Business Development Partner in London

Worldpanel by Numerator is the global source of insight that reveals the patterns in shopper and consumer behaviour, 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 behaviour and attitudes.

Worldpanel’s Advanced Analytics division is a ~$15m 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. 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 within the FMCG Foods and Fashion client areas, whilst strengthening Worldpanel’s overall position at the client through expanding their exposure and reliance on our expertise and impact.

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 through the execution of cold outreach using sales tools such as Salesloft and LinkedIn Sales Navigator.
• Working closely with CS teams to increase their connection to AA and break down barriers to selling.
• Ownership of a sales target for upselling AA work to your client set.
• Triaging inbound leads from your sales territory and establishing the true central question.
• Working effectively with the AA team and other delivery experts 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 beyond our core panel tracking, or client-side experience. Understanding key industry trends and client processes are fundamental to your success.

Main Duties and Responsibilities

• Build a proactive development plan to unlock opportunities.
• Devising plans to build networks, awareness and consideration of AA, in partnership with a CS owner 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.