Gateway sales manager

Description 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. #LI-WY1 Qualifications Skills Behaviors : Motivations : Education Experience Licenses & Certifications http://www.circana.com