New Logo Sales, Senior Director

Business Development, Senior Director 

Atlanta GA, New York City NY, Chicago IL, Boston MA, or Remote USA 

Why this job is important 

Kantar’s Business Development team is comprised of the industry’s most connected and influential commercial leaders. Individuals are part of a positive, collaborative and high-performing team responsible for generating sales revenue via identifying, cultivating and closing business with clients new to Kantar Insights. Business developers are industry veterans who deploy a disciplined and well-adapted sales process to drive short and long term revenue growth to deliver on their annual targets. Reps are customer-centric, have executive-presence, and are skilled at active listening, probing to uncover critical problems to solve, and consulting with prospective clients on various Kantar solutions to address their needs. They possess deep competency around consultative selling and negotiating – with buyers, legal and procurement - to drive both maximum client satisfaction and Kantar revenue.  

The ideal candidate is a strategist with solid competency in stakeholder management.  They are energetic and/or magnetic, with a passion for consumer behavior and helping clients improve their business strategies to drive sales and brand growth.  They are detail oriented but know when to empower others. They are empathetic and inclusive leaders.  They balance professionalism with genuine fun.  They have marketing and business acumen and offer ideas and perspectives to improve themselves and those around them.  A successful candidate will demonstrate experience and success in generating multi-million-dollar engagements with new business/new logo accounts through sales of custom and productized solutions. 

What you’ll be doing 

• Identifies new business opportunities by conducting analysis of marketplace data, using personally established network, existing knowledge of the market research landscape, and hunting for new buying centers 

• Develops account strategies and creates relationships with key contacts and prospective clients using the Kantar client network as well as personally established network 

• Responsible for all aspects of the sales process, from prospecting to qualification to closing 

• Generates new sales revenue across Kantar’s ecosystem of solutions: Brand Strategy, Brand Performance, Creative Testing and Media Measurement 

• Logs sales activity and maintains sales pipeline including revenue forecasts, weekly comments on active deals, and estimated contract dates through internal CRM (Salesforce) 

• Leads RFP and proposal development process, including collaborating with internal teams, coordinating client timelines, developing or influencing pitch and proposal collateral that resonates with clients and tells a differentiated story; plays a lead client-facing role from initial outreach through final proposal presentation and negotiations 

• Conducts client meetings to build and maintain high levels of customer satisfaction across all solutions and engagement with Kantar 

• Understands the competitive landscape and reports back to the organization on points of differentiation 

• Understands financial implications (gross margin, job profit, operating profit, forecasting) to negotiate deals that adhere to Kantar’s financial guidelines 

The skills & experience needed 

• 10+ years of quota-carrying sales experience in market research, customer insights, consulting, analytics, and media effectiveness solutions; selling to Chief Marketing Officer, Marketing decision makers, and Insights decision makers 

• A hunting mentality with experience using existing network of client relationships/”rolodex” of contacts and generating leads 

• Proven success generating revenue with multi-million-dollar new business/new logo accounts 

• Demonstrated ability to translate sophisticated concepts into concise, insightful messaging 

• Excellent commercial competence, presentation and interpersonal skills (verbal and written) 

• Highly motivated, self-starter, driver of change and transformation 

• Shown cross portfolio collaboration and leadership 

The Kantar Benefits 

We provide a comprehensive, highly competitive benefits package, including 

• Medical plans with comprehensive, affordable coverage for a range of health services 

• Health Savings Account/FSA 

• Dental, Vision and benefits to cover unique healthcare needs 

• Wellness Program 

• 401k with match 

• Tuition Reimbursement, Commuter benefits 

• Unlimited PTO 

At Kantar we have an integrated way of rewarding our people based around a simple, clear and consistent set of principles. Our approach helps to ensure we are market competitive and to support a pay for performance culture, where your reward and career progression opportunities are linked to what you deliver. We go beyond the obvious, using intelligence, passion and creativity to inspire new thinking and shape the world we live in. Apply for a career that’s out of the ordinary and join us. We want to create an equality of opportunity in a fair and supportive working environment where people feel included, accepted, and are allowed to flourish in a space where their mental health and wellbeing is taken into consideration. We want to create a more diverse community to expand our talent pool, be locally representative, drive diversity of thinking and better commercial outcomes. 

Why join Kantar? 

We shape the brands of tomorrow by better understanding people everywhere. By understanding people, we can understand what drives their decisions, actions, and aspirations on a global scale. And by amplifying our in-depth expertise of human understanding alongside ground-breaking technology, we can help brands find concrete insights that will help them succeed in our fast-paced, ever shifting world. 

And because we know people, we like to make sure our own people are being looked after as well. Equality of opportunity for everyone is our highest priority and we support our colleagues to work in a way that supports their health and wellbeing. While we encourage teams to spend part of their working week in the office, we understand no one size fits all; our approach is flexible to ensure everybody feels included, accepted, and that we can win together. We’re dedicated to creating an inclusive culture and value the diversity of our people, clients, suppliers and communities, and we encourage applications from all backgrounds and sections of society. Even if you feel like you’re not an exact match, we’d love to receive your application and talk to you about this job or others at Kantar. 

Privacy and Legal Statement 

Please note that by applying to this opportunity you consent to the personal data you provide to us to be processed and retained by The Kantar Group Limited (“Kantar”). Your details will be kept on our Internal ATS (Applicant Tracking System) for as long as is necessary for the purposes of recruitment, which may include your details being shared with the hiring manager. 

The salary range for this role in New York is $120,500– $200,900. Your final base salary will be determined based on several factors which may include but are not limited to location, work experience, skills, knowledge, education and/or certifications. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.