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ABOUT THE ROLE
Responsible for managing/account for revenue and profit & loss of the Agencies & Advertisers MSG at the country level, leading a team in new business development, client engagement for renewals, and developing sales strategies to ensure continuity of sales pipelines, as part of the global strategy towards building Nielsen ONE in the markets.
May require to lead, direct, and evaluate direct report/s to align on overall business strategies and achieve sales goals at the country level.
ROLE RESPONSIBILITIES
- New Business Development
- Develop monthly/quarterly/annual sales plans to Identify growth opportunities with existing and new client groups
- Deliver agreed quarterly / annual sales targets through new business development
- Partner and develop with the Marketing team an annual media plan that helps to promote Nielsen as a brand to drive a high number of sales leads
- Build internal relationships across business units and MSGs for support with identifying opportunities and converting the sale;
- Senior leadership involvement with the proposal and pitch development
- Sales Strategies
- Prepare and analyze weekly/monthly/quarterly/annual sales reports (SalesForce) to develop realistic and achievable sales pipelines and strategies to meet agreed sales targets
- Support with developing and implementing competitive sales pricing and marketing
- Develop and manage mid to long-term strategies that enhance existing client relationships and actively support client requirements across the industry
- Drive marketing, and roll-out strategy for new product introductions to the industry
- Client Engagement
- Develop strong and trust-based relationships with clients and key stakeholders in the industry
- Work with the Nielsen teams to ensure they are deployed to maximum effect on the Nielsen accounts to drive retention and potential upselling opportunities
- Develop a solid working understanding of Nielsen Audience Measurement solutions along with other relevant Nielsen products to offer clients a holistic set of insights
- Create and deliver clear, concise and compelling internal and external client presentations (proposals/solutions)
- Bring the different media solutions and teams together for one impactful Nielsen story for clients
- Collaborate with regional/ global commercial, product and marketing teams to ensure the right portfolio is available to clients in the near and medium term
- Identifying and managing mutually beneficial opportunities to partner with the client
- Provide feedback to product and operational teams regarding service developments to meet your client’s needs;
- Monitor and encourage greater usage of Nielsen solutions in client
QUALIFICATIONS & SKILLS
- Bachelor’s Degree or above in Business, Marketing, or Communications.
- Min 8-10 years or above of media experience, preferably in sales or marketing roles from the media agencies or advertisers industry, with sound knowledge and understanding of research, media, advertising and/or marketing in the Malaysia market
- Exposure and strong network within the media, agencies or advertisers industry
- Demonstrated experience in developing strategic sales plans, and executing them successfully at country level
- Demonstrated leadership credentials by leading a team to drive desired business results an added advantage, while navigating difficult situations such as market challenges, cultural change, and business integration;
- Experience in the consultative selling process, including pre-call discovery and setting appointments, drafting proposals, presenting the solutions & closing the deal.
- Experience of working successfully within a ‘matrix’ style environment is a plus;
- Experienced in Salesforce tool and any Nielsen Audience Measurement products an added advantage.
- Equipped with a sales hunter mindset to drive new business development with the aim to achieve or exceed set sales targets;
- Team player with the ability to inject positive energy and a can-do attitude to the team/s.
- Commercially astute – especially in proposing and negotiating solutions
- Strategic thinking, analytical and logical reasoning skills
- Well-organized with the ability to plan and prioritize
- Proficient in Google Suite Applications – Gmail, Google Docs, Google Slides, etc
- Strong interpersonal skills with a collaborative mindset to work well with others
- Good communication in English, both written and verbal.
- #LI-LV1
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