Job Description

About this job

Leads sales efforts for a Price & Promotion solutions within the Analytics practice and is responsible for the commercial plan development and execution. Key priorities include:

• Driving full sales cycle: expanding business with the existing/new client portfolio (selling new / renewing existing contract), proactively identifying sales opportunities based on client strategic priorities and networking in close alignment with CBPs
• Drive the penetration and adoption of the new Price & Promo software (Curve) in a subscription model
• Close collaboration with Delivery COE team to drive seamless delivery to clients.

Earning Client Trust/Building Relationships

• Build and maintain strong networking and C-suite engagement with key players & Sales personas (Key accounts, Sales leaders, RGM leaders) 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 Pricing 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, promotions & Revenue Growth Management 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 towards sales targets, has visibility of all opportunities and risk, ensures tight pipeline and proposal tracking systems.
• Comfortable negotiating with senior clients and knows what levers to use. Clearly links the value of NielsenIQ's Pice & Promo 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
• 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.

• 5+ years of experience in CPG Sales, Trade Marketing, Key Account, Revenue Growth Management, Category Management.
• Bachelor's Degree
• Knowledge in sales processes in CPG companies, customers, modern and traditional market.
• Good knowledge of NielsenIQ products, services and data preferred
• Digital knowledge , Salesforce
• Excellent business English (+ local language), both verbal and written
• Proven sales acumen
• Strong analytical skills
• Expertise in (application of) one of NielsenIQ solutions in Analytics is a plus

About NielsenIQ

NielsenIQ is a global measurement and data analytics company that provides the most complete and trusted view available of consumers and markets worldwide. We provide consumer packaged goods manufacturers/fast-moving consumer goods and retailers with accurate, actionable information and insights and a complete picture of the complex and changing marketplace that companies need to innovate and grow. Our approach marries proprietary NielsenIQ data with other data sources to help clients around the world understand what's happening now, what's happening next, and how to best act on this knowledge. We like to be in the middle of the action. That's why you can find us at work in over 90 countries, covering more than 90% of the world's population. For more information, visit www.niq.com.

NielsenIQ is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity/Affirmative Action-Employer, making decisions without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, marital status, protected veteran status or any other protected class.