Director: Analytics Sales Development

**Job Description**:
NielsenIQ Analytics solutions are sophisticated research solutions which bring huge utility to clients in the realm of price and promo, route to market and assortment understanding.

**About the Job**

Leads sales efforts for a solution or group of solutions (P&P, A&M, RTM, SFA) within the Analytics practice and is responsible for the commercial plan development and execution. Key priorities include:

- Full responsibility for the certain set of clients (5-10 TBC, depending on importance and cooperation complexity) in developing and strengthening business relationships in Analytics, commercial results and client satisfaction rate (Analytics projects related), on the regional level (Asia Pacific).
- 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 regional and local commercial teams.
- Close collaboration with the Delivery COE team to drive seamless delivery to clients.

**Success will require**:

- Ability to make independent decisions and take responsibility for them.
- Taking the ownership of the specific processes and tasks.
- 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 skills
- 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

**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 NielsenIQ 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 NielsenIQ 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 persona's as part of sales planning process.
- Able to drive the 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 NielsenIQ 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 NielsenIQ 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.

**Qualifications**:

- Bachelor's Degree, 8+ years of experience in CPG Sales, Trade Marketing, Retailer - Key A