Gateway sales manager

Job Description - Gateway Sales Manager (Level 16)

Let’s be unstoppable together!

Circana is a leading provider of technology, AI, and data solutions for consumer packaged goods companies,
manufacturers, and retailers. Our predictive analytics and Liquid Data® platform help clients measure market
share, uncover consumer behavior, and drive growth—powered by six decades of expertise and an expansive,
high-quality data set.

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’re a global company dedicated to fostering inclusivity and belonging. We
value and celebrate the unique experiences, cultures, and viewpoints that each individual brings. By
embracing a wide range of backgrounds, skills, expertise, and beyond, we create a stronger, more innovative
environment for our employees, clients, and communities. With us, you can always bring your full self to
work.  Join our inclusive, committed team to be a challenger, own outcomes, and stay curious together.
Circana is proud to be Certified™ by Great Place To Work®. This prestigious award is based entirely on what
current employees say about their experience working at Circana.
Learn more at www.circana.com.

Our Critical Sales Skills
At the heart of our commercial success is a team of professionals who combine strategic insight, customer
centricity, and executional excellence. These skills represent the core capabilities required to drive value for
our clients and sustainable growth for our business.
• Effectively Presents Solutions: Delivers tailored, compelling solutions that align with customer needs
and drive action.
• Knows the Buying Influences: Identifies key decision-makers and understands their motivations and
influence.
• Manages Buyer Indifference: Recognizes and explores customer hesitation to uncover new needs or
opportunities.
• Understands Customer Needs: Operates as a recognized expert to articulate customer needs in the
customer's business language and business context.
• Being Resilient: Bounces back from setbacks with composure and positivity; helps others stay
productive during tough times.
• Manages Ambiguity: Stays focused and calm in uncertain situations; guides others through change.

What will you be doing?

You will drive revenue growth for the Retail Gateway program in Japan by using solution‑based sales
techniques to influence suppliers, secure new commercial opportunities, and deliver compelling, insight‑led
pitches. You will identify high‑potential prospects, build strong relationships with senior decision makers, and
collaborate closely with the retailer’s teams to align on priorities and refine the value proposition.
While new client acquisition is the primary focus, you will also support retention and expansion through
customer success principles, ensuring suppliers understand the program’s commercial impact. As the
program ambassador, you will represent Retail Gateway across Circana, the retail industry, and directly with
the retailer.

Job Responsibilities
Manage the Sales Cycle
• Lead end-to-end sales processes including prospecting, needs assessment, solution development,
negotiation, and closing.
• Lead revenue growth and expand the value of the Retail Gateway program in Japan by applying
solution-based sales techniques to influence suppliers and secure new commercial opportunities.
• Identify high-potential prospects, build strong relationships with senior decision makers, and deliver
persuasive, insight-driven pitches that demonstrate the program’s commercial impact.
• Focus primarily on new client acquisition while also supporting the retention and expansion of
existing subscriptions.
Maintain Industry Expertise
• Stay current on trends in retail and CPG to position Circana as a thought leader and trusted advisor.
• Act as the ambassador for the Retail Gateway program across Circana, with the retailer, and within the
broader retail industry.
• Maintain a strong understanding of market dynamics to support meaningful conversations with
suppliers and senior stakeholders.
Utilise Sales Tools and Platforms
• Leverage Circana’s proprietary platforms (e.g., Unify+, liquid data, intelligence suite) to support client
engagements and solution delivery.
• Apply customer success principles to help suppliers understand how Retail Gateway insights translate
into measurable outcomes.
• Maximise adoption of the Retail Gateway program across supplier organisations by effectively
demonstrating platform capabilities.
Achieve Revenue Targets
• Meet or exceed individual and team sales goals through disciplined pipeline management and
strategic account planning.
• Partner closely with the retailer’s merchandising and buying teams to understand strategic priorities
and align on target suppliers.
• Jointly refine the program’s value proposition to ensure the offer remains commercially compelling
and aligned with retailer needs.
• Contribute to a high-impact sales environment that combines insight-led selling, strong relationship
development, and effective cross-functional collaboration to drive program growth.
Support Innovation and Feedback
• Provide market feedback to internal teams to help refine offerings and contribute to product
development.
• Share insights from client conversations and supplier feedback to inform program enhancements.
• Help internal teams refine Retail Gateway’s value proposition and identify opportunities for new
features, improvements, or commercial opportunities.

Requirements

• 5+ years’ experience in sales and account management, within FMCG or similar industry.
• Tertiary qualification in a Business or Management related field preferred.
• Proven salesperson with strong new‑business experience and a hunter mindset, with a track record of
closing deals.
• Experience in FMCG or Retail, including hands‑on experience working with Circana’s datasets (or an
equivalent market, point‑of‑sale, or shopper dataset), with the ability to clearly articulate and position
their commercial value.
• Comfortable operating autonomously, taking ownership of pipeline, priorities, and outcomes.
• Fluent English and Japanese communication skills with the ability to present, pitch, and influence
senior stakeholders.
• Strong consultative selling skills, able to diagnose client needs and translate them into compelling
data‑led solutions.
• Excellent relationship‑building abilities, with confidence engaging senior decision makers.
• Strong commercial acumen with the ability to articulate ROI and business impact.
• Highly organised, disciplined, and effective at pipeline management and prioritisation.
• Resilient, proactive, and motivated by targets, growth, and delivering outcomes.
Circana Behaviors
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.

Location
This position can be located in the following area(s): Tokyo, Japan, and includes travel to clients.
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