Senior Manager - Sales (SFA)

Sales Force Activation is a suite of services that offers Manufacturers with solutions that helps them expand and optimize distribution which further helps them to plan and execute their Go-To- Market Strategies.”

At NielsenIQ we autonomously contribute to analysis that resolves specific Client concerns; serves as a liaison between Commercial team, Quality Assurance, Operations, Engineering, & Data Science teams with regards to Internal and External Client Projects. This role aims at Client Engagement, Building Relationships, Sales Management, Product Management and Team Management and Collaboration that will directly impact our business and our clients.

RESPONSIBILITIES

• Leads sales efforts for NielsenIQ solutions around Distribution Expansion and Instore Activation evaluation within the Retail Intelligence (RI) practice and is responsible for commercial plan development and execution. Key priorities include:
• Develop the Go to Market plan for the solution in the respective Market by clients
• Building Senior Level relationships with different stakeholders within Sales Function (Sales Directors, Modern Trade Heads, Channel Directors, Merchandising heads , Customer Development ) of companies and understand the needs of different persona and build relationships.
• Understand business priorities, needs and plans of companies with respect to Distribution expansion, current needs, and gap areas. Mapping these to NielsenIQ solutions to address the client business priorities and help expand their distribution
• Owns the business plan: financial target/proposal submission/revenue on hand/pipeline. Overall business planning and forecasting.
• Understanding current practices and methods around drivers of in store sales and Merchandizing KPI’s .
• Good understanding of NielsenIQ portfolio and interconnectedness of different solutions.
• 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
• Works continuously with CBPs, Commercial Leaders, PL, Delivery COE team & other Growth 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.
• Confidence & credibility to talk to a wide range of decision influencers.
• 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 events , external industry events
• Able to drive the business towards sales targets, has visibility of all opportunities and risk, ensures the team has a tight pipeline and proposal tracking systems.
• Comfortable negotiating with senior clients and knows what levers to use. Clearly links the value of NielsenIQ SFA products and solutions with the price to overcome objections.
• Takes overall accountability for business planning and implementation.

A LITTLE BIT ABOUT YOU

You’ve dabbled in networking with clients and G-Suite Client Engagement. Sales Generation and post-consultation is your forte. And you have the communication chops to translate it all into conversation or presentations. While you’ve worked with global cross-functional teams, you can also put your head down and focus on independent projects. Seeing the big picture takes attention to details. Keeping up with the fast-changing world of digital media measurement takes someone who recognizes that. You have gained the knack at negotiation and earned the Client’s trust. You are accountable at all times and can make a difference in numbers to the client’s business.

QUALIFICATIONS

• 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 skill
• Very good client-facing and communication/presentation skills
• Financial understanding (e.g. P&L, EBITDA) and how this relates to business success
• Excellent at consultative selling and building case studies
• Ability to speak at external forums
• Strong Collaboration and Networking skills
• MBA, Post Graduate with 4-6 years years of experience in CPG Sales, Trade Marketing, Retailer - Key Account, Merchandising.
• Knowledge in customized research setting up audits could be an added advantage.
• knowledge of FMCG Sales and Distribution, channel sales could be an added advantage.
• Digital knowledge, MS , Sales force

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 clients 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