Sales Director, Americas, RSi

Flexible Location

At IRI, we deliver growth to clients based on big data-our predictive analytics and forward-thinking insights help CPG, OTC, health care, retailers, and media companies remain relentlessly relevant, capture marketing share, connect with consumers, and deliver market-leading growth. The convergence of our proprietary, on-demand cloud-based technology and our client-focused colleagues leads to a seismic shift in drivers of success in all industries.

For IRI colleagues, we focus on the moments that matter. From meaningful work and impact to continuous improvement we challenge ourselves to grow both professionally and personally. You'll feel a true sense of connection and purpose in your work and will craft the direction of your career in a highly personalized way. No matter the department you join, you'll find yourself constantly growing and developing the skills of the future to deliver client growth. We believe in the undeniable strength that diverse people, culture, thought and skill bring to our business, our clients, our people and our communities. We are committed to nurturing a dynamic culture that embraces and celebrates openness, collaboration, creativity, equity, inclusivity and growth for all.

What will I be doing?

As a part of our RSi division, you'll work alongside the brightest minds in the Supply Chain space. Supply Chain is one of the newest capabilities within IRI responsible for driving insight and action from factory to shelf via our best-in-class technology, analytics and data. With Supply Chain and Retail Execution being critical to all CPGs right now, our capabilities have never been so relevant.

The Sales Director drives base revenue via renewals and ignites growth through solution selling while building effective and lasting internal/external relationships.

Location: Flexible

Headline Role & Responsibilities

You will play a critical part in driving two key pillars of our Global Strategy within the Americas (US, Canada, Puerto Rico, LATAM) region:

1. Client Health - Renewals

• Your base objective will be to ensure we renew existing CPG manufacturing business with long term deals to protect our #1 corporate KPI: revenue. Your Customer Success counterparts will be owners of servicing the accounts day to day (from Strategic to SAAS) and in collaboration with you, will evaluate risks and opportunities to renew and ultimately grow.

1. Ignite Growth - Bookings

• Your major objective will be to ignite growth across CPG manufacturers through business development as landing new incremental business is critical in helping us achieve our short- and long-term growth ambition.
• We have a clear strategic framework to win and accelerate growth across:
• Existing clients (renew, upsell)
• New client opportunities (solution selling)

Financial Measures

• Revenue, Revenue Growth
• Bookings
• Churn
• Cash Collection

Key skills & experience required to be successful in role

• 6+ years' experience of working at or selling to CPGs at a Sales, Commercial Director and/ or Managing Consultant level
• Expert knowledge and understanding of the FMCG market (CPGs & Retailers) across the Americas (US, Canada, Puerto Rico, LATAM) region including understanding strategies and processes, including key decision makers and role demands across functions (Commercial & Supply Chain roles are critical)
• A very high-level understanding as to how FMCG clients make decisions, and how Supply Chain COE technology, analytics and data solutions can provide value to front line teams (Commercial and Supply Chain)
• Extensive experience of operating, effectively engaging and influencing cross-functionally at senior levels within medium to large organizations, directly or indirectly associated with the FMCG/ Retail sector.
• Strong experience and examples of personal ability to drive value to a client's business strategy and contribution to overall corporate objectives.
• Proven ability to handle complexity and multiple priorities at once, with clear coping and prioritization strategies and issue resolution approaches.
• Ideally will have an established network of contacts at senior level within the FMCG industry within local markets required for this role.
• Good experience of translating corporate strategy into practical and sustainable growth plans.
• A strong track record of creating a local sales strategy, managing business plans with cross functional stakeholders and associated P&L.
• Proven results in driving top-line revenue growth and delivering agreed margins.
• 6+ years' experience of selling solutions (consultative selling) as opposed to product sales
• Expert relationship manager, influencer, and negotiator with a high level of understanding of FMCG budget processes, contracts, and client management are essential/ a pre-requisite

Education Requirements

• Bachelor's degree level and relevant professional qualifications.

Additional Preferred Skills

• Excellent presentation skills and the ability to deliver valuable insight to key stakeholders internally and externally.
• Ability to work autonomously and meet/exceed targets.
• Self-starter with entrepreneurial spirit
• Comfortable leading for and driving change in working practice, culture, leading innovation and turning around business performance.
• Understands how to manage successfully and positively influence in a cross-functional matrixed organization, delivering on expectations.
• Promotes customer focus and acts for the long-term client satisfaction and demonstrates sound commercial judgment.
• Willingness to travel as and when the business dictates.
• Technical skill: Salesforce & all Microsoft packages are critical.

Core Values we will recruit against as how you deliver performance will be as important as what you achieve.

• Collaboration - Partners across the organization, shares ideas and listens, supports and encourages others
• Client Growth - Provides value and impact to clients (external and/or internal), anticipates needs and is proactive, drives efficiency and growth
• Executional Excellence - Gets it right on time, delivers high quality outcomes, pushes beyond expectations
• Innovation - Generates innovative alternatives, actively impacts our business and clients
• Creativity - Open to new ideas and approaches, embraces intellectual curiosity
• Personal Development - Seeks and gives constructive feedback, seeks and seizes personal growth opportunities, continually improves skills and behaviors

#LI-DNI

About Us

As one of the original innovators in Big Data, IRI integrates the world's largest set of otherwise disconnected purchase, media, social, causal and loyalty data to help CPG, retail, over-the-counter health care and media companies grow their businesses. We combine this data with predictive analytics to uncover new consumer insights and integrate them on the most technologically-advanced, cloud-based visualization platform.

Our Benefits

We offer a comprehensive benefit package (health, paid time off, 401(k), etc.) with additional unconventional offerings such as volunteer time off, flexible work arrangements, virtual doctor access, etc., along with the unrivaled benefit of working with our people - the best in the business.

Our Culture

We're thrilled we get to work on the most interesting business challenges facing the CPG and retail industries. We regularly uncover new "aha moments!" by closely collaborating with our colleagues and developing competencies centered around the following values: Collaboration, Personal development, Executional excellence, Client growth, Innovation and creativity.

IRI is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics. The EEO is the Law poster is available here: DOL Poster. IRI is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation because of a disability for any part of the employment process, please send an e-mail to Talent.Acquisition@iriworldwide.com and let us know the nature of your request and your contact information.

About Vestar Capital Partners

Vestar Capital Partners is a leading U.S. middle-market private equity firm specializing in management buyouts and growth capital investments. Vestar invests and collaborates with incumbent management teams and private owners to build long-term enterprise value, with a focus on Consumer, Healthcare, and Business Services & Industrial Products. For more information on Vestar, please visit www.vestarcapital.com