Consumer Research Sales and Commercial Strategy

Consumer Research Sales And Commercial Strategy Lead

Cincinnati, OH; Chicago, IL

84.51 is a retail data science, insights and media company. We help The Kroger Co., consumer packaged goods companies, agencies, publishers and affiliates create more personalized and valuable experiences for shoppers across the path to purchase.

Powered by cutting-edge science, we utilize first-party retail data from more than 62 million U.S. households sourced through the Kroger Plus loyalty card program to fuel a more customer-centric journey using 84.51 Insights, 84.51 Loyalty Marketing and our retail media advertising solution, Kroger Precision Marketing.

84.51 follows a 5-day in-office work schedule to support collaboration, alignment, and team connection.

Join us at 84.51!

As a Lead Commercial Strategy & Sales Consultant, you are responsible for owning both commercial strategy and sales consultation for a defined set of streamlined 84.51 solutions (84.51 Consumer Research Full Service and 84.51 In-Queries).

This role blends the responsibilities of a Commercial Solutions Consultant and an Insights Sales Consultant, creating a tighter connection between strategy development, product alignment, and front-line sales execution. You serve as a key liaison between Sales, Product, Tech, and Commercial Strategyensuring solutions are positioned effectively, sold efficiently, and continuously informed by market and client feedback.

This role is intentionally scoped to offerings with well-defined use cases, standardized delivery, and clear strategic purpose.

Responsibilities

Commercial Strategy & Solution Ownership

• In partnership with G4, lead commercial strategy for assigned solution(s), including positioning, go-to-market approach, and commercial principles.
• Partner closely with Product and Technology teams to align solution capabilities and roadmaps to client demand and commercial growth.
• Incorporate market trends, competitive intelligence, and client feedback into solution evolution and prioritization.

Sales Consultation & Pitch Support

• Actively participate in client pitches, providing solution-specific domain expertise and real-time guidance during the sales process as needed.
• Support sales teams with optimized scoping recommendations aligned to client business objectives and solution guardrails.
• Serve as a trusted solution expert for Account Executives navigating complex or nuanced client scenarios.

Proposal Scoping & Deal Enablement

• Lead scoping once opportunities advance, partnering with Data Science, Product, and technical teams to design optimal proposals.
• Translate client needs into clear technical requirements and negotiate scope details during the proposal phase.
• Own creation of client-facing proposals and ensure alignment to commercial standards.

Kickoff & Knowledge Transfer

• Lead internal project kickoffs following deal close to ensure seamless handoff from sale to delivery.
• Provide teams with full context on client objectives, scope decisions, and success measures.

Commercial Enablement & Collateral

• Create and maintain external sales collateral, including sales decks, one-pagers, use cases, and client case studies.
• Maintain internal commercial materials such as FAQs, rate cards, commercial standards, and contracting guidance.
• Support solution launches and enhancements in partnership with Sales Enablement and Product teams.

Governance & Stakeholder Alignment

• Support leadership review and recommendations for complex approvals.
• Proactively engage Kroger and internal stakeholders when solutions require co-development, alignment, or endorsement.

Collaboration & Partnerships

• Strong cross-functional collaboration is required. This role partners closely with:
• Sales/Account Management: Provide solution expertise, messaging, and proposal support.
• Product: Align commercial strategy with roadmap and solution evolution.
• Technology & Data Science: Ensure feasibility, efficiency, and clarity in solution design and execution.
• Solutions Education & Enablement: Coordinate launches, enhancements, and ongoing training content.

Qualifications, Skills, And Experience

• 68 years of relevant experience in commercial strategy, analytics consulting, product enablement, or sales support.
• Strong familiarity with the KPM Insights and activation ecosystem and solution portfolio.
• Strong commercial and analytical acumen with comfort navigating technical topics.
• Strong knowledge of the consumer research ecosystem is a significant plus.
• Persuasive storyteller and trusted advisor to sales teams and stakeholders.
• Proven ability to influence without authority and manage cross-team relationships.
• Bachelor's degree required (Master's preferred but not required).

Pay Range $102,000 - $172,500 USD