Senior Manager, Account Development at Nielsen

Job Description

• The Senior Account Development Manager is responsible for driving sales and renewals across the NielsenIQ suite of products and ensuring effective account planning and management across an assigned client portfolio.

Responsibilities

Business Development

• Achieve revenue, profitability, quality, speed of delivery, productivity and client satisfaction targets as well as other related business development objectives as assigned
• Own pre-planning for contract renewal
• Proactively expanding client network,building and owning local customer relationships,
• Owns prospecting and identification of local selling opportunities for the generalist product set
• Conduct thorough business development processes to identify incremental revenue opportunities from new clients, beyond the base
• Develop and execute pricing strategy and lead negotiation process for generalist product set (for ad hoc sales / yearly contract renewals)
• Build proposals, align stakeholders and gain support, and create and deliver client presentations in collaboration with technical expertise of product specialists for the generalist product set
• Bring in the right sales and product specialists and customer success resources to support local accounts; Orchestrate local client relationships across roles
• Contribute to the short-term strategies and business plans for the growth of Business Unit based on global and regional / sub-regional directions
• Provide continuous feedback on competitive activities within assigned clients
• Owning the forecasting and achievement of revenue targets for your client portfolio

Financial Management

• Achieve revenue, profitability, quality, speed of delivery and productivity targets as well as other related business development objectives as assigned
• Ensure local business strategies are implemented according to regional / sub-regional directions in order to meet the financial and business objectives of the division
• Monitor the actual financial performance against budget/forecast and ensure the implementation of appropriate actions that will lead to the achievement of the financial targets
• Ensure proper pricing and contracts are completed and approved according to company's policies and guidelines

Client Servicing

• Implement Joint Business Plans (JBPs) that will contribute to maximum client satisfaction and ensure continuous profitable and business growth
• Partnering with Global Account Development and Customer Success to develop and execute Account Plans and JBPs
• Lead all commercial aspects with the primary responsibility of expanding our scope of influence with clients across a wider range of products and with greater depth of involvement
• Foster relationships at all levels and functions of the client organization to identify opportunities for incremental product/solution sales
• Ensure adherence to the company policies on business conduct/ethics when servicing clients are being observed by the entire division

Product Enhancement:

• Identify the client needs: situation/competitor assessment, need assessment, potential solutions
• Participating in creation of the PE plan & timeline: communicating the voice of client
• Develop the pricing proposal & commercial approach with the RI Leader
• Support the proper communication of the new product and its benefits with clients

Organizational Management and Development

• Participate in local and cluster initiatives as part of continuing leadership development
• Work across functional business units to support organizational initiatives and business needs
• Promote inter-departmental and inter-divisional communications and teamwork
• Bring in the right sales and product specialists and customer success resources to support local accounts; Orchestrate local client relationships across roles

Requirements

• Strong client-facing and communication skills
• Strong sales drive
• Strong understanding of the client’s needs
• Very strong business English, both verbal and written
• Numerical literacy
• Strong time management/project management skills
• Team player
• Capable of working as part of a team within a fast-paced, challenging and demanding environment whilst maintaining high standards
• Ideally experience in FMCG sector or equivalent with an appreciation of NielsenIQ products, services and data
• Previous account management experience a benefit

Qualifications

• Minimum Bachelor’s Degree is required, Master’s Degree is preferred
• Minimum 7 years of working experience in FMCG (retailer/marketing/sales) or research-related industry experience (insights/category/shopper/agency)
• Proven expert knowledge of the market research industry
• Strong commercial acumen with significant B2B sales experience
• Proficiency in using Microsoft Office and good analytical skills
• Exceptional client management and negotiation skills
• Fluent in English written and verbal communication skills