Associate Director - RTM (Route to Market)

Responsibilities

Location - Mumbai / Delhi

1) What to Sell? 

Accountable for RTM Solution portfolio: 

• Define which products are core to RTM portfolio 
• Articulate how each of the products brings unique client benefits 
• Ensure RTM portfolio profitability is understood & improved over time  

Commercial ownership of RTM pricing rate cards & commercial policies 

Close partnership with Global Product Leadership function: 

• Identify the solutions with the highest revenue opportunity 
• Ensure India needs are met in product development roadmap 
• Provide India teams visibility to product plans and timelines 

Identify white space in the portfolio / unmet client needs and seek partner / acquisition programs to meet those needs (where we will not build) 

Accountable for RTM Operating Plan

2) How to Sell? 

Build a strong India community around RTM portfolio:

• A community that is formed with Sales & Delivery teams  
• Cross industry and client’s opportunities / Best practice sharing 
• Create and maintain central Knowledge Management drives to enable the community

Build and execute the Go To Market plans for RTM solutions: 

• Campaign calendar & content  
• Commercial Decks / Proposal Decks 
• Demo Scripts 
• Create and coordinate TL, Webinars and Industry Events (with Inside Sales support) 
• RTM product kit adaptation to India: Rate cards, Commercial Policies and Discounts, Communication kit (one-pagers, detailed product presentation, etc). 

Ensure that India Sales teams are enabled with best-in-class training materials:  

• Ensure sales decks & ‘pitch perfect’ examples are available  
• Develop automated gift of content (in partnership with Inside Sales) 
• Execute and coordinate the training plan

Be directly involved in sales pitches & keep a close touch with clients: 

• Lead / heavy support to major RFPs
• Continuous support to India sales teams in the definition of the best solution for client specific needs 

Connect with Commercial teams in other countries to identify opportunities to apply in India

3) How to Operate? 

Strong alignment with Delivery/COE organization  

• Connect with APAC Delivery team leader to define prioritizations (if necessary), delivery gaps & opportunities, define rules and ways of working 

Accountable for new product activation

4) Financial Management

• Achieve key financial metrics: revenue, profitability, adequate pipeline coverage as well as other related business development objectives
• Understand the company’s financial guidelines such as forecast and pipeline management
• Monitor the actual financial performance against budget/forecast and ensure the implementation of actions that will lead to the achievement of the targets

Qualifications

• Master’s degree or a Diploma in Marketing
• Minimum 8 -10 years’ experience in the Marketing, Business Development, Market Research, or in the consulting agencies
• Prior working experience with the FMCG industry would be an added advantage
• Has knowledge of research techniques and methodologies
• Has strong analytical skills and business commercial acumen
• English level: advanced oral and written 
• High Negotiation, Problem Solving & Communications Skills 
• Teamwork: Ability to work with others on tasks and activities without necessarily being the leader
• Influence skills, good level of relationship / networking, internal and external 
• Self-starter with solid organizational and planning skills 
• High level of energy, motivation, drive, enthusiasm, initiative, commitment and professionalism. 
• High understanding of the respective industries & retailing in both modern and traditional trade environments 

Additional Information

About NielsenIQ 

NielsenIQ 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 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 NielsenIQ data with other data sources to help retailers 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.

NielsenIQ 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.

Our Benefits

• Flexible working environment
• Volunteer time off
• LinkedIn Learning
• Employee-Assistance-Program (EAP)

About NIQ

NIQ is the world’s leading consumer intelligence company, delivering the most complete understanding of consumer buying behavior and revealing new pathways to growth. In 2023, NIQ combined with GfK, bringing together the two industry leaders with unparalleled global reach. With a holistic retail read and the most comprehensive consumer insights—delivered with advanced analytics through state-of-the-art platforms—NIQ delivers the Full View™. NIQ is an Advent International portfolio company with operations in 100+ markets, covering more than 90% of the world’s population.

For more information, visit NIQ.com

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Our commitment to Diversity, Equity, and Inclusion

NIQ is committed to reflecting the diversity of the clients, communities, and markets we measure within our own workforce. We exist to count everyone and are on a mission to systematically embed inclusion and diversity into all aspects of our workforce, measurement, and products. We enthusiastically invite candidates who share that mission to join us. 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. Our global non-discrimination policy covers these protected classes in every market in which we do business worldwide. Learn more about how we are driving diversity and inclusion in everything we do by visiting the NIQ News Center: https://nielseniq.com/global/en/news-center/diversity-inclusion