What We Do 

Think about the last time you went grocery shopping. What made it into your cart? Perhaps you picked up a new brand of wine that caught your eye on shelf, or changed it up with a new flavor of chips that sounded especially tasty? Whether these were conscious choices or ones you didn’t think much about, manufacturers and retailers desperately want to unlock the ‘why’ behind those decisions – and that’s where you come in. As a Director Client Development/Acquisition supporting the BASES Homescan Panel Survey, Syndicated Shopper & Migration team, you will consult clients and their Nielsen support teams on the power of a proprietary post-purchase behavioral analysis and reporting set of tools to help BASES account teams aid our clients around what it takes for a new product to win. 

As part of BASES, you will work with best-in-class research and predictive analytical tools to influence which new products are brought to the market. BASES, the worldwide leader in analyzing and consulting on new consumer products, remains at the core of our client's new product launch strategies. BASES works with clients at all stages of new product development, from early-stage ideation to optimizing communication and positioning, package design, predicting and growing in-market sales and crafting holistic marketing support plans through the launch and first year in the market. 

Who We Are 

You’ll quickly discover that market research is critical to succeeding with customers. While no other company in the world comes close to having the level of insights into consumers that BASES does, that’s not all that sets us apart. 

When you ask, “what's your favorite part of working at BASES?” you will undoubtedly hear “the people!” We take immense pride in the work that we do and how we do it. That is why maintaining the fun, collaborative BASES culture is one of our top priorities whether we’re working from home or the office. Some of the programs that help to define us include: 

• BASES Sunshine Committee organizes trivia, happy hours, our annual Thanksgiving potluck and more because fun is more than a buzzword, it’s a priority. 

• BASES Pro Bono Minority Business Consulting Initiative allows us to use our skills to build a better world. We are committed to helping minority-owned and operated businesses win because it is integral to see the representation of the world around us reflected in the clients we serve and communities we measure. 

• BASES Health & Wellness Committee offers the opportunity to participate on sports teams, in 5Ks, to share healthy recipes, and more because staying active and healthy allows for a better balance between work and home.  

• BASES Diversity & Inclusion Book Discussion Panel allows us the opportunity to purposefully explore diverse thoughts and learn from each other’s experiences and perspectives. We recently read How to be an Antiracist by Ibram X. Kendi and we have more company-wide activities planned. 

Who You Are 

Curious. Creative. Consultative. Collaborative. Not only do you enjoy working with data on a daily basis, but you also take pride in your ability to create a story from the numbers and are comfortable answering questions about your recommendations. You are someone who values working on an inclusive team and can provide our clients with innovative solutions. You constantly seek to learn new things, value diverse thought, and are ready to contribute to a collaborative work environment. Change excites you. Curiosity, communication, and critical thinking drive your work. 

You can effectively tell a story that captures the audience, no matter what level, and brings them along your journey. You are able to build trusted advisor relationships with clients and to work collaboratively, as part of a remote team within a fast-paced and challenging environment while maintaining high standards. Ideally, you have experience working with survey research and insights to create differentiated value.  

Position Description 

Reporting to the global commercial leader of BASES Innovation Measurement and Behavioral Analytics, the Director, Client Development/ Acquisition will:  

Job Purpose 

• Develop the BASES Homescan Panel Survey, Syndicated Shopper and Migration business through strategic leadership with revenue responsibility of a $10MM Operating Plan  

• Accountable for supporting the achievement and exceeding revenue targets through excellence in partnership with core BASES Account teams, NielsenIQ Client Business Partners and On-Site Client Success teams 

• Be a strategic client partner and trusted advisor to key and complex clients 

• Work with the BASES Homescan Panel Survey and Demand Solutions teams to deliver against client needs 

• Grow deep understanding of the capabilities within the Homescan Panel Survey, Syndicated Shopper and Migration solutions, to foster broader understanding of how it expands BASES capabilities beyond our core, how it adds value for our clients 

• Supports BASES client teams in meeting revenue goals by ensuring outstanding opportunity identification and scoping Homescan Panel Survey and Demand Solutions teams to ensure first class analytics and partnering in strengthening client relationships 

• Beginning with one direct report, to likely grow over time as the business expands, responsible to coach client development manager on projects, guiding the development of quality analyses 

• Drive capacity planning activities, to ensure work is being done efficiently and in a timely manner 

Responsibilities 

• Commercial Acumen 

• Understands and can articulate the value of Homescan Panel Survey, Syndicated Shopper and Migration solutions to clients and internal client teams 

• Knowledgeable of the total BASES ecosystem with high ability to articulate how Homescan Panel Survey and Syndicated Shopper solutions intersect with core capabilities 

