Role Profile
· To cover a group of 10 grocery clients based around the country together with a team of 2 Insight Managers and supported by an Insight Team in the Global Operating Centre in India
· Kellogg’s is the predominant client in the group, based in Manchester, and the role would cover onsites every 2-3 weeks which can include an overnight stay
· The role also covers clients in Leeds and Scarborough with a requirement to visit at least once per month
· Onsite at other clients 1-2 times per week
Other tasks include:
· Development of relationships across client
· Planning and delivering the account plan
· Ownership and delivery of revenue target, management of revenue generation and sales pipeline
· Delivery of insight to clients
· Where appropriate, empowering and motivating a team of (Senior) insight managers
· Where required, deputising for absent Business Insight Director
· Where required, assuming Senior Insight Manager functions
Main Duties and Responsibilities
Overall responsibility for Account KPIs (Client Satisfaction, Retention and Sales)
Lead, manage and motivate a dedicated team ensuring committed levels of service and KPIs are met or exceeded
Account Planning & Revenue Generation
· Set objectives for the team and account which have a clear link to the Clients as well as SymphonyIRI Group’s vision and goals, including meeting revenue targets
· Create account management strategies which strengthen clients’ business, whilst also driving forward profitable growth for SymphonyIRI Group.
· To liaise with internal consultancy teams to define and deliver added-value consultancy to clients and sell smaller ticket projects without ASK or TSG support
· Expand the contact base within clients and identify new revenue streams
· Have accountability for the STAR process, managing the STAR pipeline for nominated accounts to ensure accurate business revenue forecasting, and ensuring group adherence to the Sales Order Process to maximise cash flow and minimise aged and bad debt
· Be responsible for nominated client renewals in conjunction with line management and support from the SymphonyIRI Group renewals team
Insight
· Develop category and sector expertise within the team in order to deliver high quality, added value data, analysis and insight
· Challenge for creativity in analysis
· To work alongside the Best Practice & Insight Manager to develop and integrate into the team/client new analysis techniques
· Assume responsibility for appropriate wider cross-category or sector/product insights to further develop value for clients
Resource Planning
· To be responsible for managing and developing a Business Insights team, ensuring resources are effectively utilised to meet client requirements and to best identify business opportunities.
· To champion excellent standards of quality and continuous improvement, across all areas of our business, including the management of the workload within Business Insights and with the Client Service and the Ad Hoc team
Communication
· Regular and continuous communication with the Client Service and the Ad Hoc team
· To be a point of escalation for client and internal issues across clients and categories
· To champion your clients’ needs within SymphonyIRI Group whilst defending the integrity of SymphonyIRI Group’s business
· To ensure SymphonyIRI Group is fully informed about client status and to maintain the SymphonyIRI Group renewals spreadsheet and STAR as appropriate
· To represent SymphonyIRI Group at external seminars and support Marketing in PR activity
Talent Development
· To be responsible for nurturing the talent of individuals within the team and ensuring that robust succession plans are in place
· To guide and coach your team on delivering complex data requests which will exceed client expectations, from brief to insightful delivery
Skills and Behaviours
· Proactive and Tenacious
· Ability to effectively challenge the status quo in pursuit of both SymphonyIRI Group and the clients’ business objectives.
· A strong team player with the ability to promote and foster strong working relationships across a team, departments, partner agencies and clients
· Strong organisational skills, managing complex and conflicting client requirements or multiple other tasks/projects
· Highly self-motivated, accountable and committed
· Excellent problem solving skills and consistently solutions focussed
· Strong interpersonal skills with the ability to influence internal and external clients
· Highly self-motivated, accountable and committed with well developed decision making and project management skills
· Demonstrable, strong consultative selling skills.
Education and Experience
· Has substantial relevant experience, ideally in a market research company or from an FMCG background.
· Demonstrable broad exposure of involvement with Sales, Marketing and Trade Marketing
· Demonstrable experience in effectively using knowledge and expertise to identify client issues and match with an appropriate business solution
· Substantial account planning and revenue generation experience
· An experienced, committed people manager and motivator, with the ability to get the best from a team
· Demonstrable experience of implementing process and productivity improvements within previous roles
· Experience of Business Finance processes
· Experience of presenting data
If you are interested in this role please submit your CV with a covering letter to: uk.careers@symphonyiri.com, outlining your reasons for interest in this role and your salary expectations.
