At Nielsen, we believe that career growth is a partnership. You ultimately own, fuel and set the journey. By joining our team of nearly 14,000 associates, you will become part of a community that will help you to succeed. We champion you because when you succeed, we do too. Embark on a new initiative, explore a fresh approach, and take license to think big, so we can all continuously improve. We enable your best to power our future.

　　ABOUT THE ROLE

　　Responsible for managing the account for revenue and profit & loss of the Broadcasters & Publishers 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.

　　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 and 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 others) 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 clients

　　Leadership: Manage and develop direct report/s to serve as a coach/mentor with an aim of developing future leaders

　　Deliver financial results by driving and championing a client-centric sales mindset within the team;

　　Breaking down internal silos to facilitate a cohesive, efficient and profitable business unit;

　　Represent the Nielsen brand within the industry and external stakeholders at the country level;

　　Part of the Broadcasters & Publishers MSG Regional Executive Team and be involved in decision-making regarding the successful running of our local business.

　　QUALIFICATIONS & SKILLS

　　Min 8-10 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 India market

　　Exposure and a strong network within the media, broadcasting and publishing industry are a MUST

　　Demonstrated experience in developing strategic sales plans, and executing them successfully at the country level

　　Demonstrated leadership credentials by leading a team to drive desired business results, 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 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

　　Possess a leadership style that promotes ongoing growth and development opportunities for the team

　　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;

　　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

　　Meet the revenue target

　　Renewal success rate

　　New business conversion rate

　　Accuracy and accountability in weekly/monthly/quarterly sales reporting

　　No. of client engagement, meetings & presentations.

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