Account Development Director, HQ

3 weeks ago

Singapore NIELSENIQ (SINGAPORE) PTE. LTD. Full time
Roles & Responsibilities

Company Description

NIQ/GFK is a global measurement and data analytics company that provides the most complete and trusted view available of consumers and markets worldwide. We provide consumer packaged goods manufacturers/fast-moving consumer goods, Tech & Durable manufacturers and retailers with accurate, actionable information and insights and a complete picture of the complex and changing marketplace that companies need to innovate and grow. Our approach marries proprietary data with other data sources to help clients around the world understand what's happening now, what's happening next, and how to best act on this knowledge. We like to be in the middle of the action. That's why you can find us at work in over 90 countries, covering more than 90% of the world's population. For more information, visit www.niq.com.

NIQ GFK is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity/Affirmative Action-Employer, making decisions without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, marital status, protected veteran status or any other protected class.

Job Description

In this Strategic Account Development role, you will be responsible for driving the growth of NielsenIQ's Strategic Analytics & Insights (SA&I) business with key strategic global and regional clients in APAC, fostering profitable revenue expansion, and increasing awareness of the broader SA&I portfolio.

As the Account Development Director, you will take ownership of key global and regional client relationships, leveraging your extensive knowledge of the FMCG industry and NielsenIQ's products and services. Your role will involve aligning customer priorities with NielsenIQ's capabilities, identifying and capitalizing on opportunities to deepen commercial relationships and generate additional revenue. You will be responsible for managing a dynamic sales pipeline, accurately forecasting sales for your portfolio, and driving results through multiple sales drivers, including prospecting, campaigns, and other account engagement tools.

This is a unique opportunity for a seasoned commercial leader with a proven track record in generating new revenue from existing clients. You will be expected to drive positive change, challenge existing business processes, and achieve success with the support of the wider industry team. In this role, you will engage at all levels within a matrixed organizational structure, ensuring the effective use of the service model to build and maintain strong, best-in-class NielsenIQ-client partnerships.

Core Responsibilities

  • Revenue Growth & Strategic Leadership: Take ownership of revenue generation, driving profitable growth for NielsenIQ (NIQ) Strategic Clients across APAC Local markets. Develop and execute strategic account sales plans, aligning with SA&I global and regional cluster leaders, and ensure consistent performance through the management of sales pipelines, setting sales quotas, and providing monthly sales forecasts. Lead the renewal and negotiation of contracts while delivering revenue goals, maintaining a long-term growth focus.
  • Client Relationship & Business Development: Own and nurture commercial relationships with clients, particularly at the senior level and C-suite, to ensure long-term business success. Develop Joint Business Plans, deeply understand client business strategies, and identify growth opportunities. Continuously engage with key decision-makers, influence strategies, and drive sales opportunities to help clients achieve their objectives.
  • Collaboration & Teamwork: Partner effectively with internal teams, such as Regional Account Development Leaders, Customer Success leaders, and Strategic Anlytics & Insights Global Leaders, to align on goals, share accountability for revenue targets, and ensure seamless execution of strategies. Ensure that projects meet profitability guidelines and provide input for pricing and RFP decisions.
  • Client Advocacy & Market Intelligence: Act as the client's voice, gathering insights on market trends, competitor activities, and customer needs. Establish and maintain senior-level relationships, providing input for product development based on client feedback and market dynamics. Collaborate with Client Advisory Boards and contribute to developing mid/long-term product roadmaps.
  • Reporting & Strategic Planning: Take ownership of client-level annual operational planning (OP), ensuring alignment with regional and cluster leaders. Create detailed sales reports and provide feedback to senior leadership, maintaining a balance between achieving short-term sales goals and driving long-term growth.
  • Brand Representation & External Engagement: Advocate for the NielsenIQ brand through external events and client engagements to unlock new opportunities and strengthen relationships.
  • RFP Involvement & Client Solutions: Lead and support major RFPs, including multi-market opportunities, while collaborating with local sales leaders to define the best solutions for client-specific needs. Coordinate APAC markets for global RFPs to ensure alignment and consistency.

Qualifications

  • Expert in CPG / T&D Sales and Consumer research
  • Experience in transformation initiatives
  • Bachelor's Degree required
  • Good knowledge of NielsenIQ products, services and data preferred
  • Expertise in (application of) one of NielsenIQ solutions is a plus
  • Strong analytical skills
  • Proven sales acumen

Skillsets

  • Strong sense of urgency and accountability to drive client outcomes
  • High Negotiation, Problem Solving & Communications Skills
  • Experience in driving organizational transformation
  • Teamwork: Ability to work with others on tasks and activities without necessarily being the leader, even when these are not directly related to their interests or objectives.
  • Influence skills, good level of relationship / networking, internal and external
  • Able to work collaboratively with internal & external teams
  • Capable to maintain positive client relationships in complex situations & resolve client issues
  • Strong logic, deductive reasoning, problem-solving, and critical thinking skills
  • Skilled & polished communicator, including client presentations/events
  • Strategic thinking and vision
  • Understanding of dependencies across areas
  • Strong project management skills and ability to manage multiple priorities
  • High say-do ratio
Tell employers what skills you have

Negotiation
Forecasting
Strategic Planning
Management Skills
Leadership
Dynamics
FMCG
Customer Success
Advocacy
Market Intelligence
Accountability
Revenue Growth
Product Development
Business Development
Pricing

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