Remote - within the following US states: AR, AZ, CA, CO, FL, GA, KS, MO, PA, TX
The Company Behind the Role
Our client is an established insights consultancy partnering with consumer brands to solve business challenges through custom market research. With a strong existing client base, they’re now investing in their next stage of growth by building a dedicated new-business function focused on winning new CPG clients.
You'll Enjoy This Role If....
️ You’re a true new-business hunter and enjoy opening doors with companies where no relationship currently exists.
️ You know the CPG world and understand the commercial challenges facing consumer brands.
️ You’ve sold market research, insights, consulting, or other professional services and enjoy a consultative sale rather than a transactional one.
️ You’re comfortable creating your own pipeline and don’t expect an SDR team to fill your calendar.
️ You enjoy figuring out what works — from targeting and messaging to outreach strategy and sales process.
️ You can speak comfortably with senior marketing leaders and connect research and insights to the business problems they’re trying to solve.
️ You’re equally comfortable developing the strategy and doing the hands-on work required to turn prospects into clients.
️ You like the idea of having significant ownership and helping build something that can grow beyond you.
What You'll Do
- Lead new-business development focused on winning new CPG clients and expanding the organization’s presence within the consumer market.
- Develop and execute a targeted outbound strategy, identifying the right companies, decision-makers, and opportunities to pursue.
- Build relationships with senior marketing and insights leaders through thoughtful, multi-channel prospecting and outreach.
- Own the sales process from initial contact and discovery through proposal development, negotiation, and close.
- Position custom research and insights solutions around clients’ commercial challenges, translating research capabilities into clear business value.
- Partner with research colleagues to develop solutions, scope engagements, and create compelling proposals for prospective clients.
- Develop sales messaging, case studies, capabilities materials, and other resources that strengthen new-business conversations.
- Build structure around the outbound function, including pipeline stages, KPIs, forecasting, prospect segmentation, and reporting.
- Use CRM and sales intelligence tools to manage opportunities, track activity, and maintain visibility into the new-business pipeline.
- Explore AI and emerging sales technologies that can strengthen prospecting, outreach, and relationship development.
- Re-engage previous clients where there is an opportunity to rebuild the relationship and generate new work.
- Share market feedback and competitive intelligence with leadership, research, and marketing teams to help inform future offerings and growth strategy.
- Represent the organization at relevant industry events and conferences and build relationships within the broader CPG community.
- Help determine when additional business development resources are needed and contribute to building the team as the function grows.
What You’ll Bring
- 5+ years of B2B sales experience, including significant experience selling market research, insights, consulting, agency, or other professional services.
- A demonstrated track record of personally generating new-business opportunities through outbound prospecting and converting them into revenue.
- Strong knowledge of the CPG industry and an understanding of how consumer brands operate, including brand strategy, innovation, retail, and commercial priorities.
- Experience selling to senior client stakeholders, including CMO, VP, and Director-level decision-makers.
- The ability to build genuine, long-term client relationships while remaining focused on winning new business.
- Experience managing complex, consultative sales cycles that may take several months from initial conversation to close.
- Confidence discussing custom research and insights solutions with prospective clients; direct market research industry experience is strongly preferred.
- Experience building or improving an outbound sales approach, particularly within a smaller or growing organization.
- Strong pipeline management, CRM, forecasting, and commercial planning skills.
- A self-directed approach and the ability to succeed without a large sales infrastructure or established SDR team behind you.
- Existing relationships within the CPG industry would be a plus.
- Willingness to travel approximately 20–30% for client meetings, industry events, and company gatherings.
Applicants must be legally authorized to work for any employer in the United States. Our client is unable to sponsor or take over the sponsorship of an employment visa.