About this job
The Sales Assistant Manager will have an appreciation for both FMCG and Nielsen IQ products and services as well as good understanding of the value of those products and services for clients.
Being an important contributor in the Sales team, the Sales Assistant Manager will be part of a team responsible for listening to, discovering and understanding client needs to identify sales opportunities and leveraging NielsenIQ’s unique value proposition, proactively building a valuable network both internally and externally. Whilst he/she will be expected to seamlessly execute reactive sales tasks, a good level of autonomous work will need to be demonstrated.
Responsibilities
Earning Client Trust and Building Relationships:
- Support the Sales Team in building and maintaining strong networking and engagement with key players in client networks
- Informing about important topics/opportunities coming from clients and taking a leading / co-leading role in addressing them
Understanding Client Needs:
- Understanding client's business and able to apply NielsenIQ solutions to meet client needs
- Identifying client needs and networking with relevant contacts in NielsenIQ who can develop these issues further with relevant solutions.
Sales Management:
- Creating proposals and support Commercial team in converting any opportunities into a sale
- Understanding how to price NielsenIQ's products and the processes we use.
- Support Commercial team to smoothly renew existing clients contracts and unlock new sales opportunities with those clients
- Support client renewal process by aligning clients need assessments with costing process
- Set up internal financial documentation for approval process
- Liaise with internal and client stakeholders on billing issues (PO complications, overdue payments etc.
Sales Negotiation & Process:
- Supporting Sales Team more junior members and other functions in preparing RFP for clients that have strategic importance other than his/hers own portfolio of clients
- Good understanding and articulation of NielsenIQ's value proposition and supporting the sales team on engaging clients in jointly addressing business priorities.
- Understanding the decision-making process, will work with the sales team in planning steps to pre-empt stakeholder’s objections and to push the client to a favourable outcome.
- Following up on existing proposals and be able to identify next steps / or seek further help internally to define them
Planning & Forecasting:
- Create, with a high level of autonomy and limited supervision, the commercial plan for the client of his/her responsibility, working together with verticals associates. Responsible that all actions / initiatives are followed
- Ensuring business planning is kept accurate and up to date i.e. financial targets, proposal submissions, revenue on hand, pipeline etc.
Teamwork & Collaboration:
- Works continuously with Sales team and Customer Success team to deliver on commercial agreements and identify opportunities
- Working continuously with other verticals teams to ensure that leads and opportunities are picked up, pertinent information about clients is shared, account strategy is aligned, and the relevant people are consulted and/or informed of key activity on an account.
- Liaise with other internal departments to collate sales materials and be creative in designing marketing messages