Note: The job is a remote job and is open to candidates in USA. Circana is a leading provider of technology, AI, and data solutions for consumer packaged goods companies, manufacturers, and retailers. The Global Head of Business Development will be responsible for growing Circana’s Professional Services revenue globally, focusing on originating and closing medium to large enterprise engagements.
Responsibilities
- Define and execute Professional Services global go-to-market strategy, leveraging Circana’s position as the world’s leading authority on retail sales and consumer behavior
- Drive new business pipeline primarily across North America and Europe, with opportunistic growth in Australia and select international markets
- Identify enterprise opportunities where Circana’s market measurement, panel data, supply chain intelligence, media insights, and AI-enabled analytics create clear, differentiated value
- Expand Circana’s presence in adjacent verticals, particularly pharmacy, healthcare, and financial services
- Ensure a consistent global client message while tailoring strategies to regional market dynamics
- Personally originate and manage a global enterprise sales pipeline focused on medium- to large-scale strategic opportunities
- Lead and develop the Professional Services global sales team, setting clear targets, ways of working, and expectations
- Team members focused on winning new clients and entering new verticals and geographies
- Team members focused on growing existing client relationships through services
- Build, hire, and scale a team of 6–8 globally distributed services business development leads, each accountable for new Professional Services bookings and expansion
- Directly manage this team, including hiring, coaching, performance management, and career development
- Own pipeline reviews, forecasting accuracy, and deal progress across regions
- Represent Professional Services at the executive level with senior client stakeholders worldwide
- Lead the end-to-end commercial process for complex enterprise opportunities, including: Value articulation and explaining the approach, Commercial structuring and pricing strategy, Business-case development and financial modeling, Internal governance and executive approvals, Contract negotiation and close
- Own the commercial terms for services including Statements of Work (SOW), managed service constructs, rate cards/pricing, margin targets, and delivery assumptions
- Lead responses to RFPs and tenders when required, and ensure SOWs are clear on scope, assumptions, deliverables, and acceptance criteria
- Work with delivery and account leads to secure renewals and follow-on work for ongoing managed services and support engagements
- Partner closely with Circana’s product, analytics, professional services, legal, finance, and executive teams to ensure deal integrity and successful handoff
- Serve as a confident and articulate senior representative for Circana’s Professional Services market leadership and differentiated capabilities
- Lead high-impact sales pitches, strategy sessions, and executive readouts across regions
- Provide clear, data-driven updates to senior leadership on global pipeline health, regional performance, and market expansion progress
- Define and continuously enhance a formal global sales process that supports consistent growth
- Mentor and coach sales leaders and enterprise sellers on navigating complex, multi-stakeholder deals
- Build a culture of accountability, collaboration, and high performance across geographies
Skills
- Proven success selling Professional Services (consulting, managed services, ongoing support, and/or solution development) into enterprise clients, ideally in a data/analytics/technology-enabled environment
- Comfortable working through procurement, legal review, and security/compliance requirements typical of enterprise services contracts
- Understanding of Professional Services economics (margin, utilization, and how resourcing assumptions affect delivery and profitability)
- Track record of turning delivery experience into repeatable service offers, playbooks, and pricing
- Experience leading RFP/tender responses and producing clear SOWs that set scope, deliverables, and acceptance criteria
- Demonstrated ability to originate, structure, and close medium- to large-scale strategic enterprise deals
- Experience expanding business into new geographies and adjacent verticals
- Track record of building and leading globally distributed sales teams
- Strong command of formal enterprise sales methodologies, pipeline discipline, and forecasting
- Exceptional executive presence and communication skills across cultures and regions
- Strong financial and commercial acumen, including business-case development and contract structuring
- Ability to manage long, complex, multi-region sales cycles
- Strategic thinker with a hands-on, execution-oriented leadership style
- Confident, outcome-driven professional presence
- Bachelor's degree or equivalent professional experience
- Experience selling software or data solutions within the healthcare ecosystem, particularly: Pharmaceutical retail organizations, Pharmaceutical wholesalers and distributors
- Familiarity with healthcare data, regulatory environments, and complex enterprise buying structures is a significant value-add, though not required
- Experience in a top-tier professional services environment (e.g., Big 4, Tier 1 strategy consulting, leading boutique consultancy, or major systems integrator), with evidence of originating and growing client portfolios
- Advanced degree a plus, but not required
Benefits
- This job is also eligible for bonus pay.
- We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.
Company Overview
Circana consults on the complexities of customer behavior. It was founded in 1966, and is headquartered in Chicago, Illinois, USA, with a workforce of 5001-10000 employees. Its website is https://www.circana.com.Company H1B Sponsorship
Circana has a track record of offering H1B sponsorships, with 5 in 2026, 53 in 2025, 37 in 2024, 32 in 2023. Please note that this does not guarantee sponsorship for this specific role.