• Proficient in client understanding and empathy to provide best-in-class consultation  

• Collaborate with BASES client relationship teams, CBPs and client success teams to create strategic plans for increased client engagement 

• Serve as a key leader for Homescan Panel and Syndicated Shopper solutions, understanding business needs and driving to better innovation outcomes  

• Contributor and driver of account plans to increase depth and breadth of penetration of the BASES solutions to meet client specific needs  

• Drives BASES business results through consultative selling 

• Pursues new business from existing and potential clients  

• Assists in handling sensitive client discussions with client teams, escalating to SVP where appropriate 

• Works closely with client teams, CBPs and client success teams to identify and pursue opportunities to strengthen account relationship through value-added analytics, validations, etc. 

• Independently leads client meetings and conducts external presentations as appropriate 

• Collaboratively with the Homescan Panel Survey and Demand Solutions teams designs and estimates costs of projects 

• Establish self as strategic partner with clients, focused on full innovation system and fully supportive of initiatives from early stages through activation to post-launch measurement and analysis 

• Meets revenue goals. 

• Contributes to the revenue management process, including development and review of pipeline and establishment of revenue plan to achieve/exceed revenue goals 

• Writes & Reviews proposals – ensure optimal pricing/profitability and attainment of client goals  

• Proactively collaborates in development of account plans and forecasts, including pipeline goals using Salesforce.com and other tools 

• Talent Development 

• Provides input on hiring and termination decisions 

• Conducts interviews with potential candidates over the phone and in-person to help fill open positions in the office  

• Engages 1:1 with direct report to ensure their continued development and success 

• Client Satisfaction 

• Works closely with BASES client teams to understand clients’ business priorities and opportunities for engagement 

• Provides detailed feedback to inexperienced team members to ensure high quality client deliverables 

• Assist with special projects to provide extra value to clients 

• Corporate Contributions 

• Takes on opportunities to contribute to the broader organization through task forces and special projects. 

Success Factors 

• Detail orientation and strong organization skills 

• Strong written and verbal communication skills 

• Strong working knowledge of BASES products and services, and ability to execute a variety of complex projects 

• Works with the commercial leader to help execute analytic strategy 

• Strong interpersonal skills and ability to deal with a variety of performance situations 

• Consultative selling 

Scope 

• Sales Target: $10MM.  

What Skills You Bring 

• Bachelor’s Degree in an analytically or human insights focused field including but not limited to Economics, Psychology, Neuroscience, Marketing, Mathematics, Statistics, Social Sciences, Business or Liberal Arts 

• 5 - 7 years of professional work experience  

• Previous experience working in the areas of consumer panel and/or consumer research preferred 

• Strong understanding of quantitative survey research principles and methodologies 

• Familiarity with NielsenIQ Panel, tools, applications, and platforms a plus 

• Proficiency in Microsoft Office (Excel, Power-point) 

• Permanent U.S. work authorization 

• Strong critical thinking skills 

• Passion for understanding consumer decision making, market research and FMCG client business environment 

• Desire to learn and apply new technologies to business solutions 

• Strong ability to work with others and willingness to share unique perspectives and experiences  

• Proven problem-solving skills using deductive reasoning, understanding hierarchical relationships, and identifying gaps in logic 

• Strong oral and written communication skills 

• Demonstrated project management skills and ability to manage multiple priorities 

No other company in the world knows more about what consumers buy. Every day, we partner with industry leaders such as Miller Coors, ABC, P&G and Coke. At Nielsen, we use personal experiences and skills to build our clients’ businesses, and drive positive change for products and services that you use every day.

As a new retail landscape continues to emerge, the divide between online and offline continues to blur. We are all omnishoppers now - turning to multiple platforms/channels to meet our everyday needs. At NielsenIQ, we understand the importance of the omnishopper and the impact this new landscape is having on the growth of the e-Commerce space. Having a holistic view of performance is critical for the long-term success of many CPG brands.

At NielsenIQ, your work makes a difference. In all of our positions, we use a comprehensive awareness of data, processes, tools and people to drive real outcomes with our clients. Our ability to constantly reimagine the total consumer is rooted in our unique team composition that is as culturally diverse as the clients and consumers we aim to serve. This is what makes NielsenIQ such a unique place to build your career and experience a memorable journey along the way. If you are interested in being at the forefront of trends for tomorrow’s generation, leverage your distinct story and take advantage of the various paths you can travel to build your career at NielsenIQ. Join the NielsenIQ team where you can be yourself, make a difference and grow with us.

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.

All your information will be kept confidential according to EEO guidelines.

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.