at Information Resources, Inc DBA Circana Inc in Chicago, Illinois, United States
Job Description
Circana (formerly IRI and NPD) is the leading advisor on the complexity of consumer behavior. Through unparalleled technology, advanced analytics, cross-industry data, and deep expertise, we provide clarity that helps almost 7,000 of the world's leading brands and retailers take action and unlock business growth. We understand more about the complete consumer, the complete store, and the complete wallet so our clients can go beyond the data to apply insights, ignite innovation, meet consumer demand, and outpace the competition.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 have a global commitment to diversity, equity, and inclusion as we believe in the undeniable strength that diversity brings to our business, employees, clients, and communities and collectively makes us Unstoppable Together.
Position Overview
The Sales Operations Consultant aims to drive revenue by implementing tools and processes that enhance efficiency, productivity, and insights. They will establish leading practices for key commercial processes, reducing reliance on informal knowledge. Additionally, they will develop advanced analytics to support better decision-making and long-term revenue growth. Success will be measured by KPIs (key performance indicators) such as account plan completion rate, solution penetration gains, forecast accuracy, pipeline coverage, dollar sales, and transaction sales.
Job Responsibilities
In this role, you will develop and implement strategies to optimize Microsoft Dynamics CRM (customer relationship management), drive its adoption, and support commercial priorities. You will manage relationships with internal teams and external vendors, enhance B2B CRM capabilities, and partner with finance for forecasting and analytics.
Systems:
- Support the continued implementation and refinement of the Microsoft Dynamics CRM strategy aligned with overall business goals.
- Drive the adoption of Microsoft Dynamics CRM across the organization by collaborating with business stakeholders to identify improvement and innovation opportunities.
- Act as the product owner for future feature/capability rollouts (e.g., email prospecting, account planning, Fill-the-Matrix) to support commercial priorities.
- Manage relationships with the internal technology team, external vendors, and partners to deliver high-quality services and solutions using Experlogix CPQ (configure, price, quote), Sales Microsites, PowerBI, LinkedIn Sales Navigator, ZoomInfo, and more.
- Support key account planning and Fill-the-Matrix initiatives.
- Collaborate with finance and commercial teams to develop forecasts (Leader Outlook) and support the Order-to-Cash process, including internal controls.
- Partner with finance during the annual planning and budgeting process.
- Enhance Circana's B2B CRM capabilities, focusing on awareness, prospecting, and lead generation.
- Partner with finance to build commercial analytics and reporting for key pipeline measurements.
- Develop dashboards for corporate visibility and support OGSP (Objectives, Goals, Strategies, and Plans).
- Create key corporate reports, ensuring the data model is prepared for power users to generate ad hoc reports.
- Maintain data and report quality, reflecting the latest organizational perspectives (e.g., business views, definitions).
- Ensure the accuracy of data in Dynamics, with all pipeline opportunities being current and correctly affiliated.
- Maintain accurate data elements in Dynamics to support the correct functioning of the Order-to-Cash process, including the accuracy of POs and invoices.
- Identify and execute continuous improvement and enhancement opportunities for Dynamics.
- 7+ years of CRM experience, with a strong understanding of manufacturer/retailer issues from working in one or more of the following environments:
- Retailer (any channel)
- Consumer Packaged Goods
- Brokerage
- Experience in CRM implementation (preferably Microsoft Dynamics) and extensive organizational change management.
- Strong business process and analysis skills, with the ability to identify problems and implement CRM solutions.
- Excellent interpersonal and management skills, with the ability to work across the organization and effectively interact, influence, and negotiate at all levels.
- Strong communication skills, including presentation, written, and oral.
- Self-starter with urgency, perseverance, and creativity to overcome obstacles and achieve project goals.
- Ability to work effectively in a global team-oriented environment, maintain a positive attitude, and achieve results with minimal supervision.
- Bachelor's Degree in a related field.
As well as the technical skills, experience and attributes that are required for the role, our shared behaviors sit at the core of our organization. Therefore, we always look for people who can continuously champion these behaviors throughout the business within their day-to-day role:
- Stay Curious: Being hungry to learn and grow, always asking the big questions
- Seek Clarity: Embracing complexity to create clarity and inspire action
- Own the Outcome: Being accountable for decisions and taking ownership of our choices
- Center on the Client: Relentlessly adding value for our customers
- Be a Challenger: Never complacent, always striving for continuous improvement
- Champion Inclusivity: Fostering trust in relationships engaging with empathy, respect and integrity
- Commit to each other: Contributing to making Circana a great place to work for everyone
The below range reflects the range of possible compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range. This range may be modified in the future. An employee's position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, any collective bargaining agreements, and business or organizational needs. The salary range for this role is $102,000 - $164,000.
This job is also eligible for bonus pay.
We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance, and 401(k) to eligible employees.
You can apply for this role through the Circana Careers website or Intranet site for internal candidates. To view full details and how to apply, please login or create a Job Seeker account
