Retail Gateways Consultant

At IRI, we deliver growth to clients based on big data-our predictive analytics and forward-thinking insights help CPG, OTC, health care, retailers, and media companies remain relentlessly relevant, capture marketing share, connect with consumers, and deliver market-leading growth. The convergence of our proprietary, on-demand cloud-based technology and our client-focused colleagues leads to a seismic shift in drivers of success in all industries.

For IRI colleagues, we focus on the moments that matter. From meaningful work and impact to continuous improvement we challenge ourselves to grow both professionally and personally. You'll feel a true sense of connection and purpose in your work and will craft the direction of your career in a highly personalized way. No matter the department you join, you'll find yourself constantly growing and developing the skills of the future to deliver client growth. We believe in the undeniable strength that diverse people, culture, thought, and skill bring to our business, our clients, our people, and our communities. We are committed to nurturing a dynamic culture that embraces and celebrates growth, feedback, recognition, flexibility, belonging, and wellbeing for all.

IRI's Gateway engagements

IRI's Retail Gateways are one of IRI's fastest growing Centers of Excellence. The commercial teams play active roles supporting Retailers and suppliers to integrate unique, retailer-specific datasets into their day-to-day operations and thus provide increased collaboration and growth.

What will you be doing?

Within IRI you will own the commercial value proposition for two Gateway programs and ensure they balance the value between IRI, Retailers, and Retailers' vendors. You will own a multi-million-dollar sales revenue objective and maintain accurate revenue forecasting to manage IRI and Retailer stakeholders. You will create and oversee sales best practices and lead a small sales team that is the commercial face of the Gateway program to the Retailer, its supplier partners, and IRI's internal teams.

Job Responsibilities

Financial Leadership

• Annual Sales Plan development and revenue goal attainment
• Ongoing financial forecasting and tracking
• Revenue reporting to Retailer and IRI leadership
• Retention and renewal planning
• New business planning and closing of opportunities

Oversee Commercialization value proposition

• Ensure compliance with program rules of engagement. Eg. Pricing, contractual terms
• Collaborate with other gateway teams to ensure that IRI maintains a strong and consistent position across gateways, whist respecting that every gateway is different
• Communicate program changes within IRI and to suppliers
• Advise IRI Retailer leadership team in continually evolving the program
• Support manager in developing deeper member focus for IRI's work with Retailer

Team Leadership

• Lead, manage and develop a Retail Gateway sales team
• Ensure team demonstrate working knowledge on all data assets, bringing in SMEs as appropriate
• Actively promote a productive work environment in your team that is free of non-inclusive barriers
• Advocate for cultural transformation and lead by example

Sales process and best practice ownership

• Develop, communicate and enforce Gateway sales best practice
• Work with newly formed CPQ Team to further centralize administrative processes
• Prepare and deliver sales pitches to clients
• Negotiations and Legal work:
  • Work with Legal to create and maintain gateway templates, adapting to new situations as needed
  • Manage contract red-lines, seeking approval from Retailer, Finance, Legal and other partners when appropriate
  • Work with client team to close deals as efficiently as possible and own the signing process
• Oversee Commercial Sales Helpdesk and post-sales support
• Day to day financial management of gateway contracts

Requirements

• College degree
• Minimum 7 years background in CPG, Grocery, or related Consulting industry
• Sales / Sales management / Consulting experience
• Experience working with FSP / Loyalty / Member data
• Strong Microsoft Excel and PowerPoint skills
• Strong experience managing financial reporting preferred

About Us

As one of the original innovators in Big Data, IRI integrates the world's largest set of otherwise disconnected purchase, media, social, causal and loyalty data to help CPG, retail, over-the-counter health care and media companies grow their businesses. We combine this data with predictive analytics to uncover new consumer insights and integrate them on the most technologically advanced, cloud-based visualization platform. Learn more

Our Benefits
We offer a comprehensive benefit package (health, paid time off, 401(k), etc.) with additional unconventional offerings such as volunteer time off, flexible work arrangements, virtual doctor access, etc., along with the unrivaled benefit of working with our people - the best in the business.

Our Culture
We're thrilled we get to work on the most interesting business challenges facing the CPG and retail industries. We regularly uncover new "aha moments!" by closely collaborating with our colleagues and developing competencies centered around the following values: Integrity, Servant Leadership, Inclusivity, Accountability, Discipline, Entrepreneurship, and Respect.

IRI is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics. The EEO is the Law poster is available here: DOL Poster. IRI is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation because of a disability for any part of the employment process, please send an e-mail to and let us know the nature of your request and your contact information.