Managing Director, Professional Services

Circana; Chicago (IL); Hybrid; USD 225,000 - 250,000; Full time

Benefits offered by this job

Bonus pay

Medical/dental/vision insurance

401(k)

Paid time off

Job summary

Circana, the world's market leader in understanding consumer behavior, is seeking a senior enterprise sales leader to drive go-to-market strategy, pipeline growth, and multi-region expansion from Chicago. You will own large-scale opportunities, shape commercial terms, and coordinate across product, analytics, legal, and finance teams.

Ideal candidates have proven experience selling consulting and data solutions to enterprise clients, experience with RFPs/SOWs, and a track record of building

Qualifications

• Experience selling Professional Services into enterprise clients, ideally data/analytics/tech-enabled.
• Comfortable navigating procurement, legal, and security/compliance requirements.
• Understanding of Professional Services economics (margin, utilization).
• Proven ability to originate, structure, and close medium- to large-scale enterprise deals.

Responsibilities

• Define and execute global go-to-market strategy for Professional Services.
• Lead and develop the global sales team, set targets and coaching.
• Own end-to-end commercial process for complex enterprise opportunities.
• Lead executive pitches and maintain pipeline health.
• Mentor and coach sales leaders across geographies.

Skills

Enterprise sales

RFP/tender responses

Contract negotiation

Sales leadership

Education

Bachelor's degree or equivalent

Job description

Let's be unstoppable together!Circana is a leading provider of technology, AI, and data solutions for consumer packaged goods companies, manufacturers, and retailers. Our predictive analytics and Liquid Data® platform help clients measure market share, uncover consumer behavior, and drive growth-powered by six decades of expertise and an expansive, high-quality data set.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're a global company dedicated to fostering inclusivity and belonging. We value and celebrate the unique experiences, cultures, and viewpoints that each individual brings. By embracing a wide range of backgrounds, skills, expertise, and beyond, we create a stronger, more innovative environment for our 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. Circana is proud to be Certified™ by Great Place To Work®. This prestigious award is based entirely on what current employees say about their experience working at Circana. Learn more at www.circana.com.

Role Overview

Circana, the world's market leader in understanding consumer behavior and retail sales performance brings together unmatched market measurement, consumer and retailer panels, supply chain intelligence, media insights, and professional services to deliver the most comprehensive view of how products are bought, sold, and consumed around the world. This unique combination of data assets, advanced analytics, and a rapidly expanding AI-driven technology platform positions Circana as the definitive authority across the global retail ecosystem.

Job Responsibilities

• Global Growth Strategy & Market Expansion

  Define and execute Professional Services global go-to-market strategy, leveraging Circana's position as the world's leading authority on retail sales and consumer behavior. Drive new business pipeline primarily across North America and Europe, with opportunistic growth in Australia and select international markets. Identify enterprise opportunities where Circana's market measurement, panel data, supply chain intelligence, media insights, and AI-enabled analytics create clear, differentiated value. Expand Circana's presence in adjacent verticals, particularly pharmacy, healthcare, and financial services. Ensure a consistent global client message while tailoring strategies to regional market dynamics.

• Sales Leadership & Pipeline Ownership

  Personally originate and manage a global enterprise sales pipeline focused on medium- to large-scale strategic opportunities. Lead and develop the Professional Services global sales team, setting clear targets, ways of working, and expectations. Team members focused on winning new clients and entering new verticals and geographies. Team members focused on growing existing client relationships through services. Build, hire, and scale a team of 6-8 globally distributed services business development leads, each accountable for new Professional Services bookings and expansion. Directly manage this team, including hiring, coaching, performance management, and career development. Own pipeline reviews, forecasting accuracy, and deal progress across regions.

• Complex Deal Execution & Commercial Leadership

  Represent Professional Services at the executive level with senior client stakeholders worldwide. Lead the end-to-end commercial process for complex enterprise opportunities, including value articulation and explaining the approach, commercial structuring and pricing strategy, business-case development and financial modeling, internal governance and executive approvals, contract negotiation and close. Own the commercial terms for services including Statements of Work (SOW), managed service constructs, rate cards/pricing, margin targets, and delivery assumptions. Lead responses to RFPs and tenders when required, and ensure SOWs are clear on scope, assumptions, deliverables, and acceptance criteria. Work with delivery and account leads to secure renewals and follow-on work for ongoing managed services and support engagements. Partner closely with Circana's product, analytics, professional services, legal, finance, and executive teams to ensure deal integrity and successful handoff.

• Executive Presence & Communication

  Serve as a confident and articulate senior representative for Circana's Professional Services market leadership and differentiated capabilities. Lead high-impact sales pitches, strategy sessions, and executive readouts across regions. Provide clear, data-driven updates to senior leadership on global pipeline health, regional performance, and market expansion progress.

• Organizational & Process Leadership

  Define and continuously enhance a formal global sales process that supports consistent growth. Mentor and coach sales leaders and enterprise sellers on navigating complex, multi-stakeholder deals. Build a culture of accountability, collaboration, and high performance across geographies.

Requirements

• Experience: Proven success selling Professional Services (consulting, managed services, ongoing support, and/or solution development) into enterprise clients, ideally in a data/analytics/technology-enabled environment.
• Comfortable working through procurement, legal review, and security/compliance requirements typical of enterprise services contracts.
• Understanding of Professional Services economics (margin, utilization, and how resourcing assumptions affect delivery and profitability).
• Track record of turning delivery experience into repeatable service offers, playbooks, and pricing.
• Experience leading RFP/tender responses and producing clear SOWs that set scope, deliverables, and acceptance criteria.
• Demonstrated ability to originate, structure, and close medium- to large-scale strategic enterprise deals.
• Experience expanding business into new geographies and adjacent verticals.
• Track record of building and leading globally distributed sales teams.
• Strong command of formal enterprise sales methodologies, pipeline discipline, and forecasting.

Highly Valued / Preferred Experience

• Experience selling software or data solutions within the healthcare ecosystem, particularly: Pharmaceutical retail organizations; Pharmaceutical wholesalers and distributors. Familiarity with healthcare data, regulatory environments, and complex enterprise buying structures is a significant value-add, though not required.
• Experience in a top-tier professional services environment (e.g., Big 4, Tier 1 strategy consulting, leading boutique consultancy, or major systems integrator), with evidence of originating and growing client portfolios.

Skills & Capabilities

• Exceptional executive presence and communication skills across cultures and regions.
• Strong financial and commercial acumen, including business-case development and contract structuring.
• Ability to manage long, complex, multi-region sales cycles.
• Strategic thinker with a hands-on, execution-oriented leadership style.
• Confident, outcome-driven professional presence.

Education

• Bachelor's degree or equivalent professional experience.
• Advanced degree a plus, but not required.

Circana Behaviors

• 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): Hybrid - Chicago, IL

Compensation & Benefits

• The salary range for this role is $225,000 USD to $250,000.
• This job is also eligible for bonus pay.
• We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.

An offer of employment may be conditional upon successful completion of a background check in accordance with local legislation and our candidate privacy notice. Your current employer will not be contacted without your permission.

Circana uses artificial intelligence (AI) to assess resumes for alignment with job requirements by helping locate details in resumes that relate to the job description.

This position is expected to remain open for approximately 30 days and may close earlier if sufficient qualified candidates are identified.