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Job Details

Title: VP Business Development—Perfect Category

Location: Fully Remote or Hybrid – NYC, Boston, Norwalk, CT, Chicago

Background

Kantar is a market leader in the provision of category management software and services to leading CPG companies worldwide. The RichMix assortment optimization application is used by 8 out of the top 10 CPG companies and forms a key part of the broader Perfect Category offer which includes Virtual Reality, Shopper research, data harmonization, analytics and advisory services. Kantar’s Perfect Category consistently delivers category revenue growth in the range 3% to 5%, reduces the effort associated with range reviews by more than 50% and typically delivers >10x payback.

Job Description:

We are currently seeking a VP of Business Development to expand our existing NA clients to new markets and acquire new clients in North America. In this position, you will report to the Head of NA Category Solutions with a dotted line into the Perfect Category Managing Director. You will work very closely with Perfect Category Inside Sales, broader operations, Client Success and IT Teams. We need a strategic, high-level hunter in this role that can sell at multiple levels of our clients’ organization.

Responsibilities:

• Be accountable for all aspects of the sales process from prospecting to qualification to closing in order to meet and exceed annual new sales revenue goals across our Perfect Category offer.

• Develop a personal sales strategy, including client segmentation and prioritization, in order to rapidly determine prime prospects and close white space.

• Identify new business opportunities through your established network, using Kantar’s internal client databases, and collaborating with Kantar’s broader selling teams including Consulting, Insights, Media and more.

• Maintain a sales pipeline, uses internal systems (Salesforce, Maconomy, etc) to track activity, forecast revenues, and provide regular activity reports to management.

• Create relationships with key contacts from a list of targeted prospects.

• Support Inside Sales to develop and complete outbound prospecting campaigns where needed.

• Understand the competitive landscape and report back to the organization on points of differentiation.

• Participate in operational and strategic global planning processes.

• Engaging with customers on a regular basis via multiple channels

• Participate in customer and partner facing situations and market events as a product expert.

Success Factors

Critical Thinking 

• Anchors vision and direction, sets stretch goals.

• Designs strategic plans/ processes to achieve goals.

• Acknowledged and visible leader with vision 

Commercial Competence 

• Proven ability to identify, engage, and close new logos for the business.

• Regularly meets and exceeds annual sales targets.

• Understands impact of decisions on larger enterprise 

• Command of financial mechanics, systems and tools 

Client Leadership 

• Builds robust senior executive relationships.

• Deeply understands and focuses on broader client needs.

• Focuses on client development.

Communication 

• Develops appropriate messaging/ communication plan/ approach. 

• Selects optimal media to deliver messages. 

• Authoritatively delivers messages and exemplifies Kantar values. 

Capabilities:

• 5-10 years’ experience in selling SaaS solutions and analytics and related services to CPG Category Management, , and Sales/Marketing professionals.

• 5-10 years of shown, successful, direct selling experience with million-dollar new business/new logo quota attainment.

• Current client networking relationships/rolodex of contacts.

• Ability to interface directly with clients at the C-Suite enterprise level and travel when appropriate.

• Excellent presentation skills and ability to command a presence via “Teams/Zoom” calls or in a room with clients.

• Ability to thrive within a matrixed reporting structure

• Highly self-motivated and strong customer empathy.

• Shown ability to influence cross-functional teams without formal authority.

• Superior written and verbal communication skills; Should be able to adapt communication style to suit different audiences; ability to represent the product in all different client-facing situations.

Kantar Benefits

We 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 match 

• 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. 

The salary range for this role in Chicago is $135,500 – $227,500. 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. 

Privacy and Legal Statement  

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. 

Location

Kantar Rewards Statement

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 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.