**Job Description**:
**About this Job**
Leads sales efforts for a solution or group of solutions (P&P) within the Analytics practice and is responsible for the commercial plan development and execution.
Key priorities include:
- Driving full sales cycle: expanding business with the existing client portfolio (selling new / renewing existing contract), proactively identifying sales opportunities based on client strategic priorities and networking in close alignment with CBPs
- Close collaboration with Delivery COE team to drive seamless delivery to clients.
**Success will require**:
- Strong sales leadership including: prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with C-level and other decision-makers
- Ability to build enduring relationships with C-level executives - truly passionate relationship developer
- Strong affiliation to Sales Personas & develops sales strategies to suit
- Excellent problem solving skills, solution oriented and good analytical skill
- Very good client-facing and communication/presentation skills
- Financial understanding (eg.
P&L, EBITDA) and how this relates to business success
- Excellent at consultative selling
- Ability to speak at external forums
- Strong Collaboration and Networking skills
**Core Job Responsibilities**:
- Earning Client Trust/Building Relationships_
- Build and maintain strong networking and C-suite engagement with key players & Sales personas across broad base of client targets.
- Confidence & credibility to talk to a wide range of decision influencers.
- Demonstrate the highest commitment to sales force penetration and retention.
- Demonstrable knowledge of the CPG and Retail industry, understanding how trade and business needs are changing and how Nielsen solutions can help solve client business issues.
- Responsible for developing case studies & client testimonials.
Present at client/ Retailer events, external industry events.
- Comfortable with NielsenIQ P&P and/or Root To Market (RTM) solutions.
- Full understanding of Nielsen portfolio and interconnectedness of different solutions.
- Understanding Client Needs_
- Has a deep understanding of customer business around (pricing, distribution and execution) and can reframe and challenge the way customers view their businesses
- Clearly understands the needs of different personas at the client end - Sales, Commercial Directors, Revenue Management, Category Management and Retailers and how a particular solution can deliver outcomes.
- Available during final presentation of results to ensure client satisfaction, actionable recommendations and additional opportunity detection
- Sales Management_
- Deployment of necessary solutions around persona's as part of sales planning process.
- Able to drive team towards sales targets, has visibility of all opportunities and risk, ensures the team has tight pipeline and proposal tracking systems.
- Comfortable negotiating with senior clients and knows what levers to use.
Clearly links the value of Nielsen's Analytics products and solutions with the price to overcome objections.
Pre-empts stakeholder objections and pushes the client to a favorable outcome.
- Planning and Forecasting_
- Owns the business plan: financial target/proposal submission/revenue on hand/pipeline for its group of clients/solutions.
- Takes overall accountability for business planning and implementation.
Tracks the financial performance of clients.
- Sound understanding of profitability and EBITDA and how this relates to all proposals and sales.
Knows how Nielsen and competitor offerings are priced and is aware of the client budgets.
- Team Management and Collaboration_
- Relentless curiosity to learn from & share with Analytics peers from APAC markets and beyond
- Team Management if required (including day-today management, check-ins, one to ones, year-end admin.
Etc.)
Coaching and training of others on the team).
- Works continuously with Account Developments, Commercial Leaders, PL, Delivery COE team & other Analytics APAC leaders to ensure that leads and opportunities are picked up, pertinent information about clients is shared and the relevant people are consulted and/or informed of key activity on an account.
**Qualifications**:
- 6+ years of experience in CPG Sales, Trade Marketing, Retailer - Key Account, Merchandising.
- Bachelor's Degree
- Knowledge in sales processes in CPG companies, customers, modern and traditional market.
- Good understanding and exposures on Pricing, Market Expansion and Store Executions.
- Good knowledge of Nielsen products, services and data preferred
- Digital knowledge, Salesforce
- Excellent business English (+ local language), both verbal and written
- Proven sales acumen
- Strong analytical skills
Additional Information
All your information will be kept confidential according to EEO guidelines.
**About NielsenIQ**
NielsenIQ is committed to hiring and retaining a diverse