Senior Manager/ Associate Director, Strategic Analytics & Insights - Sales (CMI background)

Success will require

• 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 skill

• Very good client-facing and communication/presentation skills

• Good knowledge on market research

• 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
  
  

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 T&D industry, understanding how 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 NIQ portfolio and interconnectedness of different solutions.
  
  

Understanding Client Needs

• Has a deep understanding of customer business and can reframe and challenge the way customers view their businesses

• Has a deep understanding in market research and how NIQ solutions support our clients’ business growth

• Available during final presentation of results to ensure client satisfaction, actionable recommendations and additional opportunity detection
  
  

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 Nielsen’s IQ and competitor offer.

• Comfortable negotiating with senior clients and knows what levers to use. Clearly links the value of NIQ products and solutions with the price to overcome objections. Pre-empts stakeholder objections and pushes the client to a favorable outcome.
  
  

Team Management and Collaboration

• Relentless curiosity to learn from & share with peers from APAC markets and beyond

• Works continuously with CBPs, Commercial Leaders, PL, Delivery COE team & other 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

• 5+ years of experience in market research agency. Relevant experience in FMCG Industry and Consumer Behavior Insights.

• Bachelor's Degree

• Good knowledge of NIQ products, services and data preferred

• Digital knowledge, Salesforce

• Excellent business English (+ local language), both verbal and written

• Proven sales acumen

• Excellent problem solving skills, solution oriented and good analytical skill

• 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

• Ability to communicate in local language is preferred