Director: Analytics Sales Development

  • Singapore
  • Full-time
  • Career Site Team: Client Service & Sales

Job Description

NielsenIQ Analytics solutions are sophisticated research solutions which bring huge utility to clients in the realm of price and promo, route to market and assortment understanding.

About the Job

Leads sales efforts for a solution or group of solutions (P&P, A&M, RTM, SFA) within the Analytics practice and is responsible for the commercial plan development and execution. Key priorities include: 

  • Full responsibility for the certain set of clients (5-10 TBC, depending on importance and cooperation complexity) in developing and strengthening business relationships in Analytics, commercial results and client satisfaction rate (Analytics projects related), on the regional level (Asia Pacific).
  • 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 in close alignment with regional and local commercial teams.
  • Close collaboration with the Delivery COE team to drive seamless delivery to clients.  

Success will require:

  • Ability to make independent decisions and take responsibility for them.
  • Taking the ownership of the specific processes and tasks.  
  • 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 skills
  • 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

Job 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 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 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 portfolio and interconnectedness of different solutions.

Understanding Client Needs

  • Has a deep understanding of customer business around (pricing, assortment, distribution, and execution) and can reframe and challenge the way customers view their businesses
  • Clearly understands the needs of different personas at the client end - Sales, Commercial Directors, Revenue Management, Category Management, and Retailers 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 the team towards sales targets, has visibility of all opportunities and risk, ensures the team has tight pipeline and proposal tracking systems.
  • Comfortable negotiating with senior clients and knows what levers to use. Clearly links the value of NielsenIQ SEFF 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 APAC markets and beyond
  • Team Management if required (including day-today management, check-ins, one to ones, year-end admin. Etc.) Coaching and training of others on the team). 
  • Works continuously with CBPs, Commercial Leaders, PL, Delivery COE team & other Analytics APAC 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.

Qualifications

  • Bachelor's Degree, 8+ years of experience in CPG Sales, Trade Marketing, Retailer - Key Account, Merchandising.
  • Knowledge of sales processes in CPG companies, customers, and modern and traditional markets.
  • Good knowledge of NielsenIQ products, services, and data preferred
  • Digital knowledge, Salesforce
  • Excellent business English (+ local language), both verbal and written
  • Proven sales acumen
  • Expertise in (application of) one of NielsenIQ solutions in Analytics is a plus
  • Excellent problem-solving skills, solution-oriented and good analytical skills
  • Very good client-facing and communication/presentation skills
  • Financial understanding (eg. P&L, EBITDA) and how this relates to business success
  • Strong Collaboration and Networking skills

Additional Information

Our Benefits

  • Flexible working environment
  • Health insurance
  • Parental leave
  • Life assurance

About NielsenIQ

NielsenIQ is a global measurement and data analytics company providing the most complete and trusted view of consumers and markets in 90 countries covering 90% of the world’s population. Focusing on consumer-packaged goods manufacturers and FMCG and retailers, we enable customers to defy what’s possible. How? We combine unparalleled datasets, pioneering technology, and the industry’s top talent to create insights that unlock innovation. Join us and change the landscape.

Learn more at: www.niq.com

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Our commitment to Diversity, Equity, and Inclusion

NielsenIQ 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.

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Learn more about how we are driving diversity and inclusion in everything we do by visiting the NielsenIQ News Center: https://nielseniq.com/global/en/news-center/diversity-inclusion/

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