Principal Industry Advisor - Retail, CPG & Manufacturing

Company Description

Technology is our how. And people are our why. For over two decades, we have been harnessing technology to drive meaningful change.
 
By combining world-class engineering, industry expertise and a people-centric mindset, we consult and partner with leading brands from various industries to create dynamic platforms and intelligent digital experiences that drive innovation and transform businesses.
 
From prototype to real-world impact - be part of a global shift by doing work that matters.

Job Description

We are seeking an experienced Industry Advisor focused on Retail, Consumer Packaged Goods, and Manufacturing to help shape, grow, and differentiate our industry practice. This role is designed for a senior industry leader who can combine deep domain expertise, commercial acumen, and strategic advisory skills to help clients achieve measurable business outcomes.

The Industry Advisor will serve as a trusted voice with executive clients, sales teams, product leaders, and delivery organizations. This person will help define outcome-based offerings, lead strategic client conversations, develop go-to-market strategies, and build thought leadership that positions the organization as a differentiated partner in the market.

This role requires someone who understands the business priorities, operating models, technology trends, and transformation challenges facing companies across retail, CPG, and manufacturing, and who can translate those insights into compelling commercial propositions.

Key Responsibilities:

Industry Strategy and Practice Development

* Define and develop the strategic direction for the Retail, CPG, and Manufacturing industry practice.
* Identify priority market segments, client pain points, transformation themes, and high-value growth opportunities.
* Shape the industry practice’s portfolio of offerings, capabilities, partnerships, and market positioning.
* Work with internal teams to align industry strategy with sales priorities, delivery capabilities, product roadmaps, and commercial objectives.
* Establish industry-specific frameworks, playbooks, value propositions, and solution narratives.
* Monitor market trends, competitive dynamics, regulatory shifts, and emerging technologies affecting retail, CPG, and manufacturing clients.

Go-to-Market Leadership

* Develop and execute a go-to-market strategy that drives pipeline growth, client engagement, and revenue expansion.
* Partner with sales and account teams to identify strategic opportunities and shape client pursuits.
* Support account planning by bringing industry insight, executive-level messaging, and outcome-oriented value propositions.
* Create repeatable sales motions, campaign themes, and market-facing propositions tailored to industry priorities.
* Help define ideal client profiles, buyer personas, demand generation themes, and partner-led growth opportunities.
* Collaborate with marketing to develop thought leadership, events, webinars, white papers, industry points of view, and executive briefing materials.

Client Advisory and Commercial Engagement

* Engage directly with senior client stakeholders, including C-suite and business unit leaders, to understand strategic priorities and business challenges.
* Lead commercial discussions focused on outcome-based offerings, measurable value, and business impact.
* Help clients connect transformation initiatives to outcomes such as revenue growth, margin improvement, operational efficiency, customer experience, supply chain resilience, sustainability, and speed to market.
* Shape strategic proposals, business cases, and executive presentations that articulate value, differentiation, and measurable outcomes.
* Act as an industry expert in pursuits, workshops, discovery sessions, innovation forums, and executive briefings.
* Support deal strategy by helping position offerings around client outcomes rather than only products, services, or technical capabilities.

Thought Leadership and Market Influence

* Serve as a visible thought leader for the organization across retail, CPG, and manufacturing.
* Develop compelling industry perspectives on topics such as digital transformation, AI, data-driven operations, omnichannel commerce, connected supply chains, smart manufacturing, customer experience, sustainability, and operational resilience.
* Represent the organization at industry events, client forums, analyst briefings, and partner engagements.
* Publish or contribute to market-facing content that strengthens brand credibility and industry relevance.
* Build relationships with ecosystem partners, analysts, industry associations, and strategic clients.
* Translate market insight into actionable guidance for sales, product, delivery, and leadership teams.

Cross-Functional Collaboration

* Partner with sales, marketing, product, consulting, delivery, alliances, and executive leadership to advance the industry agenda.
* Provide industry input into solution development, product prioritization, service design, and investment decisions.
* Work with delivery teams to ensure offerings are practical, scalable, commercially viable, and aligned to client outcomes.
* Enable sales teams through training, messaging, client stories, industry insights, and pursuit support.
* Help identify reusable assets, case studies, success metrics, and proof points that strengthen the industry practice.

