Thirty years ago, in Toronto, Canada, Founder Ron Pirie championed the belief that businesses work better together when they commit to actively listening and responding to each other’s feedback.
Ron’s original idea to have retailers’ rate and rank their suppliers was first sketched out on pizza box. Not long after, fast-moving consumer goods suppliers and retailers throughout North America began to recognize that strong and measurable relationships lie at the heart of improved business performance.
From humble beginnings and a staunch and universal belief that stronger collaboration leads to better business results in any market and any industry, our relationship benchmarking capabilities have become the gold standard for measuring business-to-business engagement in over 40+ countries.
The successful candidate ideally holds 10+ years of experience in key account sales and/or customer marketing roles at a large CPG supplier selling into the Duty-Free channel, and/or has held senior management positions at a global Duty-Free retail group.
Client service experience at a market-research firm servicing clients within the consumer goods and retail sectors is also viewed as an asset. Experience in another industry or B2B channel will also be considered.
Provide organizational, sales and client service leadership for the Advantage business in the Travel Retail/Duty Free segment. Specific responsibilities include:
- Achieve sales and profit goals by 1) maximizing client satisfaction and retention, and 2) identifying and pursuing new business opportunities with existing clients while prospecting and onboarding new clients
- Build strong business relationships with our Travel Retail clients (sponsors and retailers) and ensure that they are gaining value and insights from the Advantage program
- As a thought leader, help to enhance the Advantage brand within the Travel Retail community through keynote presentations, conference/association participation, white papers, published articles, and other similar efforts
- Develop annual business plans for the Travel Retail segment, and provide Advantage Home Office with regular reports and updates
- Collaborate with the program management team in Toronto to ensure that the Travel Retail program and bespoke research projects run smoothly
We are looking for someone who is based in the Netherlands or another major European city with travel connectivity to major business hubs within the continent and internationally.
International travel to client meetings and trade shows is a key part of the role (approx.. 20% of time).
Advantage has identified the following set of competencies that successful market leaders demonstrate and develop in the role over time:
1. Outstanding Industry Connectivity
Building thriving relationships within the industry, particularly CPG companies and retail groups. Becoming a trusted advisor within the CPG community and creating mutually beneficial relationships with individuals outside of our own organization that allows access to resources and expertise.
2. Client Leadership
Acting as an advocate for our clients, understanding their needs, and recommending the right solutions. Conducting the necessary activities to drive long-term, sustainable, profitable growth for both Advantage and our clients, while achieving high levels of client engagement.
3. Prospecting for Growth
The ability to use prospecting principles, processes, and tools to identify and engage potential clients in the market while continually prospecting within existing clients to capitalize on additional business opportunities.
4. Effective Communication
Understanding and applying effective communication concepts, tools, and techniques. The ability to effectively transmit, receive and interpret ideas, information, and needs through the application of appropriate communication behaviours.
5. Insightful Presentations
The ability to present innovative, actionable insights using relevant market data and trends. Proficient at using storytelling tools and techniques to engage clients and deliver new information.
6. Business and Financial Planning
The ability to apply financial concepts to make business plans and decisions to create value for our company and our clients.
7. Entrepreneurial Drive
The ability to take different actions to overcome obstacles that get in the way of reaching goals. Being driven, ambitious, and motivated to grow the business and exceed targets consistently and successfully.
8. Strategic Agility
The ability to anticipate future opportunities and trends accurately. Being future-oriented and able to create competitive and breakthrough strategies and plans.
9. Superior Commanding Skills
The ability to eliminate roadblocks to zero in on what’s important. Being able to take unpopular stands when necessary and face adversity head-on.
10. Coaching for Success
Knowledge of coaching concepts and methods; ability to encourage, motivate, and guide individuals or teams in learning and improving effectiveness.
Advantage offers an attractive salary package with fringe benefits.