Director, New Business (audience Measurement, India)

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 Be wholly responsible for driving $2M in new logo sales within the next 12 months, by developing a pure hunter focus across all relevant vertical sectors in India, targetting the top 200 advertisers, major agencies & publishers as well as new platforms not already in our client roster. 

This is a pure hunter role, with 50:50 compensation (Sales Incentive plan based) for a sales professional with at least 12 years of experience in driving business within the media industry

ROLE RESPONSIBILTIES

• New Business Development

• Develop monthly/quarterly / annual sales plans to Identify growth opportunities with existing and new clients;

• Deliver agreed quarterly / annual sales targets through new business development;

• Build internal relationships across business units and verticals for support with identifying opportunities and converting the sale;

• Senior leadership involvement with the proposal and pitch development;

• 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;

• Client Engagement

• 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;

• 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

• Lead, direct, and evaluate direct reports and their team members to align on overall business strategies;

• Manage and develop direct reports to serve as a coach/mentor with aim to develop future leaders;

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

• Part of the Nielsen Local Executive Team and be involved in decision-making regarding the successful running of our local business.

QUALIFICATIONS & SKILLS

• 10+ years of experience in the research industry in good experience in commercial leadership, solution sales and sales skills, and running a team;
• Strong and demonstrable expertise in Brand and Adhoc research, as related to the Technology sector
• Advanced knowledge and understanding of research, media, advertising and/or marketing in the India market;
• Demonstrable experience in developing strategic business plans, and executing them successfully;
• Demonstrated leadership credentials by leading the team to drive excellent business results while navigating difficult situations such as market challenges etc.
• Experience of working successfully within a ‘matrix’ style environment;
• Meticulous with strong attention to detail;
• Possess leadership style that promotes ongoing growth and development opportunities for the team
• Team player with the ability to enable and encourage others within the team
• Commercially astute – especially in proposing and negotiating solutions
• Ability to understand, interrogate and translate complex business issues
• Strategic thinking, analytical and logical reasoning skills
• Result oriented, working with the end in mind;
• Resilient, persuasive and self-motivated
• High-level accuracy and attention to detail
• Strong written and verbal communication/presentation skills in local and English languages
• Strong interpersonal skills with a collaborative mindset to work well with others;