Lead Consultant - FMCG Sydney

Sydney, New South Wales, Australia Full-time

 

Quantium

 

Founded in 2002, Quantium have combined the best of human and artificial intelligence to power possibilities for individuals, organisations and society. Our solutions make sense of what has happened and what will, could or should be done to re-shape industries and societies around the needs of the people they serve.

As one of the world’s fully diversified data science and AI leaders we operate across every sector of the economy and we’re growing fast - with growth comes opportunity! We’re passionate about building out our team of smart, fun, diverse and motivated people.

 

We combine a team of experts that spans data scientists, actuaries, statisticians, business analysts, strategy consultants, engineers, technologists, programmers, product developers, and futurists – all dedicated to harnessing the power of data to drive transformational outcomes for our clients.

 

We actively foster a culture where our people can stretch themselves to reach their full potential. We also know that work has to work for you, and modern life is fast-paced and balance can be tricky. You want to work where you are respected and valued as an individual, not a number. Quantium embraces a flexible and supportive environment dedicated to powering possibilities for our team members, clients and partners.

 

Role summary

 

Acting as a trusted advisor to Quantium’s FMCG clients with senior stakeholder level engagement, providing analytics solutions through consulting projects and Quantium’s products to solve their business problems and ultimately drive Return On Investment. Solutions could be relating to promotional activities, reviewing category range, store compliance, marketing, media and overall brand and strategy.

 

The Lead Consultant is also the people manager for ~1-4 direct reports and has revenue responsibility for all client portfolios within their team. They will play the lead role in driving new commercial opportunities with new and existing clients, building strong client relationships and supporting their team to drive FMCG’s financial targets.

 

  • Key External Stakeholders: Sales and Category teams within FMCG Client companies; Senior stakeholder interaction
  • Key Internal Stakeholders: Consultants, Senior Consultants and Lead Consultants, Executive Manager and Executive within FMCG (providing support, learning and knowledge sharing) and the Product team (to provide feedback and inputs into roadmaps and product enhancement on Quantium’s analytical products)

 

Key responsibilities

 

  • Support the Executive Manager, FMCG in Sydney to deliver on Sydney FMCG objectives
  • Client management: manage own portfolio of approximately ~2-3 clients; build and maintain positive working relationships with key client stakeholders. Clients may be small, medium or large; expectation to own and lead all clients with senior level stakeholder engagement
    • KPIs on client retention and satisfaction / NPS
  • Deliver analytical solutions through bespoke analysis and projects; able lead, mobilise and track multiple teams working across a range of projects and clients, ensuring on time delivery. Support their teams to ensure focus on short- and long-term client planning
    • KPIs on revenue and financial targets, client retention and satisfaction
  • Using a trusted advisor approach, deliver ROI for clients, upsell and cross sell projects and products to new and existing clients g. Projects, incremental FTE, product bundles.
    • KPIs on client revenue mix and client retention
  • Contribute to high-performing, knowledge focused and positive and engaged culture for the FMCG team; preparing knowledge shares / QPD material where appropriate
  • People management and leadership for direct reports: providing technical support and managing career progression
    • KPIs on employee surveys and retention rates

 

Key Activities

 

