Key Accountabilities
In this Strategic Leadership role, you will be responsible for the development of NielsenIQ Strategic Analytics & Insights (SA&I) business at cluster/market level, driving profitable revenue growth, representing VOC and creating awareness of the broader SA&I portfolio. You will lead the local market team of SA&I Business Partners, work closely with the regional Practice Area leaders and regional Vertical leaders, and set a strategy that focuses on account retention, growth and acquisition. This role is also accountable for accurately managing an active sales pipeline and coaching the specialty seller team to better results by leveraging multiple sales drivers such as prospecting, campaigns, and other account engagement tools.
Core Responsibilities
Profitable revenue growth
- Own SA&I revenue and cost OP, driving long term profitable growth.
- Develop sales plans and strategies to achieve sales goals in collaboration with each regional cluster leader.
- Manage sales team pipeline and assist in closing deals through strategic intervention.
- Set quarterly and annual sales quotas.
- Provide detailed sales forecasting on a monthly basis
- Own client-level annual operational (OP) planning inputs with the team at the account/geo level with Region Lead and Regional Cluster leaders input.
- Create sales reports and provide feedback to senior team and region leaders.
- Drive sales maintaining a long-term perspective to maximize overall revenue generation while being able to generate short term results.
- Ensure the team is scoping projects responsibly that meet SAI profitability guidelines
- Partner closely with Region Leader/Delivery to align on goals and strategy and drive shared accountability for revenue targets.
- Implement annual pricing increases and influence price-setting for new services.
- Advise on RFPs
- Ensure NIQ fund usage
- Be a NIQ relationship driver. Liaise with local NIQ sales leaders on joint business planning, regional commercial efforts, and SAI product pushes.
Voice of client
- Maintain & develop the commercial relationship to clients within the region
- Monitor the market and competitor products and activities
- Review customer activity and anticipate prospecting needs.
- Establish and maintain senior level key prospect/client relationships
- Provide input for product development and prioritizations based on client feedback, RFPs requirements, competition analysis and market trends. Collaborate with Client Advisory Boards and Internal Advisory Board to capture needs and get early feedback on our mid / long term product roadmaps.
People management
- Recruit and hire sales staff.
- Motivate the sales teams to achieve their goals
- Work with training team and peers to develop sales training content and protocols.
- Ensure internal processes are followed, including adherence to tracking customer and transactional information in CRM system and other sales and operational processes.
