Senior Manager

Roles & Responsibilities

Leads sales efforts with key clients in the region, for a solution or group of solutions (P&P, A&M, RTM, MMM) within the Advanced Analytics business and is responsible for the commercial plan development and execution. Key priorities include:

• Build and grow the relationships and business size with the Clients by the systematic networking, proactively identifying sales opportunities based on client strategic priorities and expanding business with the existing client portfolio (selling new / renewing existing contracts)
• Close collaboration with the Delivery COE team to drive seamless delivery to clients.

Success will require:

• Strong sales leadership including prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting, and discussing solutions with key personas on client side
• Ability to build enduring relationships with the client – 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

Core Job Responsibilities:

Earning Client Trust/Building Relationships

• Build and maintain strong engagement with client’s key Marketing and Sales personas.
• 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 NIQ 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

• Able to identify and clearly deliver the value of certain solutions to the client stake holders.
• Follows and own the sales/negotiation process – follows the commitments, building the clear comprehensive proposals, timely follow-ups etc.
• Comfortable negotiating with senior clients and knows what levers to use. Clearly links the value of NielsenIQ 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 for the responsibility area (group of clients/solutions) – provides clear estimations and forecast of the revenue results for short/mid/long term.

Team Management and Collaboration

• Relentless curiosity to learn from & share with Analytics peers from own market and beyond
• Works continuously with CBPs/ADs, Commercial Leaders, PL, Delivery COE team & other Analytics teams 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.

Requirements

• 6+ years of experience in CPG Sales, Trade Marketing, Retailer - Key Account, Merchandising.
• Bachelor's Degree
• Knowledge of sales processes in CPG companies, customers, and modern and traditional markets.
• Good knowledge of NielsenIQ products, services, and data preferred
• Digital knowledge, Microsoft Dynamics
• 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

About you

• Passionate and knowledgeable about CPG industry and how marketing/sales work
• Committed to professional excellence – externally with clients and internally in the organization
• Highly disciplined and rigorous in planning and execution
• Positive and high energy with clients and internal teams
• Ability to learn continuously on multiple fronts (products, clients etc.)
• Comfortable with a full sales cycle from planning and forecasting to closing