Job Description
Job DescriptionRole Purpose:Leads sales efforts for Line and Price Optimizer (Pricing Solutions) practice among existing clients as well as new client acquisitions, and is responsible for commercial plan development and execution.Key priorities include :Understanding client’s business questions and identifying solutions that will answer those questionsTailor-make the study design, in consultation with the LPO Delivery Team, to make sure that the business questions will be answered in fullDrive full sales cycle with clients, proactively identifying sales opportunities based on client strategic priorities and networkingClose collaboration with Delivery COE team to drive seamless delivery to clientsAbility to identify trends and patterns from the Secondary Data or RMS data and making pro-active pitches or considering as inputs to the research designSuccess Will Require:
Strong sales leadership including: prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with clients’ C-level and other decision-makersAbility to build enduring relationships with C-level executives – truly passionate relationship developerStrong affiliation to Sales Personas & develops sales strategies to suitExcellent problem solving skills, solution oriented and good analytical skillVery good client-facing and communication/presentation skillsFinancial understanding (eg. P&L, EBITDA) and how this relates to business successExcellent at consultative sellingAbility to speak at external forumsStrong 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 targetsConfidence & credibility to talk to a wide range of decision influencersDemonstrate the highest commitment to sales force penetration and retentionKnowledge of the CPG and Retail industry, understanding how trade and business needs are changing and how NIQ solutions can help solve client business issuesResponsible for developing case studies & client testimonials. Present at client/ Retailer events , external industry eventsFull understanding of Pricing Solutions portfolio and interconnectedness of different solutions
Sales ManagementDeployment of necessary solutions around persona's as part of sales planning processAble to drive team towards sales targets, has visibility of all opportunities and risk, ensures the team has tight pipeline and proposal tracking systemsComfortable negotiating with senior clients and knows what levers to use. Clearly links the value of NIQ products and solutions with the price to overcome objections. Pre-empts stakeholder objections and pushes the client to a favorable outcomePlanning and ForecastingOwns the business plan: financial target/proposal submission/revenue on hand/pipeline for its group of clients/solutionsTakes overall accountability for business planning and implementation. Tracks the financial performance of clientsSound understanding of profitability and EBITDA and how this relates to all proposals and sales. Knows how NIQ and competitor offerings are priced and is aware of the client budgetsQualifications8-10 years of experience in CPG sales or in market research with a strong acumen towards consultative sesllingSubject matter expert for pricing techniques, including our flagship product LPODevelop deep knowledge of Solutions and apply it across a variety of regions, clients and categories.Ability to Interpret in-market data, secondary data appropriately to draft concrete and robust proposals / research designsAbility to understand the category and it’s scope – Hands on experience on any secondary data (eg:RMS, KWP, Euro Monitor)MBA degreeKnowledge of sales processes in CPG companies, customers, modern and traditional marketsDigital knowledge, Microsoft Dynamic/SalesforceExcellent business English, both verbal and writtenProven sales acumenExcellent problem solving skills, solution oriented and good analytical skillVery good client-facing and communication/presentation skillsFinancial understanding (eg. P&L, EBITDA) and how this relates to business successStrong Collaboration and Networking skillsAdditional InformationOur BenefitsFlexible working environmentVolunteer time offLinkedIn LearningEmployee-Assistance-Program (EAP)
About NIQNIQ 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.comWant to keep up with our latest updates?Follow us on: LinkedIn | Instagram | Twitter | Facebook
Our commitment to Diversity, Equity, and InclusionNIQ 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
