Head of Consulting - Americas

Background

Now part of WGSN, the world’s leading trends forecaster, IWSR is the most trusted, accurate and widely used source for beverage alcohol trends in the world. We help our clients to understand the Bev-Alc landscape, benchmark performance, identify market entry opportunities and stay on top of innovation for product development. We are the only research company to visit and speak with the key players (including stakeholders such as importers, producers, distributors, retailers, duty-free operators) in over 160 countries globally each year. We are a friendly, informal and fast-growing company, and this is an exciting opportunity to help shape the next stage of business growth.

The Role

The consulting unit within IWSR is a high-powered team of industry experts and data analysts who regularly advise the C-suite of virtually all multinational alcohol manufacturers as well as many major domestic players. Leveraging our best-in-class database, our 10 year forecasts, combined with our world-class consumer research arm and global network of market experts, and drawing on the early signal insights from our colleagues at WGSN, we have a unique ability to provide insights into the trends shaping the industry. Due to our singular focus on beverage alcohol, we have an unrivalled position of trust and, as a result, responsibility, to provide the most accurate view of opportunities and threats facing our clients and recommendations based on evidence, insight and industry experience.

As HO consulting for the Americas, this role is critical in supporting all consulting activities in the IWSR’s largest market, liaising with the headquarters of various US-based multinationals and domestic producers, as well as to develop business in the wider Americas markets (Brazil, Mexico etc). The successful candidate will be expected to sell consulting projects, deliver high level consulting output, develop key client relationships and build internal team capabilities and relationships. They will need to be comfortable and confident in intellectually challenging discussions with CEOs, CMOs and other board-level stakeholders, and add value to the IWSR brand in these interactions.

The role reports to the Global Head of Consulting based in our GHQ in London and works hand-in-hand with the US team, including IWSR’s MD & President, who is based in the US.

Primary Duties and Responsibilities

• In addition to any other duties that may be assigned from time by time, the key responsibilities include the successfully nurturing of existing accounts, development of new accounts, and meeting business development objectives
• Be efficient and effective in sales pipeline management by managing the client and internal support from identifying the lead to a successful sale
• Meet sales and revenue targets (quarterly & annual), via upselling and cross-selling within existing clients; and identifying and closing new clients.
• Provide strategic thought-leadership on the direction and evolution of the beverage alcohol industry and be able to identify opportunities for relevant product development and proposals that would assist clients in unlocking growth
• Communicate clearly with clients through professional presentation, proposal, price quotation, product demonstrations, and regular meetings.
• Accurately maintain and develop prospect / client data via CRM tool and sales team’s Client Account Plans.
• Be a good team player - on an ongoing basis report to supervisor on sales opportunity development; and take initiative to seek support, advice, and assistance from team members and supervisors to secure business deals.
• Engage and communicate effectively with senior level decision makers, often C-Level executives, on bespoke project work and at industry events.
• Develop and maintain a high level of product knowledge across a broad range of products and services.

Required Skills and Experience

Other

Organizationally, the HO consulting for Americas will have dotted-line responsibility for the US Sales, Research and Consulting teams and work closely with the heads of market and consumer data to ensure all team members have strategic and operational clarity and direction.

Benefits

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