Job Description
Sales efforts for a MMM solutions within the Analytics practice and is responsible for the commercial plan development and execution. Key priorities include:
- Driving full sales cycle: expanding business with the new client portfolio (selling new contract), proactively identifying sales opportunities based on client strategic priorities and networking within and outside organization to generate lead
- Drive the penetration for MMM solutions and tools.
- Close collaboration with Delivery COE team to drive seamless delivery to clients.
- Active participation in Project management and delivery (focused on local clients).
Success will require:
- 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
- Strong understanding of RGM and Media strategies and tactics in FMCG and outside of it.
- Strong understanding of the overall Revenue Growth Management framework (the application of analytics to discern the customers' perception of product value and then sense, predict and shape the customer path- to-purchase to optimize product, assortment, price, place, pack, promotion and availability with shopping occasions for profitable revenue)
- 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 skill
- 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
Core Job Responsibilities:
Earning Client Trust/Building Relationships
- Build and maintain strong networking and C-suite engagement with key players & Sales personas (Key accounts, Sales leaders, RGM leaders) 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 Pricing 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 MMM portfolio and interconnectedness of different solutions.
Understanding Client Needs
- Has a deep understanding of customer business around RGM and Media and can reframe and challenge the way customers view their businesses
- Clearly understand the needs of different personas at the client end - Sales, Commercial Directors, Revenue Management, Marketing Director, Procurement etc. 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 towards sales targets, has visibility of all opportunities and risk, ensures tight pipeline and proposal tracking systems.
- Comfortable 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 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 India and beyond
- Actively support COE/Delivery team with local data and expertise to provide the best quality results to the client.
- Actively participate in the final project delivery in case the Delivery team will require (local expertise, local language)
- Works continuously with CBPs, Commercial Leaders, PL, Delivery COE team & other Analytics 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.
Experience and Knowledge Required:
- 10+ years of experience in CPG Sales, Trade Marketing, Key Account, Revenue Growth Management, Media analytics, Category Management.
- Bachelor's Degree
- Knowledge in sales processes in CPG companies, customers, modern and traditional market.
- Good knowledge of NielsenIQ products, services and data preferred
- Digital knowledge , Microsoft Sales Dynamics
- Excellent business English (+ local language), both verbal and written
- Proven sales acumen
- Strong analytical skills
- Expertise in (application of) one of NielsenIQ solutions in Analytics is a plus
Additional Information
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
