Sales Leader Analytics
il y a 1 mois
Job Purpose Leads sales efforts for all Advanced Analytics portfolio including Price & Promotion and Route to Market solutions within the Analytics practice and is responsible for the commercial plan development and execution. Key priorities include: Driving full sales cycle: expanding business with the existing/new client portfolio (selling new / renewing existing contract), proactively identifying sales opportunities based on client strategic priorities and networking in close alignment with CBPs Drive the penetration and adoption of the Route to Market and Price & Promo software in a subscription model Close collaboration with Delivery COE team to drive seamless delivery to clients. Success will require: Strong sales leadership including: prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with senior stakeholders and other decision-makers Strong understanding of analytics strategies and tactics in FMCG Strong understanding of the overall Revenue Growth Management and Route to Market framework (the application of analytics to discern the customers' perception of product value and then sense, predict and shape the customer path- to-purchase to optimize product, assortment, price, place, pack, promotion and availability with shopping occasions for profitable revenue) Ability to build enduring relationships with senior executives – truly passionate relationship developer Strong affiliation to Sales Personas & develops sales strategies to suit Excellent problem-solving skills, solution oriented and good analytical skills Very good client-facing and communication/presentation skills Financial understanding (eg. P&L, EBITDA) and how this relates to business success Excellent at consultative selling Ability to speak at external forums Strong Collaboration and Networking skills Core Job Responsibilities:
Earning Client Trust/Building Relationships Build and maintain strong networking and senior stakeholder engagement with key players & Sales personas (Key accounts, Sales leaders, RGM leaders) across broad base of client targets. Confidence & credibility to talk to a wide range of decision influencers. Demonstrate the highest commitment to sales force penetration and retention. Demonstrable knowledge of the CPG and Retail industry, understanding how trade and business needs are changing and how NielsenIQ's Analytics solutions can help solve client business issues. Responsible for developing case studies & client testimonials. Present at client/ Retailer events, external industry events Full understanding of NielsenIQ portfolio and interconnectedness of different solutions. Understanding Client Needs Has a deep understanding of customer business around distrubution, pricing, promotions & Revenue Growth Management and can reframe and challenge the way customers view their businesses Clearly understands the needs of different personas at the client end - Sales, Commercial Directors, Revenue Management, Category Management and Retailers and how a particular solution can deliver outcomes. Available during final presentation of results to ensure client satisfaction, actionable recommendations and additional opportunity detection
Sales Management Deployment of necessary solutions around persona's as part of sales planning process. Able to drive towards sales targets, has visibility of all opportunities and risk, ensures tight pipeline and proposal tracking systems. Comfortable negotiating with senior clients and knows what levers to use. Clearly links the value of NielsenIQ's Analytics products and solutions with the distribution and price to overcome objections. Pre-empts stakeholder objections and stewards the client to favorable outcomes. Planning and Forecasting Owns the business plan: financial target/proposal submission/revenue on hand/pipeline for its group of clients/solutions. Takes overall accountability for business planning and implementation. Tracks the financial performance of clients. Knows how NielsenIQ and competitor offerings are priced and is aware of the client budgets. Team Management and Collaboration Relentless curiosity to learn from & share with Analytics peers from other markets and beyond Works continuously with CBPs, Commercial Leaders, Finance, Delivery Team, PL, Delivery COE team & other Analytics leaders to ensure that leads and opportunities are picked up, pertinent information about clients is shared and the relevant people are consulted and/or informed of key activity on an account
Qualifications
Proficient in CPG Sales, Trade Marketing, Key Account, Revenue Growth Management, Category Management, Analytics Sales, Analytics Consultancy roles.Bachelor's Degree Knowledge in sales processes in CPG companies, customers, modern and traditional market. Good knowledge of NielsenIQ products, services and data preferred Digital knowledge, Salesforce Good business English, French, Arabic, both verbal and written Proven sales acumen Strong analytical skills Expertise in (application of) one of NielsenIQ solutions in Analytics is a plus
Additional Information
About NielsenIQ NielsenIQ is a global measurement and data analytics company that provides the most complete and trusted view available of consumers and markets worldwide. We provide consumer packaged goods manufacturers/fast-moving consumer goods and retailers with accurate, actionable information and insights and a complete picture of the complex and changing marketplace that companies need to innovate and grow. Our approach marries proprietary NielsenIQ data with other data sources to help clients around the world understand what’s happening now, what’s happening next, and how to best act on this knowledge. We like to be in the middle of the action. That’s why you can find us at work in over 90 countries, covering more than 90% of the world’s population. For more information, visit www.niq.com. NielsenIQ is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity/Affirmative Action-Employer, making decisions without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, marital status, protected veteran status or any other protected class.
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