss your direct report’s personal development and ensure that they have a completed PDP which should include stretch and development objectives
• Discuss your personal development with your line manager and be responsible for ensuring that you complete and implement PDP – which should include your stretch and development objectives
• Attend relevant training, seeking out opportunities to develop further and grow your knowledge about our industry, clients and capabilities
• Take part in the graduate recruitment process to enable us to attract and secure high calibre Category Analysts into the business

PERSON SPECIFICATION:

A person in this role is likely to have the ability to:

• Solve problems creatively and seek opportunities for improvement and development
• Motivate people to give their best, providing constructive feedback – praising where things go well and discussing improvements which could be made in future
• Smooth relationships when difficult circumstances prevail and develop a culture of trust both within and outside the team
• Cope well with time pressure and make decisions under complex and demanding circumstances
• Be alert to changing situations, show flexibility in approach, adaptability in difficult circumstances and continuously strive to achieve a result
• Influence and persuade a variety of people in changing situations
• Act in the interest of the organisation – be bold and assertive in situations where others are pushing against what is best for the organisation or others

Key sucess factors:

• Proven ability to create a network of budget holders and decision makers
• Demonstrable ability to exceed client expectations
• Track record of exceeding revenue budgets as well as demonstrating the ability to be flexible in the variety of products and services you can sell to achieve business objectives
• A track record of actively engaging in projects or initiatives that contributes to the wider Worldpanel business
• Proven ability to represent Worldpanel in front of larger forums and more senior audiences
• Demonstrable track record of effective team management in terms of appraisal completion, PDPs, line management engagement and retention
• Ownership of your self-development in completing and managing your own PDP, highlighting areas where further development is required
• Ability to ‘look beyond the horizon’ and alert Directors to strategic issues, both internal and external
• Ability to create and engender a positive tone amongst team members and peers
• Consistent evidence of personal insight delivery and further evidence of cascading this to team members.