Job Description – Senior Consultant
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.
Our Critical Sales Skills
At the heart of our commercial success is a team of professionals who combine strategic insight, customer-centricity, and executional excellence. These skills represent the core capabilities required to drive value for our clients and sustainable growth for our business.
- Effectively Presents Solutions: Delivers tailored, compelling solutions that align with customer needs and drive action.
- Knows the Buying Influences: Identifies key decision-makers and understands their motivations and influence.
- Manages Buyer Indifference: Recognizes and explores customer hesitation to uncover new needs or opportunities.
- Understands Customer Needs: Operates as a recognized expert to articulate customer needs in the customer's business language and business context.
- Being Resilient: Bounces back from setbacks with composure and positivity; helps others stay productive during tough times.
- Manages Ambiguity: Stays focused and calm in uncertain situations; guides others through change.
What will you be doing?
You will provide data and insights consulting for a range of FMCG clients. You will help to improve efficiencies and drive growth through providing analysis, insights, and valuable recommendations. This involves discussing business challenges and providing advice based on market trends, clients’ financial capabilities and other key organisational factors.
You will manage any initiative that forms part of the ongoing service delivery as outlined in the service agreement.
Job Responsibilities
Data Mining, Analysis and Advice
- Define business problems: Through consultations with clients extract day-to-day project briefs, reverse brief with hypothesis, and provide solutions appropriate to their business needs.
- Deliver insight led solutions: Translate complex data into actional insights that help clients make informed decisions and achieve measurable outcomes.
- Advanced Analytic Skills: Demonstrated ability to conceive, manage, and deliver fact-based analyses, with a focus on consumer solutions, providing clients with clear, actionable insights to inform strategy.
- Utilise sales tools and platforms: Leverage Circana’s proprietary platforms (e.g. Unify+9, Liquid Data, Intelligence Suite) to support client engagements and solution delivery.
- Work closely with clients to align on key milestones, desired outcomes, resources required and timeline for delivery.
Client Management
- Champion client success: Ensure client satisfaction by proactively addressing challenges, identifying growth opportunities, and delivering consistent value.
- Own the account plan: Set engagement plan with clients, develop strategies and actions to achieve the objectives, ensure ongoing monitoring and adapt to business changes if required.
- Build Strategic Relationships: Develop and maintain strong relationships with key stakeholders across client organizations, including decision-makers and influencers.
- Lead the execution and communication of Account Plan initiatives: Leverage appropriate account management tools (WIP, Key Events Calendar, KPI Scorecard, etc.) to ensure activities are delivered and timelines adhered to.
- Manage clients’ expectations: Carefully plan own and team’s workload to ensure client satisfaction.
Consultative Selling
- Drive Client Growth: Identify and pursue opportunities to expand client relationships by aligning Circana’s data and software solutions with their strategic goals and leveraging Circana thought leadership and subject matter experts.
- Manage the Sales Cycle: Lead end-to-end sales processes including prospecting, needs assessment, solution development, negotiation, and closing.
- Collaborate Cross-Functionally: Partner with internal teams (e.g., Client Insights, Product, and Analytics) to deliver integrated solutions and ensure client success.
- Develop strategies and competitive differentiation for specific solution offerings.
Commercial Acumen
- Maintain Industry Expertise: Stay current on trends in CPG to position Circana as a thought leader and trusted advisor.
- Achieve Revenue Targets: Meet or exceed individual and team sales goals through disciplined pipeline management and strategic account planning.
- Generate quotes and manage the billings process: Manage the sales cycle of quotes, client sign off, raw data agency, billing instructions, forecasting update, invoice checking, PO sourcing.
- Client retention: Support all activities in the client renewal process including completion of internal pricing sheets (Bluesheets), pricing committee collateral, presentation materials, client submission materials.
- Support Innovation and Feedback: Provide market feedback to internal teams to help refine offerings and contribute to product development.
People Leadership and Management
- Consistently demonstrate Circana values and lead by example.
- Create a collaborative, motivating and high performing team environment
- Direct and oversee workload of direct report.
- Manage ongoing performance and development of direct report, ensuring direct report has KPIs and development goals set.
- Provide coaching and mentoring of direct reports and other junior members of the department to support their performance, growth, and development.
Requirements
- Tertiary qualification in Business, Marketing, Commerce, or related field preferred.
- Previous experience (5-7 years) in a similar role, within the FMCG industry.
- Exceptional client service consulting skills.
- Demonstrated ability to build and manage effective relationships.
- Excellent commercial acumen and business development skills.
- Ability to work under pressure, prioritise and plan effectively.
- Engaging and confident presentation skills.
- Articulate written and verbal communication skills.
- Experience in team leadership and management with the ability to engage and motivate teams.
- A genuine passion for client relationship building, service excellence and advanced subject matter expertise.
- Highly motivated, self-directed team player who will work closely with the business to support service delivery and growth strategies.
- Seeks opportunities to learn, keep up to date with professional/technical knowledge and skills, shares these with others and applies them to continuous business improvement.
- Actively seeks and incorporates feedback to enhance own performance and modifies own behaviour when required.
- Actively maintains collaborative working relationships with internal, external stakeholders and clients.
Circana Behaviours
As well as the technical skills, experience and attributes that are required for the role, our shared behaviours sit at the core of our organisation. 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
- 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): Sydney.
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