At Nielsen, we are passionate about our work to power a better media future for all people by providing powerful insights that drive client decisions and deliver extraordinary results. Our talented, global workforce is dedicated to capturing audience engagement with content - wherever and whenever it’s consumed. Together, we are proudly rooted in our deep legacy as we stand at the forefront of the media revolution. When you join Nielsen, you will join a dynamic team committed to excellence, perseverance, and the ambition to make an impact together. We champion you, because when you succeed, we do too. We enable your best to power our future.
About The Role
- The Sales Manager will be responsible for
- Carrying quota and owning sales, end to end, to ~80 small and mid-sized existing clients and prospect Nielsen customers across verticals (e.g., advertisers, publishers, digital), generating up to USD50k per client in Nielsen revenue
- Create new pipelines through programmatic, high velocity, outbound prospecting activities (e.g. calls, emails, social outreach) to expand existing accounts and secure new logos
- Drive and enable renewals of existing clients
Key Responsibilities
- Sales activities
- Build and maintain strong relationships with clients through regular communication and follow-up
- Outbound prospecting and follow up on Marketing Qualified Leads (MQL) to generate pipeline
- Identify, qualify, prospect, and develop new client relationships and generate new sales opportunities Cross-sell and upsell to existing customers by identifying opportunities for additional products or services that align with their needs
- Manage sales process from prospecting, to negotiating and closing contracts
- Prepare and deliver contract proposals to new and existing customers, negotiating terms, and closing sales
- Answer client questions relative to product updates and product information effectively and in a timely manner
- Consistently meet revenue targets and activity KPIs
- Stay up to date on industry trends and developments
- Develop a solid understanding of Nielsen products and services to effectively position them to potential customers
- Operational activities
- Leverage CRM and other tech tools to track, execute and manage sales activities
- Have operational command of business
- Cross Functional activities
- Collaborate with other vertical Sales, Marketing, Revenue Operations, and Finance to deliver products, services, and drive client satisfaction.
Experiences & Qualifications
- Bachelor’s Degree in Business, Marketing, Finance or related field or relevant sales/business experience;
- 3-4 years of experience in high performing Mid-market Sales teams
- Knowledge of Nielsen as a business and its products, services, and offerings - preferred
- Track record of performance with discipline in sales prospecting activities
Competencies & Skills
- Strong business, media, technology and data acumen
- Proficient in digital marketing, understanding of web technologies, online / offline data sets and research methodologies
- Mid-market Sales tool proficiency - SAP/Salesforce, Sales prospecting tools (e.g., LinkedIn Sales Navigator), lead enrichment tools (e.g., Zoom info), Sales engagement tools (e.g., Outreach)
- Demonstrated willingness to learn and grow
- Good background of the industry and competitive landscape
- Exceptional strategic and analytical skills that enable informed, data driven business decisions and judgment
- Strong communication skills (verbal and listening), problem solving skills, and high emotional intelligence.
Key Performance Indicators & Measures
- Sales Activities
- Number of Outreaches (calls, emails, socials)
- Number 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.
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 take action. Our team is made strong by a diversity of thoughts, experiences, skills, and backgrounds. You’ll enjoy working with smart, fun, curious 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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