Managing Director, Mid Market Sales, Asia

Company Description

At Nielsen, we are passionate about our work to power a better media future for all people by providing powerful insights that drive client decisions and deliver extraordinary results. Our talented, global workforce is dedicated to capturing audience engagement with content - wherever and whenever it’s consumed. Together, we are proudly rooted in our deep legacy as we stand at the forefront of the media revolution. When you join Nielsen, you will join a dynamic team committed to excellence, perseverance, and the ambition to make an impact together. We champion you, because when you succeed, we do too. We enable your best to power our future.

Job Description

DEPARTMENT SUMMARY

• Drive strategic engagement within the client Media Sales Group (MSG) for each segment, building go-to-market strategies and client-specific account plans to expand our business with existing clients, sharing best practices across client vertical sales teams, and driving country-specific engagements and contracts for local customers;
• Teams’ objectives will be revenue growth and product penetration within each MSG;
  
  

Position Summary

• Manage the Commercial team of 10 headcount across Asia to drive new business opportunities and develop strategic engagement within each Audience Measurement MSG sales teams of Mid Market Sales;
• Develop country-specific synergies across verticals to establish Nielsen as the go-to brand within the industry and with external stakeholders;
  
  

Key Responsibilities

New Business Development

• Develop monthly / quarterly / annual sales plans to Identify growth opportunities with existing and new client groups;
• 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 verticals for support with identifying opportunities and converting the sale;
• Senior leadership involvement with proposal and pitch development;
  
  

Sales Strategies

• Prepare and analyze weekly / monthly / quarterly / annual sales reports (SalesForce and others) to develop realistic and achievable sales pipeline 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 enhances existing client relationships and actively support client requirements across the industry;
• Drive marketing, 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 to 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

• Lead, direct, and evaluate direct reports and their team members to align on overall business strategies and achieve sales goals at country level;
• 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;
• Breaking down internal silos to facilitate a cohesive, efficient and profitable business unit;
• Represent the Nielsen brand within the industry and external stakeholders;
• Part of the Nielsen Regional and Local Executive Team and be involved in decision making regarding the successful running of our local business;
  
  

KEY STAKEHOLDERS & INTERFACE

Internal

• Global / Regional Executives
• Global / Regional Commercial Leads
• Corporate Functions including Finance and Human Resources
• General Associates
  
  

External

• Clients
• Vendors
• Legal Representatives
  
  

Qualifications

EXPERIENCES & QUALIFICATIONS

• More than 10 years of commercial leadership, solution sales and sales skills, running a large team with full P&L responsibility;
• 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 teams that have driven excellent business results while navigating difficult situations such as market challenges, cultural change, and business integration;
• Experience of working successfully within a ‘matrix’ style environment;
  
  

Competencies & Skills

• Strong understanding of business performance measures and corporate financials;
• 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;
  
  

KEY PERFORMANCE INDICATORS / MEASURES

• Achievement of sales operating plans;
• New business development;
• Customer retention;
• Team attrition rate;
• Development of team members;
  
  

Additional Information

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