Partner Hunting Lead at Nielsen

Job Description

ABOUT THE JOB

Traditional Trade Reinvention (TTR) is one of the most strategic programs in NielsenIQ. Today the majority of the data collection in Traditional Trade channels happens manually, where an auditor visits the store & spends a few hours to a few days to collect data that gets used for the retail measurement products. The goal is to ensure 80% of this manual collection is converted to a digital data source through partnerships with POS hardware & software companies, payment gateways, data aggregators, etc. where the data starts coming directly from their system. 

This role is responsible for the identification, discussion, negotiation & conversion of these partnerships for South Africa. So this is a very critical role since this is the starting point for the NielsenIQs TTR journey.

RESPONSIBILITIES

This will be a Sales / Business Development kind of role. Responsibility will be to generate leads through internal databases, desk research as well as retail events. Once the lead is established, identify the right senior contact within the partner organization to take the discussion forward, work closely with the Data Strategy team to get the right offers in front of the partner, negotiate & convert the partnership. 

• Work closely with the Data Partnership Strategy team & regional TTR PL to understand the product road map and ensure vendor sourcing plans are in sync

• Work with Data Partnership Strategy Team & regional TTR PL on channel level plans and ensure alignment on targeted # of stores & channel types for the country’s vendor needs

• Ongoing lead generation of POS providers, Data Aggregators, Promo companies & other edata providers through- RES, google search, referrals, networking

• Establish contact with the right person within these companies with data partnership decision-making powers

• Pitch Nielsen’s eData vision, our plans  & initiate further discussions with these companies

• Work with Data Partnership Strategy team to get NDA, store count estimates  & other initial set up in place

• Facilitate further discussions with the vendor through stages of - testing, coding, data corrections & aligning final usable store counts, rope in internal stakeholders as needed

• Drive discussions with the Data Partnership Strategy team to craft a lucrative offering for the vendor, negotiate the deal, business case approval & contracts

• Ensure smooth handover of the vendor to eData & internal teams post-contract

• Identify vendors with the scope of partnering & expanding footprint within & across countries

• Work with Data Partnership teams to create expansion plans, offering & investment asks

• Negotiate the expansion deals & ensure execution

• Participate in Retailer & Retail Tech events to showcase TTR plans & NIelsenIQ eData vision

• Launch Social Media campaigns to showcase TTR plans & NIelsenIQ eData vision

ABOUT YOU

Strong sales/business development acumen. Someone who is great at networking & closing deals. Ideally, someone with strong FMCG / Retail experience will be great. But someone with very strong BD skills & comes from Retail Tech or Saas Sales kind of background will also be considered

QUALIFICATIONS

• 8-10 years of experience in sales & business development

• Operates well with stakeholders across teams. Is a great team player

• Understands lead generation as well as deal conversion tactics well

• Ideally from FMCG or Retail background, if not then 2nd choice will be folks from Retail Tech or SaaS sales background

• Operates independently, while knowing when & how to escalate for support

• Great communication skills & strong accountability in terms of owning the TTR store conversion number for the country

• Is confident directly working with Band 2 & 3 level leaders within the company

• Collaborative & operates well in a slightly unstructured team that is in evolution stage right now