Job DescriptionJob Purpose-Leads sales efforts with second and third tier clients for all in-store solutions (Census & Instore solutions Route To Market) within the Instore practice and is responsible for the commercial plan development and execution. Key priorities include:-Driving full sales cycle: expanding business with the existing client portfolio (selling new / renewing existing contracts), proactively identifying sales opportunities based on client strategic priorities and networking in close alignment with Account development teams , Proposals & contracts drafting as well as reflecting them on Nielsen's financial systems-Active penetration strategy within RMS clients- Client relationship building-Close collaboration with Delivery COE team to drive seamless delivery to clients and analyzing data that supports sales pitchingSuccess 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-Committed to personalization and consultative selling based on targeted content-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-Excellent at consultative selling- Ability to speak at external forums-Strong Collaboration and Networking skillsCore Job 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 FMCG and Retail industry, understanding how trade and business needs are changing and how Nielsen 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 Nielsen portfolio and interconnectedness of different solutions.Understanding Client Needs- Has a deep understanding of customer business around (tracking , distribution) and can reframe and challenge the way customers view their businesses- Clearly understands the needs of different persona's at the client end - Sales, Commercial Directors, Revenue Management, Category Management and Retailers and how a particular solution can deliver outcomes.- Leads 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 team towards sales targets, has visibility of all opportunities and risk, a tight pipeline and proposal tracking systems.- Comfortable negotiating with senior clients and knows what levers to use. Clearly links the value of Nielsen's Instore 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.- Takes overall accountability for business planning and implementation. Tracks the financial performance of clients.- Delivering Census / NSO data and Analyzing outcomes- Full accountability / execution of the financial cycleExperience and Knowledge Required:- 3-6 years of experience in CPG Sales, Trade Marketing, Retailer - Key Account, Merchandising.- Excellent English (+ local language), both verbal and written- French language to serve Francophone markets is a plus- Proven sales acumen- Strong analytical skills- Knowledge in sales processes in CPG companies, customers, modern and traditional market.- Digital knowledge- Expertise in (application of) one of NielsenIQ solutions is a plusAdditional InformationAbout NIQNIQ is the world's leading consumer intelligence company, delivering the most complete understanding of consumer buying behavior and revealing new pathways to growth. In 2023, NIQ combined with GfK, bringing together the two industry leaders with unparalleled global reach. With a holistic retail read and the most comprehensive consumer insights-delivered with advanced analytics through state-of-the-art platforms-NIQ delivers the Full View™.NIQ, is an Advent International portfolio company with operations in 100+ markets, covering more than 90% of the world's population. For more information, visit NIQ.com.Want to keep up with our latest updates?Follow us on: | | |Our commitment to Diversity, Equity, and InclusionNIQ is committed to reflecting the diversity of the clients, communities, and markets we measure within our own workforce. We exist to count everyone and are on a mission to systematically embed inclusion and diversity into all aspects of our workforce, measurement, and products. We enthusiastically invite candidates who share that mission to join us.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. Our global non-discrimination policy covers these protected classes in every market in which we do business worldwide.Learn more about how we are driving diversity and inclusion in everything we do by visiting the NielsenIQ News Center:NIQ or any of our subsidiaries will never ask you for money at any point of the recruitment or onboarding process.
