Business Development Consultant

Circana•,

21h•Remote

About The Position

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. The Head of Strategic Business Development, Professional Services is a senior commercial leader responsible for growing Circana’s Professional Services revenue globally, part of. The role focuses on originating and closing medium to large enterprise engagements—consulting, managed services, ongoing support, and solution development—either as stand-alone engagements or attached to Circana data and technology offerings. This role leads the Professional Services global sales team, with a primary mandate to build and convert new pipeline across North America and Europe, while pursuing selective expansion in Australia and other international markets. While global in scope, a Central or Eastern U.S. time zone presence is strongly preferred to support effective collaboration with executive leadership, global teams, and international clients. Building on Circana’s leadership in general merchandise, CPG, and retail, this role will extend the company’s differentiated capabilities into adjacent verticals, including pharmacy, healthcare, government, and financial services. The Head of Strategic Business Development will own global growth strategy, pipeline development, deal execution, and sales leadership, closing medium- to large-scale, complex enterprise engagements that are strategic, multi-stakeholder, and often multi-region in nature.

Requirements

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, utilisation, 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
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
Bachelor’s degree or equivalent professional experience

Nice To Haves

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
Advanced degree a plus, but not required

Responsibilities

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
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
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
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
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
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