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DEPARTMENT SUMMARY

Nielsen, the global leader in third-party media and digital advertising measurement, has a strong focus on Japan as a key market for our Audience Measurement business in Asia. Working with all key stakeholders in the Media Industry—Advertisers, Agencies, Broadcasters, Publishers, and Digital Platforms—Nielsen is a trusted provider of Media currencies and Insight data that powers transactions across the Media ecosystem. Nielsen has a strong digital measurement footprint with future introductions of new global solutions in Cross-Media measurement planned.
 

POSITION SUMMARY

This is a crucial role within the Audience Measurement Mid Market Sales team focused on driving business development and fostering relationships with a diverse range of media partners, including creative agencies, broadcasters, publishers, platforms, and direct advertiser relationships.

As a business development senior manager (Hunter), you will drive sales within the Japan market by achieving quarterly sales targets, driving the revenue pipeline, developing long-term strategic partnerships, and closing sales. You will also develop complex go-to-market plans for specific prospects while working within a matrixed structure.
 

KEY RESPONSIBILITIES

1. New Business Development

• Develop monthly, quarterly, and annual sales plans to identify growth opportunities with existing and new client groups.
• Deliver agreed quarterly and annual sales targets through proactive new business development.
• Partner with the Marketing team to develop an annual media plan that promotes the Nielsen brand and drives sales leads.
• Build internal relationships across business units and verticals to support opportunity identification and sales conversion.
• Leverage senior leadership’s involvement in proposal and pitch development.

2. Sales Strategies

• Prepare and analyze regular sales reports (Salesforce and others) to develop realistic sales pipelines and achievement strategies.
• Support the development and implementation of competitive sales pricing and marketing.
• Develop and manage mid-to-long term strategies that enhance client relationships and support industry requirements.
• Drive marketing and roll-out strategies for new product introductions to the industry.
   

3. Client Engagement

• Develop strong, trust-based relationships with clients and key industry stakeholders.
• Collaborate with internal Nielsen teams to maximize account effectiveness, driving retention and upselling opportunities.
• Maintain a solid working understanding of Nielsen audience measurement and relevant products to offer holistic insights.
• Create and deliver clear, concise, and compelling internal and external client presentations and proposals.
• Bring different media solutions and teams together into one impactful Nielsen story for clients.
• Collaborate with regional and global commercial, product, and marketing teams to ensure the right portfolio is available.
• Identify and manage mutually beneficial partnership opportunities with clients.
• Provide client feedback to product and operational teams regarding service developments.
• Monitor and encourage greater usage of Nielsen solutions among clients.

4. Leadership

• Deliver financial results by driving and championing a client-centric sales mindset within the organization.
• Break down internal silos to facilitate a cohesive, efficient, and profitable business unit.
• Represent the Nielsen brand within the industry and to external stakeholders.
   

KEY STAKEHOLDERS & INTERFACE

• Internal: Audience Measurement Commercial Teams (including 10 MMS Asia colleagues), Customer Experience, Product, and Finance/Revenue Controller teams.
• External: Mid Market Sales clients, C-Suite Executives at client organizations, industry bodies in Japan, and day-to-day contacts across client Insights, Measurement, Data Partnerships, and Sales teams.

Required Experience & Knowledge

• 6+ years of experience in solution sales with high-level sales skills.
• Prior experience working with large advertisers in Japan, with established industry contacts at both Agencies and Advertisers.
• Advanced knowledge of research, media, advertising, and/or the marketing industry.
• Basic knowledge and understanding of market research.
• Demonstrable experience in successfully developing and executing strategic business plans within a "matrix" style environment.

Competencies & Tools

• High communication and interpersonal skills with a collaborative mindset.
• Ability and confidence to develop relationships with C-Suite executives.
• Well-organized with the ability to plan, prioritize, and operate with meticulous attention to detail.
• Proficient with CRM tools: Salesforce is a must; LinkedIn Sales Navigator and SalesLoft are a plus.
• Experience with Google Suite Applications (Gmail, Google Docs, Google Slides, etc.).
   

KEY PERFORMANCE INDICATORS / MEASURES

• Primary metric: Delivery of Revenue on Hand versus Quarterly Sales Targets.
• Assessment of the approach to building a healthy Revenue pipeline and conversion plan.
• Customer retention rates.
• Active collaboration and partnership with peers across the Mid Market Sales Asia team and the broader Audience Measurement team.

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