Director, Business Development, Media Effectiveness

Kantar•Atlanta, NY

9d•Onsite

About The Position

This role is responsible for generating sales revenue and identifying prospective client business needs across Media Effectiveness solutions to new and existing Media or Agency clients that enhances coverage of our growth targets through consultative selling and negotiating. A successful candidate will need to be equal parts technical, product, media, client & program leadership savvy– and have experience leading media/ data relationships, results focused with a passion for developing positive relationships with clients and a firm understanding of the Digital Market Research space.

Requirements

8+ years of quota-carrying sales experience in analytics, insights, and media solutions; selling to marketing decision makers
A hunting mentality with experience selling complex media solutions while consistently hitting goals/quotas
Media or Agency knowledge – know how publishers or agencies work, how their business operates day to day for their clients and who the strategic decision makers are.
Demonstrated ability to translate sophisticated concepts into concise, insightful messaging
Excellent commercial competence, presentation, and communication skills (verbal and written) with strong interpersonal and negotiation skills
Highly motivated, self-starter, driver of change and transformation
Shown cross portfolio collaboration
Strong understanding of Cross Media analysis, Advertising Effectiveness Measurement, Media effectiveness analysis, Copy Testing, Ad Sales targeting, Advanced Analytics and Brand Equity analysis.
Deep knowledge of the media planning ecosystem, including digital marketing, mobile, programmatic and social media

Responsibilities

Identifies new business opportunities using personally established network, existing knowledge of the market research landscape, and conducting analysis of marketplace data
Responsible for all aspects of the sales process, from prospecting to qualification to closing
Maintains sales pipeline, forecasts revenues, and provides regular activity reports to management; uses internal systems (Salesforce, Maconomy, etc) to track sales activity
Leads RFP and proposal development process, including collaborating with internal teams, coordinating client timelines, developing pitch and proposal collateral that resonates and tells a differentiated story
Plays a lead client-facing role from initial outreach through final proposal presentation
Conducts client meetings to build and maintain high levels of customer satisfaction across all products
Present complex sales presentations to senior level players in the industry with ease
Think strategically how we can grow existing clients with new solutions or unique ways to answer the client’s questions
Stay ahead of the evolving digital landscape and how changes will impact measurement needs, and reports back to the organization on points of differentiation
Develop a deep understanding of how our products and solutions fulfills client needs and fit into their planning, management, and decision workflows
Understands financial implications (gross margin, job profit, operating profit, forecasting, pipeline management) and negotiate pricing with a client/decision maker directly