Role Profile
· To cover a group of 10 grocery clients based around the country together with a team of 2 Insight Managers and supported by an Insight Team in the Global Operating Centre in India
· Kellogg’s is the predominant client in the group, based in Manchester, and the role would cover onsites every 2-3 weeks which can include an overnight stay
· The role also covers clients in Leeds and Scarborough with a requirement to visit at least once per month
· Onsite at other clients 1-2 times per week
Other tasks include:
· Development of relationships across client
· Planning and delivering the account plan
· Ownership and delivery of revenue target, management of revenue generation and sales pipeline
· Delivery of insight to clients
· Where appropriate, empowering and motivating a team of (Senior) insight managers
· Where required, deputising for absent Business Insight Director
· Where required, assuming Senior Insight Manager functions
Main Duties and Responsibilities
Overall responsibility for Account KPIs (Client Satisfaction, Retention and Sales)
Lead, manage and motivate a dedicated team ensuring committed levels of service and KPIs are met or exceeded
Account Planning & Revenue Generation
· Set objectives for the team and account which have a clear link to the Clients as well as SymphonyIRI Group’s vision and goals, including meeting revenue targets
· Create account management strategies which strengthen clients’ business, whilst also driving forward profitable growth for SymphonyIRI Group.
· To liaise with internal consultancy teams to define and deliver added-value consultancy to clients and sell smaller ticket projects without ASK or TSG support
· Expand the contact base within clients and identify new revenue streams
· Have accountability for the STAR process, managing the STAR pipeline for nominated accounts to ensure accurate business revenue forecasting, and ensuring group adherence to the Sales Order Process to maximise cash flow and minimise aged and bad debt
· Be responsible for nominated client renewals in conjunction with line management and support from the SymphonyIRI Group renewals team
Insight
· Develop category and sector expertise within the team in order to deliver high quality, added value data, analysis and insight
· Challenge for creativity in analysis
· To work alongside the Best Practice & Insight Manager to develop and integrate into the team/client new analysis techniques
· Assume responsibility for appropriate wider cross-category or sector/product insights to further develop value for clients
Resource Planning
· To be responsible for managing and developing a Business Insights team, ensuring resources are effectively utilised to meet client requirements and to best identify business opportunities.
· To champion excellent standards of quality and continuous improvement, across all areas of our business, including the management of the workload within Business Insights and with the Client Service and the Ad Hoc team
Communication
· Regular and continuous communication with the Client Service and the Ad Hoc team
· To be a point of escalation for client and internal issues across clients and categories
· To champion your clients’ needs within SymphonyIRI Group whilst defending the integrity of SymphonyIRI Group’s business
· To ensure SymphonyIRI Group is fully informed about client status and to maintain the SymphonyIRI Group renewals spreadsheet and STAR as appropriate
· To represent SymphonyIRI Group at external seminars and support Marketing in PR activity
Talent Development
· To be responsible for nurturing the talent of individuals within the team and ensuring that robust succession plans are in place
· To guide and coach your team on delivering complex data requests which will exceed client expectations, from brief to insightful delivery
Skills and Behaviours
· Proactive and Tenacious
· Ability to effectively challenge the status quo in pursuit of both SymphonyIRI Group and the clients’ business objectives.
· A strong team player with the ability to promote and foster strong working relationships across a team, departments, partner agencies and clients
· Strong organisational skills, managing complex and conflicting client requirements or multiple other tasks/projects
· Highly self-motivated, accountable and committed
· Excellent problem solving skills and consistently solutions focussed
· Strong interpersonal skills with the ability to influence internal and external clients
· Highly self-motivated, accountable and committed with well developed decision making and project management skills
· Demonstrable, strong consultative selling skills.
Education and Experience
· Has substantial relevant experience, ideally in a market research company or from an FMCG background.
· Demonstrable broad exposure of involvement with Sales, Marketing and Trade Marketing
· Demonstrable experience in effectively using knowledge and expertise to identify client issues and match with an appropriate business solution
· Substantial account planning and revenue generation experience
· An experienced, committed people manager and motivator, with the ability to get the best from a team
· Demonstrable experience of implementing process and productivity improvements within previous roles
· Experience of Business Finance processes
· Experience of presenting data
If you are interested in this role please submit your CV with a covering letter to: uk.careers@symphonyiri.com, outlining your reasons for interest in this role and your salary expectations.