About this job
This role is accountable for overseeing a segment of NielsenIQ North America Strategic Analytics & Insights (SA&I) end-to-end sales process across our entire SA&I portfolio which includes Consumer Behavior & Insights, Innovation, Brand & Media, and Analytics & Activation solutions. This entails creating a portfolio level strategy that focuses on retention and growth across the a common set of clients and executing through other critical sales processes including prospecting, value creation, user persona penetration and deal conversion. The Director, SA&I Business Partner, is also accountable for driving an active sales pipeline with consistent management to OP attainment.
- Own overall SA&I revenue target/quota for given portfolio
- Take the initiative to identify and capitalize on new sales opportunities
- Clearly and convincingly articulate SA&I offerings and value proposition, matching them with relevant client business challenges/KPIs
- Strong ability to overcome objection handling and navigating resistance from both current and prospective clients
- Have a deep understanding of client business strategy with the ability to effectively communicate to cross-functional partners, and be a catalyst for action and sales conversion
- Create and activate holistic annual client strategies and account plans for strategic clients (including financial forecasting, pipeline management, broader NIQ/Account Lead collaboration)
- Thoroughly understand client, market and competitor dynamics funneling strengths and opportunities to senior leadership
- Identify incremental SA&I business growth opportunities, including additional revenue streams for deeper/more consultative engagement
- Represent all SA&I services and practice areas in a solution-agnostic manner with a keen focus on total portfolio across your assigned client base
- Own SA&I response for the following:
-First time service use and/or large/complicated study designs
-Cross-specialty area proposals
-RFP’s
- Lead T2T client meetings, with goal of penetrating C-Suite portfolio wide
- Drive sales strategy at your portfolio including awareness generation and ongoing engagement leveraging CRM tools, thought leadership, and other activities
- Personally deliver thought leadership
- Maintain product/technical knowledge by participating in learning workshops/sessions
- Ability to drive sales maintaining a long-term perspective to maximize overall revenue generation while being able to generate short term results
- Partner closely with NIQ Account Lead and Practice Area teams on strategy, joint-selling, and potential RMS RFP responses, where applicable
- Effectively manage SA&I or NIQ client funds and ensure their timely usage for SA&I products