Executive Manager - SMB - FMCG

Sydney, New South Wales, Australia | ANZ Market | Full-time


For over 15 years 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.

About the role

A key member of the FMCG leadership team, you will lead the transition of Scan Data agent commercial responsibilities from IRI to Quantium, resulting in the creation of the SMB (Small to Medium Business) team.

This role will lead the SMB team and be responsible for an FMCG supplier’s first impression of Quantium.

You will develop and execute the ongoing sales, communications and account management strategy for the SMB team to maximise these revenue streams, aligned with the FMCG Team and ANZ Markets business objectives. 

You will be responsible for delivering annual revenue targets across scan subscriptions and projects with small to medium FMCG businesses.

This will require identifying potential clients, developing and leading clients, developing and selling compelling propositions as well as building and managing a high performing team to establish and manage client relationships with limited resource. You will provide commercial guidance to the product team and represent the voice of SMB clients in product forums.

This is a brand new role to Quantium, leading the development, embedding and expansion of, brand new capability to the business, with significant revenues attached. This role will be instrumental in how we learn to go to market to hundreds of clients at once and develop solutions, services and products to grow the value of this sub-set of the market, to Quantium.

Key responsibilities

    • Build and own the SMB team strategy to deliver against agreed P&L objectives including, but not limited to, annual revenue targets of $9m Net Revenue for FY20 ($5.6m Scan, $3.4m projects)
    • Establish and grow the SMB team to ensure operational excellence and collaboration with internal teams – how do we interact with clients, how do we sell to clients / non-clients, what are our key measures, how do we contract, how do we deal with WOW.
      • Ownership of >300 new client relationships – develop and grow relationships with these clients, establishing Quantium as a key service provider despite limited resource
      • Collaborate with CET team to improve Quantium’s mass product marketing capabilities
      • Productionise lead identification – take a scientific approach to identifying when suppliers are at critical points where they may require data support (eg. Range reviews, NPD etc.) This includes ownership of hubspot/CRM excellence.
      • Work with the analytics team to drive conversion of projects into efficient, repeatable high volume, low touch projects / products


Experience, education and skills required

    • 10+ years’ experience with at least 4 years of sales and stakeholder management experience
    • Demonstrable deep experience in and understanding of FMCG markets
    • Proven business development ability
    • Demonstrable experience in building client relationships
    • Degree qualified; postgraduate qualifications highly valued
    • Sharp problem-solving skills with experience partnering with clients and stakeholders to solve complex commercial problems using a data driven approach
    • Proven track record delivering against revenue targets
    • People management experience
    • Stakeholder management experience including having worked with senior leadership teams
    • Ability to work in a matrix structure, building relationships with and influencing employees outside of own industry vertical(s)