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Director, Business Development

Company: Kantar
Location: Sanger
Posted on: August 4, 2022

Job Description:

We go beyond the obvious, using intelligence, passion and creativity to inspire new thinking and shape the world we live in. To start a career that is out of the ordinary, please apply...Job DetailsDirector, Business DevelopmentRemote, US West Coast
Kantar is the world's leading marketing data and analytics company. We have a complete, unique, and rounded understanding of how people think, feel and act; globally and locally in over 90 markets. By combining the deep expertise of our people, our data resources and benchmarks and our innovative analytics and technology, we help our clients understand people and inspire growth. -
Our consulting colleagues are growth experts. They are specialists in brands and marketing, retail and sales, e-commerce, and organisational excellence. The combination of industry intelligence, data and advanced marketing technology results in solutions that switch on real growth. -
We are currently seeking a Senior Director, Growth & Strategy leader who will define client needs; develop solutions that incorporate Kantar Consulting's services, products and capabilities, and cultivate both existing and new client relationships. -In this position, you will report to the SVP, Growth & Strategy Brand & Marketing, and work collaboratively with our Business Development, Client Leadership, and Product teams to develop new and long-lasting client relationships that drive overall revenue attainment for this business. The role will require 25% travel, and be responsible for a base book of business, forecasting accuracy, CRM Management (Sales Force) and T&E budget management.
Role Description -Client Relationship Management

  • Maintain and grow an existing 'book of business'/ territory.
  • Presents "capabilities overview sessions;" facilitating client discussions to gain a clear understanding of those business needs that require compelling solutions.
  • Presents a comprehensive understanding of our value proposition - the full array of offerings and capabilities with an emphasis on crafting customized solutions that ensure that the client investment yields a demonstrable value.
  • Prepares client account plans and mutual success plans (including Product Usage Analytics reports) to see opportunities to drive further usage, engagement, and investment.
  • Monitors market activity, providing strategic ideas and plans for proactively addressing issues and challenges.Prospecting & Selling
    • Develops annual plans and strategies that achieve high-reaching individual sales goals, with overall responsibility for the full sales cycle.
    • Produces accurate forecasts and delivers quarterly/monthly/by-event sales objectives for assigned territory.
    • Prospects and closes accounts/renewals; selling and partnering primarily to senior management (Director, VP, C-level) within respective accounts.
    • Up-sells existing clients with new and incremental Kantar Consulting product offerings and solutions.
    • Builds/maintains a forecasted pipeline of 2-3x the annual sales goal.
    • Collaborates with internal x-functional team members (e.g., Product Directors, Content Experts, Leadership Team) to support and accelerate the selling process.
    • Works closely with the Marketing and Client Success functions to establish successful lead generation programs
    • Achieves annual sales goals aligned to the annual revenue plan
      Role requirements Critical Leadership Behaviors:
      • Exhibits highly effective communication skills in all forums (interpersonal, written, presentations) and with all collaborators (internal colleagues, clients, vendors, etc.).
      • Demonstrates well developed listening skills and the ability to identify both expressed and implied client needs.
      • Is highly collaborative and operates effectively with cross-functional teams in a matrixed environment
      • Is comfortable working autonomously and independently measuring own output against an agreed-upon set of objectives
      • Is highly organized and meticulous - can successfully handle multiple tasks simultaneously
      • Demonstrates strong leadership and management of both processes/projects and people (e.g. cultural leadership, people leadership, executional leadership)Critical Capabilities:
        • Shown multi-year success, in a market research, insights or trends sales role, focused on selling services into marketing and strategy roles within prospective clients.
        • Experience in structuring and selling solutions to complex accounts and achieving individual and sales quota goals (ideally $1.5M individual)
        • Consistent track record of developing, executing, and handling a pipeline of new business (including a willingness and ability to make cold calls)
        • Validated experience selling directly to business leaders and product/service users (versus IT, Procurement, or other support groups)
        • Deep understanding of consumer products companies and retailers
        • Experience selling insights/syndicated and applied research is strongly preferred
        • Proficiency in Microsoft Word, PowerPoint, and Excel, CRM databases, and WebEx programs
        • BA/BS degree required
          BenefitsWe provide a comprehensive, highly competitive benefits package, including
          • Medical plans with comprehensive, affordable coverage for a range of health services
          • Health Savings Account/FSA
          • Dental, Vision and benefits to cover unique healthcare needs
          • Wellness Program
          • 401k with matching
          • Tuition Reimbursement, Commuter benefits
          • Unlimited PTO
            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 to support a pay for performance culture, where your reward and career progression opportunities are linked to what you deliver. -We go beyond the obvious, using intelligence, passion and creativity to inspire new thinking and shape the world we live in. Apply for a career that's out of the ordinary and join us. -We want to create an equality of opportunity in a fair and supportive working environment where people feel included, accepted, and -are allowed to -flourish in a space where their mental health and -wellbeing -is taken into consideration. - We want to create a more diverse community to expand our talent pool, be locally representative, drive diversity of thinking and better commercial outcomes. -
            At Kantar, the diversity of our employees provides a richer environment for our employees and broader depth and breadth of thinking for our clients. - Kantar is committed to inclusion and diversity; therefore, we welcome applications from all sections of society and do not discriminate on the basis of age, race, religion, gender, pregnancy, sexual orientation, gender identity, disability, marital status or any other legally protected characteristics.
            PRIVACY DISCLOSURE: Please note that by applying to this opportunity you consent to the personal data you provide to us to be processed and retained by The Kantar Group Limited ("Kantar"). Your details will be kept on our Internal ATS (Applicant Tracking System) for as long as is necessary for the purposes of recruitment, which may include your details being shared with the hiring manager.
            The salary range for this role in California is $96,900 - $161,600. Your final base salary will be determined based on several factors which may include but are not limited to location, work experience, skills, knowledge, education and/or certifications. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.#FutureKantarStars #KantarMogul
            LocationCalifornia, Work from HomeUnited States of AmericaKantar Rewards StatementAt 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. -We go beyond the obvious, using intelligence, passion and creativity to inspire new thinking and shape the world we live in. Apply for a career that's out of the ordinary and join us. -We want to create an equality of opportunity in a fair and supportive working environment where people feel included, accepted and are allowed to flourish in a space where their mental health and -well being -is taken into consideration. -We want to create a more diverse community to expand our talent pool, be locally representative, drive diversity of thinking and better commercial outcomes. -Kantar is the world's leading data, insights and consulting company. We understand more about how people think, feel, shop, share, vote and view than anyone else. Combining our expertise in human understanding with advanced technologies, Kantar's 30,000 people help the world's leading organisations succeed and grow.

Keywords: Kantar, Clovis , Director, Business Development, Executive , Sanger, California

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