Qualifications

Required Qualifications:

* Significant experience in retail, consumer packaged goods, manufacturing, consulting, technology services, enterprise software, or industry transformation.
* Deep understanding of industry operating models, value chains, commercial pressures, and executive priorities.
* Proven ability to engage senior client stakeholders in strategic, consultative, and commercial conversations.
* Experience developing or supporting go-to-market strategies, industry practices, solution portfolios, or market-facing offerings.
* Strong understanding of outcome-based selling, value-based commercial models, business case development, and executive-level value propositions.
* Demonstrated ability to translate complex business challenges into clear strategic recommendations and differentiated offerings.
* Experience working with sales teams on strategic pursuits, account planning, pipeline development, and deal shaping.
* Strong executive presence, communication skills, and ability to influence both internal and external stakeholders.
* Ability to create thought leadership, industry points of view, presentations, and market-facing narratives.
* Collaborative working style with the ability to operate across sales, delivery, product, marketing, and leadership teams.

Preferred Qualifications: 

* Prior experience in a senior industry advisory, strategy consulting, business development, practice leadership, or transformation leadership role.
* Experience working with or advising Fortune 500 or large enterprise clients.
* Familiarity with technology-enabled transformation across areas such as AI, analytics, cloud, automation, supply chain, digital commerce, ERP, CRM, IoT, smart manufacturing, and customer experience.
* Experience developing industry-specific offerings or managed services.
* Background in outcome-based commercial models, value engineering, or business transformation programs.
* Established network within retail, CPG, manufacturing, or related industry ecosystems.
* Experience speaking at industry events, publishing thought leadership, or engaging with analysts and partners.

Key Success Measures:

Success in this role will be measured by the ability to:

* Build and advance a clear industry strategy for retail, CPG, and manufacturing.
* Influence pipeline creation and revenue growth through industry-led go-to-market activity.
* Improve the quality and differentiation of strategic client conversations.
* Develop compelling outcome-based offerings aligned to client business priorities.
* Strengthen executive relationships with priority clients and prospects.
* Create market-facing thought leadership that enhances credibility and brand visibility.
* Enable sales and delivery teams with reusable industry assets, narratives, and playbooks.
* Help establish the organization as a trusted advisor in target industries.

Ideal Candidate Profile:

The ideal candidate is a commercially minded industry expert who can operate at the intersection of strategy, sales, delivery, and innovation. They are equally comfortable advising executives, shaping offerings, influencing internal stakeholders, and creating market-facing thought leadership.

They bring a strong point of view on where retail, CPG, and manufacturing are headed, understand how clients make transformation decisions, and know how to connect business challenges to measurable outcomes. They are pragmatic, credible, entrepreneurial, and able to build an industry practice that drives both client value and commercial growth.

Additional Information

Discover some of the global benefits that empower our people to become the best version of themselves:

• Finance: Competitive salary package, share plan, company performance bonuses, value-based recognition awards, referral bonus;   
• Career Development: Career coaching, global career opportunities, non-linear career paths, internal development programmes for management and technical leadership;
• Learning Opportunities: Complex projects, rotations, internal tech communities, training, certifications, coaching, online learning platforms subscriptions, pass-it-on sessions, workshops, conferences;
• Work-Life Balance: Hybrid work and flexible working hours, employee assistance programme;
• Health: Global internal wellbeing programme, access to wellbeing apps;
• Community: Global internal tech communities, hobby clubs and interest groups, inclusion and diversity programmes, events and celebrations.

Additional Employee Requirements  

• Participation in both internal meetings and external meetings via video calls, as necessary. 
• Ability to go into corporate or client offices to work onsite, as necessary. 
• Prolonged periods of remaining stationary at a desk and working on a computer, as necessary. 
• Ability to bend, kneel, crouch, and reach overhead, as necessary. 
• Hand-eye coordination necessary to operate computers and various pieces of office equipment, as necessary. 
• Vision abilities including close vision, toleration of fluorescent lighting, and adjusting focus, as necessary. 
• For positions that require business travel and/or event attendance, ability to lift 25 lbs, as necessary. 
• For positions that require business travel and/or event attendance, a valid driver’s license and acceptable driving record are required, as driving is an essential job function.

*If requested, reasonable accommodations will be made to enable employees requiring accommodations to perform the essential functions of their jobs, absent undue hardship.   

USA Benefits (Full time roles only, does not apply to contractor positions)

• Robust healthcare and benefits including Medical, Dental, vision, Disability coverage, and various other benefit options  
• Flexible Spending Accounts (Medical, Transit, and Dependent Care)  
• Employer Paid Life Insurance and AD&D Coverages  
• Health Savings account paired with our low-cost High Deductible Medical Plan  
• 401(k) Safe Harbor Retirement plan with employer match with immediately vest   

At Endava, we’re committed to creating an open, inclusive, and respectful environment where everyone feels safe, valued, and empowered to be their best. We welcome applications from people of all backgrounds, experiences, and perspectives—because we know that inclusive teams help us deliver smarter, more innovative solutions for our customers. Hiring decisions are based on merit, skills, qualifications, and potential. If you need adjustments or support during the recruitment process, please let us know.