Director, Sales; Emerging Brands or OTC

Company Description

- Vertical assignments include Emerging Brands or OTC.

* US role--Must be in the US at the time of application to be considered.
** This is a commission-based selling role that offers a base compensation in addition to a sales-based incentive tied to annual revenue generation versus target.

This role is accountable for overseeing a segment of Nielsen

IQ North America Strategic Analytics & Insights (SA&I) end-to-end sales process across our entire SA&I portfolio which includes Consumer Behavior & Insights, Innovation, Brand & Media, and Analytics & Activation solutions. This entails creating a portfolio level strategy that focuses on retention and growth across a common set of clients and executing through other critical sales processes including prospecting, value creation, user persona penetration and deal conversion.

The Director, SA&I Business Partner, is also accountable for driving an active sales pipeline with consistent management to OP attainment.

• Own overall SA&I revenue target/quota for given portfolio
• Take the initiative to identify and capitalize on new sales opportunities
• Clearly and convincingly articulate SA&I offerings and value proposition, matching them with relevant client business challenges/KPIs
• Strong ability to overcome objection handling and navigate resistance from both current and prospective clients
• Have a deep understanding of client business strategy with the ability to effectively communicate to cross-functional partners, and be a catalyst for action and sales conversion
• Create and activate holistic annual client strategies and account plans for strategic clients (including financial forecasting, pipeline management, broader NIQ/Account Lead collaboration)
• Thoroughly understand client, market and competitor dynamics funneling strengths and opportunities to senior leadership
• Identify incremental SA&I business growth opportunities, including additional revenue streams for deeper/more consultative engagement
• Represent all SA&I services and practice areas in a solution-agnostic manner with a keen focus on total portfolio across your assigned client base
• Own SA&I response for the following:
  • First time service use and/or large/complicated study designs
    
    Cross-specialty area proposals
  • RFP's
• Lead T2T client meetings, with goal of penetrating C‑Suite portfolio wide
• Drive sales strategy at your portfolio including awareness generation and ongoing engagement leveraging CRM tools, thought leadership, and other activities
• Personally deliver thought leadership
• Maintain product/technical knowledge by participating in learning workshops/sessions
• Ability to drive sales maintaining a long‑term perspective to maximize overall revenue generation while being able to generate short‑term results
• Partner closely with NIQ Account Lead and Practice Area teams on strategy Empfehlungen, joint‑selling, and potential Literal RFP responses where applicable
• Effectively manage SA&I or NIQ client funds and ensure their timely usage for SA&I products

• 7-10 years of direct sales experience developing new business and revenue streams
• 7-10 years of market research experience selling to the FMCG industry
• Entrepreneurial mindset, creative thinking, and a passion for building strong relationships and finding mutually beneficial outcomes
• Experienced in collaborating with and selling to C‑level executives
• Strong strategic prospecting and new business development skills
• Strong oral and written communication skills--able to communicate information with clarity and precision across all levels of the organization
• Strong interpersonal skills and ability to develop effective relationships with internal and external stakeholders
• Operate independently with a strong entrepreneurial and growth mindset, while excelling in collaborative مرتب team environments
• Bachelor's degree required; MBA a plus
• Strong analytical aptitude
• Proven experience at successfully meeting high sales revenue targets

• Comprehensive healthcare plan (medical, Rx, dental and vision)
• Flexible spending accounts and Health Savings Accounts (including company contributions)
• Life and AD&D insurance
• 401(k)…