The Mid-Market Sales Team will drive significant growth for Nielsen’s Audience Measurement business through the high-growth mid-market client segment by being the:
1) High growth revenue generation sales engine to sell to existing small-to-mid scale accounts and prospects across client segments;
2) Talent development engine to hire, cultivate and develop sales talent to be the next generation sales force;
3) Incubator for best in class mid-market sales capabilities with global standardization and a consistent operating model with regional ownership.
The Mid-Market Sales Senior Manager will gain experience in a client-facing role and deepen his/her understanding of Nielsen Audience Measurement products and capabilities. The associate will develop internal partnerships by working with Asia vertical sales teams and other Asia Mid-Market Sales associates to share best practices.
Responsibilities
- 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;
- 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
- Manage a team of 2-3 associates for MMS Korea;
- 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
- Required to have fluent skills in Korean (written and spoken)
- Bachelor’s Degree in Business, Marketing, Finance or related field or relevant sales/business experience;
- 5+ years relevant working experience in the Media/ Advertising/ Sales environment;
- Knowledge of Nielsen as a business and its products, services, and offerings - preferred;
- Track record of performance with discipline in sales prospecting activities;
- 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., Zoominfo), 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
- 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.
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.
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