DEPARTMENT SUMMARY Drive strategic engagement within the client Media Sales Group (MSG) for each segment, building go-to-market strategies and client-specific account plans to expand our business with existing clients, sharing best practices across client vertical sales teams, and driving country-specific engagements and contracts for local customers. Teams’ objectives will be revenue growth and product penetration within each MSG. POSITION SUMMARY As an Associate Director for our media, campaign and audience analytics business, you will be part of Asia’s commercial team and play a pivotal role in driving the revenue targets by engaging with client conversations alongside the sales team and directly, to actively sell analytics solutions (custom research including BLS, brand perception etc) to clients in India and occasionally across the region.The role is split between the management of the India team as direct reports, the dotted line reporting and direct leadership support of the regional MA team, with associates spread across Asia and the direct engagement of clients in India and where needed in Asia. For this, a key primary responsibility will be to understand the unique needs and challenges of potential clients, propose standard or tailored research solutions and effectively communicate how our solutions can address those needs. This role holds a sales target for the entire region and is focused on managing independently client conversations, pipeline and the overall sales process from needs identification to conversion.
KEY RESPONSIBILITIES
Understand clients’ research requirement and target audience to identify appropriate research tools, and develop a roadmap for conducting a research study audience buy-in;
Develop a comprehensive Research Proposal outlining the appropriate solution/methodology to answer the research objectives, along with commercials involved.
Demonstrate strong consultative skills, self-motivation, and the ability to create compelling proposals and products.
Explore the products/tools available internally and propose the optimal set of Nielsen solutions clients;
Partnering closely with the Research Delivery and Operations teams to devise research design & manage revenue, and ensure our delivery matches the sales promise
May support in driving client satisfaction by providing insights and actionable recommendations during presentations or business reviews;
Creating and maintaining an accurate sales pipeline to ensure achievement of business target
Identify new business opportunities with existing clients and areas for internal process & product improvement
Monitor and evaluate companies, brands, key influencers, and trends in both traditional and social media;
Research and examine newer tools/techniques/partnerships to assess the effectiveness of marketing campaigns in meeting business objectives;
Be agile and work with new & existing methodologies to answer key business questions for Advertisers, Media Agency and Publisher/Platform clients
Nurture talent and streamline processes
KEY STAKEHOLDERS & INTERFACE
Internal
MA team
Commercial team
Customer Experience - Account Management and Delivery team
Global / Regional Executives
Global / Regional Commercial Leads
Corporate Functions including Finance and Human Resources
External ClientsVendors
EXPERIENCES & QUALIFICATIONS
Master’s degree in Business, Marketing, Economics, or a related field;
Minimum 8 years of experience in a client facing role within Market Research industry;
Experience in handling different types of market research studies such as U&A, Segmentation, Brand Tracks, Pricing and BLS;
Strong analytical and problem solving skills;
Advanced knowledge of consumer research tools and techniques;
Demonstrated interest in the media industry and its inner workings;
Possess an appreciation of the media and how its tools may affect the target audiences.
COMPETENCIES & SKILLS
Google Suite Applications – GMail, Google Doc, Google Slides, etc;
Microsoft tools - Excel, PowerPoint etc
Well organized with the ability to plan and prioritize;
Methodical and strategic thinking;
Analytical and applying logical reasoning skills;
Ability to understand, interrogate and translate complex business issues
Ability to work well under pressure and navigate stressful situations;
Meticulous with strong attention to detail;
Strong interpersonal skills with a collaborative mindset to work well with others;
Good communication in English, both written and verbal.
KEY PERFORMANCE INDICATORS / MEASURES
Support in the achievement of sales operating plans
