Numerator
Analytics Growth Partner
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We’re reinventing the market research industry. Let’s reinvent it together.
At Numerator, we believe tomorrow’s success starts with today’s market intelligence. We empower the world’s leading brands and retailers with unmatched insights into consumer behavior and the influencers that drive it.
Job Title: Client Development Partner - Analytics (Sk70)
Department: Growth
Location: Central London - Mainframe (Hybrid)
Reporting to: Amanda Barnard (Currently on maternity leave - report directly to Emily Swann)
Worldpanel by Numerator is the global source of insight that reveals the patterns in shopper and consumer behavior, to shape our clients’ brands’ success, both today and tomorrow. With the largest consumer panel in the world, we understand brand and retail dynamics through the choices of 6 billion people. At Worldpanel by Numerator our partnership brings together the world leading expertise in consumer panels, with survey specialism to provide the complete picture of behavior and attitudes.
Worldpanel’s Advanced Analytics division is a ~$10m business with aspirations to grow significantly. Within the Growth team we have a relatively new sales function charged with accelerating cross-sell with our existing panel subscription clients. Historically we have relied upon the capacity and capability of the Client Service (CS) teams to develop entanglement and upsell plans with these clients, and whilst this continues, to accelerate growth for the division we are looking to directly develop some priority client relationships, in partnership with client services
Job Purpose
To grow Advanced Analytics non-recurring revenue bookings, whilst strengthening Worldpanel’s overall position at the client through expanding their exposure and reliance on our expertise and impact
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Your role will entail:
- Raising awareness and consideration of our Analytics offer with our existing panel clients
- Identifying the key opportunity client accounts to target and building go to market plans
- Building your own relationships with senior client contacts either through introduction from CS or cold outreach
- Expanding Worldpanel’s contact network with a cold outreach plan using sales tools (Salesloft Sales Navigator); and working closely with BDR support to execute this plan
- Working closely with CS teams to increase their connection to AA and break down barriers to selling. AA commercial lead for 2+ CS teams
- Ownership of a sales target for upselling AA work to existing panel subscriber clients in your sales territory
- Triaging inbound leads from your sales territory and establishing the true central question
- Working effectively with the AA team to design suitable solutions to client problems and pitching these to clients.
- Using internal data to build, track and course correct our outbound commercial strategy for the Analytics function
You will need to understand and empathise with client issues to provide the best service and win the business. You will have direction and support from both your line manager and Client Service teams to design your outreach plan.
You should also have experience in selling and/or delivering bespoke research projects, or client-side experience. Understanding key industry trends and client processes are fundamental to your success
Main Duties And Responsibilities
- Devising plans to build networks, awareness and consideration of AA, in partnership with CS account lead for your target opportunity client accounts
- Working jointly with CS to drive relevant proactive outreach to generate more commercial conversations
- Create a cold outreach plan to reach contacts beyond the existing client service network with support from the wider new business community to execute
- Conducting capabilities sessions in partnership with the CS owner
- Managing and driving revenue performance through hitting or exceeding revenue targets
- Manage the commercial process from prospecting or initial enquiry, recognising customer needs, devising solutions, and the handover point to the product and delivery teams
- Working closely with CS teams you are aligned with, to become an extension of their teams and trusted advisor as an entry point into Analytics
- Be an active participant within the Growth team to share knowledge and experience
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What You'll Bring to Numerator
Person Specification
The ideal candidate will possess the following qualities:
- Strong track record of spotting and developing opportunities, having personally delivered project work a bonus
- Client management experience - know how to develop and execute an effective strategic account plan and keep it living with all involved
- Research industry or client side experience is advantageous
- Mentoring and Coaching skills - in interactions with junior staff in client services and analytics
- Strong listening, questioning and negotiation skills
- A relationship builder with strong communication skills who can balance the needs of different stakeholders
- High client orientation
- Display role model behaviour when it comes to the sales approach and follow through
- Positive ‘can-do’ attitude
- Passion to succeed against set business targets
- Actively seeks out new opportunities for development
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