Job Description

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About this Job

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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 an account level strategy that focuses on retention and growth across the entire portfolio and executing through other critical sales processes including prospecting, value creation, negotiating and closing deals.  The Sr. Director, SA&I Business Partner, is also accountable for proactively and accurately managing an active sales pipeline with consistent sales forecasting for their entire book of business.

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• 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 (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

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Own SA&I Response/proposal Creation For The Following

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• First time service use and/or large/complicated study designs
• Cross-specialty area proposals
• Recurring revenue streams
• RFP’s
• Expertly liaise internally (i.e. Specialty Sales, PL, Ops) to assess feasibility for commercialization of study approaches

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Manage the end-to-end sales process through engagement of appropriate internal resources such as Customer Success, Operations, and Finance

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Troubleshoot high-visibility client concerns escalating to senior leadership in a timely fashion to address the need

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Lead T2T client meetings, with goal of penetrating C-Suite portfolio wide

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Drive sales strategy at your portfolio including awareness generation and ongoing engagement leveraging CRM tools, thought leadership, and other activities

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Personally deliver thought leadership

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Ensure internal processes are followed, including adherence to tracking customer and transactional information in CRM system and other sales and operational processes

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Maintain product/technical knowledge by participating in learning workshops/sessions

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Ability to drive sales maintaining a long-term perspective to maximize overall revenue generation while being able to generate short term results

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Ensure projects are scoped responsibility and meet SA&I profitability guidelines

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Partner with Customer Success to ensure a healthy overall client relationship and to effectively translate client/proposal requirements for projects and engagements

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Partner closely with NIQ Account Lead teams on strategy, joint-selling, and potential RMS RFP responses, where applicable

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Effectively manage SA&I or NIQ client funds and ensure their timely usage for SA&I products