  • Support the Executive Manager, FMCG in Sydney to deliver on Sydney team objectives
    • Provide input and support on FMCG team strategy, framework and go-to-market capabilities
    • Support with developing the FMCG Sydney talent strategy and workforce plan
  • Client management: manage own portfolio of approximately ~2-3 clients; build and maintain positive working relationships with key senior client stakeholders. Clients may be small, medium or large; expectation to own and lead all clients with senior level stakeholder engagement
    • Manage and deliver on day-to-day client deliverables
    • Working onsite at client offices to support usage and engagement with Quantium solutions
  • Deliver analytical solutions through bespoke analysis and projects; able lead, mobilise and track multiple teams working across a range of projects and clients, ensuring on time delivery. Support their teams to ensure focus on short- and long-term client planning
    • Relevant client interaction to understand current and future needs, translating complex requirements into a logical workflow and plan
    • Project and task management of relevant stakeholders to deliver analytical projects
    • Conduct analysis leveraging Quantium tools (e.g. Checkout and Supplier Connect) to provide actionable insights and recommendation to clients
    • Working in collaboration with analysts to run bespoke analyses on key client questions
    • Presenting solutions and recommendations back to senior client stakeholders
  • Using a trusted advisor approach, deliver ROI for clients, upsell and cross sell projects and products to new and existing clients g. Projects, incremental FTE, product bundles
    • Be a super user of Quantium’s products and build knowledge to educate client’s on best use of products
    • Speaks passionately and confidently about Quantium’s full suite of solutions as relevant to the client, demonstrating innovation and creativity for the optimal, commercial solution
    • Able to anticipate client’s needs and close conversations on new commercial opportunities for growing client accounts
    • Confidently close complex and challenging, less straightforward renewal conversations.
  • Contribute to high-performing, knowledge focused and positive and engaged culture for the FMCG team; preparing knowledge shares / QPD material where appropriate
  • People management and leadership for direct reports: providing technical support and managing career progression
    • Weekly one on one meeting with your direct reports to support their ongoing development, and formal performance review conversations, including setting and reviewing objectives
    • Manage senior client relationships and escalation for clients within your direct report’s portfolio.
    • Managing your team capacity and prioritising workload in a sustainable way

 

Experience and education required

 

  • Tertiary qualifications in a related discipline
  • Significant experience, approximately 8 years+, in a Retail / FMCG business in Buying, Category or Sales or in an Analytics Consulting role in the FMCG industry
  • Strong knowledge and experience analysing data; customer, transaction or sales data in an FMCG context
  • Strong people leadership experience
  • Strong senior stakeholder management experience, with proven success in influencing and negotiating to achieve a positive outcome for all parties
  • Strong communication skills, including the ability to effectively sell ideas and explain complex concepts
  • Confident presentation skills
  • Ability to thrive in a fast paced and regularly changing environment, juggling multiple stakeholders and projects

 

What does success look like?


Expectation after 3 months:

  • Understand existing annual team, product innovation and project plans for FMCG and building knowledge of any challenges and opportunities in achieving these
  • Understand broader Quantium strategy and Woolworth’s strategy
  • Understand and able to use Quantium’s key products / tools (Q.Checkout, Q.Promotions, Q.Shelf and Q.Shopper) for ad hoc analysis and Quantium’s media capabilities and be able to confidentially articulate their value / use case to clients.
  • Established positive relationship with all key client stakeholders and an understanding of key client priorities / client plan in place
  • All line management hand over has been completed and clear development plan is in place for your direct reports with objective check-ins in place
  • Actively contributing to Quantium’s DNA and supporting a positive culture

 

Expectation after 6 months:

  • Deep understanding of client account plans / key objectives and SWOT analysis for your team’s client portfolio.
  • Contributing to leadership and knowledge sharing on best practice within the team
  • Performing competently against standard KPIs / objectives and proactively working with the performance manager on personal development

 

Key business capabilities required

 

  1. Client Service Centricity:
    Demonstrate that you position the client and their needs at the centre of all business dealings including communication, lifecycle management, execution and delivery
  2. Client Advocacy: Effectively advocate and influence on behalf of a client across Quantium in ways that build internal awareness of client needs and relationships, whilst delivering sustainable and profitable growth for Quantium
  3. Insight Generation: Convert information into meaningful, actionable recommendations for Quantium's clients and partners
  4. Judgement: Application of commercial acumen, intellect, business and client understanding to make considered decisions or come to practical conclusions where there naturally ambiguity
  5. Consulting Advisory Services: Provide expert knowledge to clients. Make recommendations which create value for the client and enhances the relationship between the client and Quantium

 

Key People and leadership capabilities required

 

  1. Self-aware - you leverage diversity across people, tasks, client interactions and projects, taking responsibility for self and other
  2. Agile and innovative - you possess strong lateral thinking skills and actively develop these in others
  3. Achieve and perform - you have exceptional execution skills and are achievement focused
  4. Brand advocate - you anticipate and consider brand and cultural impact in decision making
  5. Purposeful and aligned - you are able to set clear, tangible objectives which deliver against our strategy
  6. Achievement oriented - you effectively facilitate challenging performance related conversations in a timely and appropriate manner
  7. Coach - you demonstrate the ability to coach and develop others while facilitating learning, growth and engagement

 

Created by

Robyn Hill; Executive Manager, FMCG; April 2019

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