Director, Sales (Emerging Brands or OTC)

NielsenIQ•Chicago, IL

6d•$117,500 - $175,000•Remote

About The Position

About this job This role is accountable for overseeing a segment of NielsenIQ North America Strategic Analytics & Insights (SA&I) end-to-end sales process across our entire SA&I portfolio which includes Consumer Behavior & Insights, Innovation, Brand & Media, and Analytics & Activation solutions. This entails creating a portfolio level strategy that focuses on retention and growth across the a common set of clients and executing through other critical sales processes including prospecting, value creation, user persona penetration and deal conversion. The Director, SA&I Business Partner, is also accountable for driving an active sales pipeline with consistent management to OP attainment.

Requirements

7-10 years of direct sales experience developing new business and revenue streams
7-10 years of market research experience selling to the FMCG industry
Entrepreneurial mindset, creative thinking, and a passion for building strong relationships and finding mutually beneficial outcomes
Experienced in collaborating with and selling to C-level executives
Strong strategic prospecting and new business development skills
Strong oral and written communication skills--able to communicate information with clarity and precision across all levels of the organization
Strong interpersonal skills and ability to develop effective relationships with internal and external stakeholders
Operate independently with a strong entrepreneurial and growth mindset, while also excelling in collaborative team environments
Bachelor's degree required
Strong analytical aptitude
Proven experience at successfully meeting high sales revenue targets

Nice To Haves

MBA a plus

Responsibilities

Own overall SA&I revenue target/quota for given portfolio
Take the initiative to identify and capitalize on new sales opportunities
Clearly and convincingly articulate SA&I offerings and value proposition, matching them with relevant client business challenges/KPIs
Strong ability to overcome objection handling and navigating resistance from both current and prospective clients
Have a deep understanding of client business strategy with the ability to effectively communicate to cross-functional partners, and be a catalyst for action and sales conversion
Create and activate holistic annual client strategies and account plans for strategic clients (including financial forecasting, pipeline management, broader NIQ/Account Lead collaboration)
Thoroughly understand client, market and competitor dynamics funneling strengths and opportunities to senior leadership
Identify incremental SA&I business growth opportunities, including additional revenue streams for deeper/more consultative engagement
Represent all SA&I services and practice areas in a solution-agnostic manner with a keen focus on total portfolio across your assigned client base
Own SA&I response for the following: -First time service use and/or large/complicated study designs -Cross-specialty area proposals -RFP’s
Lead T2T client meetings, with goal of penetrating C-Suite portfolio wide
Drive sales strategy at your portfolio including awareness generation and ongoing engagement leveraging CRM tools, thought leadership, and other activities
Personally deliver thought leadership
Maintain product/technical knowledge by participating in learning workshops/sessions
Ability to drive sales maintaining a long-term perspective to maximize overall revenue generation while being able to generate short term results
Partner closely with NIQ Account Lead and Practice Area teams on strategy, joint-selling, and potential RMS RFP responses, where applicable
Effectively manage SA&I or NIQ client funds and ensure their timely usage for SA&I products

Benefits

Comprehensive healthcare plan (medical, Rx, dental and vision)
Flexible spending accounts and Health Savings Accounts (including company contributions)
Life and AD&D insurance
401(k) retirement plan including company matching contributions
Disability insurance
Tuition Reimbursement
Flexible working environment
Volunteer time off
LinkedIn Learning
Employee-Assistance-Program (EAP)