Position Summary
- Part of the Commercial Team that is responsible to manage / account for revenue and profit & loss of the Broadcasters & Publishers accounts in the Philippines, e.g. new business development, client engagement for renewals to ensure continuity of sales pipelines, as part of the global strategy towards building Nielsen ONE in the markets.
Key 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;
- Sales Strategies
- Prepare and analyze weekly / monthly / quarterly / annual sales reports (SalesForce and/or others) to develop realistic and achievable sales pipeline and strategies to meet agreed sales targets;
- Support with developing and implementing competitive sales pricing and marketing;
- 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;
- 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 clients.
Experiences & Qualifications
- Bachelor’s Degree or above in Business, Marketing, or Communications.
- Minimum 2-4 years or above of media experience, preferably in sales or marketing roles from the media or TV broadcasting industry, with sound knowledge and understanding of research, media, advertising and/or marketing in the market;
- Exposure and strong network within the media, broadcasting and publishing industry;
- Experience in 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.
Competencies & Skills
- 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
- Analytical and logical reasoning skills
- Well organized with the ability to plan and prioritize;
- Resilient, persuasive and self motivated
- High-level accuracy and attention to detail
- Proficient in Google Suite Applications – GMail, Google Doc, Google Slides, etc;
- Strong interpersonal skills with a collaborative mindset to work well with others;
- Good communication in English, both written and verbal.
Key Performance Indicators/Measures
- Sales Activities
- # of Outreaches (calls, emails, socials);
- # of Opportunities created;
- Pipeline Building & Pipeline Health
- % Pipeline coverage vs Target;
- Pipeline probability % movements week-on-week;
- Conversion rate
- Revenue Target
- $ Bookings/closed deals across new clients, upsell and cross-sell;
- $ Renewals among existing clients;
- % achievement against Revenue target.
ABOUT NIELSEN
As the arbiter of truth, Nielsen Global Media fuels the media industry with unbiased, reliable data about what people watch and listen to. To discover what’s true, we measure across all channels and platforms—from podcasts to streaming TV to social media. And when companies and advertisers are armed with the truth, they have a deeper understanding of their audiences and can accelerate growth.
Do you want to move the industry forward with Nielsen? Our people are the driving force. Your thoughts, ideas and expertise can propel us forward. Whether you have fresh thinking around maximizing a new technology or you see a gap in the market, we are here to listen and act. Our team is made strong by a diversity of thoughts, experiences, skills, and backgrounds. You’ll enjoy working with smart, fun, inquisitive colleagues, who are passionate about their work. Come be part of a team that motivates you to do your best work!
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