Job Description
Earning Client Trust/Building Relationships
• Build and maintain strong networking engagement with key players & Sales personas (Key account managers, Brand managers, Sales managers, Category heads) 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 CPG and Retail industry, understanding how trade and business needs are changing and how NielsenIQ Analytics solutions can help solve client business issues.
• Responsible for developing case studies & client testimonials.
• Full understanding of NielsenIQ Analytics portfolio and interconnectedness of different solutions.
Understanding Client Needs
• Has a good understanding of customer business around Pricing/Promotions, Route to market and Assortment aspects and can reframe and challenge the way customers view their businesses
• Available during 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 towards sales targets, has visibility of all opportunities and risk, ensures tight pipeline and proposal tracking systems.
• Comfortable negotiating with mid level client stakeholders or procurement teams and knows what levers to use. Pre-empts stakeholder objections and pushes the client to a favorable outcome.
Planning and Forecasting
• Supports their line manager in development and execution of the business plan across their client portfolio: financial target/proposal submission/revenue on hand/pipeline for its group of clients/solutions.
• Joint accountability with line manager for business planning and implementation. Tracks the financial performance of clients.
• Demonstrate keen eye for tracking client budgets and pursuing opportunities
Team Management and Collaboration
• Relentless curiosity to learn from & share with Analytics peers from Middle East Africa markets and beyond
• Works continuously with Commercial peers, PL, Delivery COE team & other Analytics leaders to ensure that leads and opportunities are picked up, pertinent information about clients is shared and the relevant people are consulted and/or informed of key activity on an account
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