Director Client Sales & Insights - Hybrid - Arlington, VA

Circana Careers•Arlington, VA

1d•Hybrid

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. 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. Circana seeks a passionate Director and client advocate with strong analytic skills to advance solutions and insights that best build the client's strategic vision. Collaborate with our clients and internal teams to maximize and apply insights gleaned from Circana data including store data analysis, household purchase behavior analysis, surveys, audits, data modeling, in-market testing, and other custom projects. Advocate for your client and create/close new opportunities with them. To be successful as a Client Insights Director you must possess and be able to execute four key skill sets: Advanced Analytic Skills: Demonstrate ability to analyze and interpret data and translate it into meaningful solutions for clients: - Approach clients with coherent, actionable, and fact-based data that includes recommendations appropriate to their business needs. - Utilize storytelling with a What, So What, Now What mentality to deliver complexity into clarity for clients. - Continually provide analytical solutions and business insights to address any business gaps and/or opportunities and create value for the client - Incorporate client’s full solution suite appropriately to deliver robust, end-to-end insights with an outside-in perspective - Identify business issues or opportunities and suggests the appropriate level of analytic solution/approach Consultative Selling: Apply knowledge of the business, industry, and domain to identify, create, and close business opportunities: - Target and sell solutions that address underlying client needs by asking questions that identify the root causes of issues versus symptoms - Strengthen client solution matrix by cross pollinating opportunities across the organization. - Ask questions to test assumptions and challenges the status quo - Synthesize information on a variety of issues; translate the information into a project framework that ultimately provides solutions for clients Impactful Presence: Demonstrate strong interpersonal communication and presentation skills; strong business acumen and present a professional image: - Become trusted by clients, Circana client solutions teams, Circana cross-functional organizations, and Circana business partners and considered a domain expert and business partner - Educate the client on analytic methods, shape their thinking, and influence the decisions they make - Demonstrate a flexible approach to communication; adapt messages quickly to the appropriate level or function with poise and polish - C-level presence Client Focus: Consistently act with client satisfaction in mind and follow through on commitments to ensure the needs of the client are met: - Develop and maintain a deep understanding of customer needs and requirements - Understand organizational shape and development - Help customers identify solutions to problems they did not know they had - Regularly and proactively communicate with the client-facing teams, including soliciting feedback to continually improve the relationship -Track and organize multiple work streams against multiple clients, and manage time and resources against changing priorities.

Requirements

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.
5-8 progressive years of experience in marketing or sales with a premier Consumer Packaged Goods (CPG) or marketing analytics company
Experience with IRI/Circana data solutions is preferred; experience with syndicated datasets is required
Demonstrated expertise in translating Point of Sale data and analysis into relevant implications within the CPG industry
Demonstrated expertise in translating consumer panel data into actionable insights and recommendations
Ability to build a rapport across functions and levels within an organization
Proven ability to consult with clients to influence thinking
Bachelor’s degree preferred

Responsibilities

Drive Client Growth: Identify and pursue opportunities to expand client relationships by aligning Circana’s data and software solutions with their strategic goals.
Deliver Insight-Led Solutions: Translate complex data into actionable insights that help clients make informed decisions and achieve measurable outcomes.
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.
Maintain Industry Expertise: Stay current on trends in [retail, CPG, or general merchandise] to position Circana as a thought leader and trusted advisor.
Build Strategic Relationships: Develop and maintain strong relationships with key stakeholders across client organizations, including decision-makers and influencers.
Utilize Sales Tools and Platforms: Leverage Circana’s proprietary platforms (e.g., Unify+, Liquid Data, Intelligence Suite) to support client engagements and solution delivery.
Achieve Revenue Targets: Meet or exceed individual and team sales goals through disciplined pipeline management and strategic account planning.
Champion Client Success: Ensure client satisfaction by proactively addressing challenges, identifying growth opportunities, and delivering consistent value.
Support Innovation and Feedback: Provide market feedback to internal teams to help refine offerings and contribute to product development.