Leads sales efforts for an Assortment & Merchandising (A&M) solution 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.
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’s IQ solutions can help solve client business issues.
- Responsible for developing case studies & client testimonials. Present at client/ Retailer events , external industry events
- Full understanding of Nielsen’s IQ portfolio and interconnectedness of different solutions.
Understanding Client Needs
- Has a deep understanding of customer business around (pricing, assortment, 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 personas as part of sales planning process.
- Able to drive team towards sales targets, 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 IQ SEFF 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’s IQ 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 CBPs, 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.