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Analytics Sales Manager

4 months ago

Shanghai, China NielsenIQ Full time

Job Description

Core Job Responsibilities:

Earning Client Trust/Building Relationships 

Build and maintain strong networking and C-suite engagement with key players & Sales personas 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 Nielsen 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 Nielsen portfolio and interconnectedness of different solutions. 

Understanding Client Needs 

Has a deep understanding of customer business around (pricing , assortment , distribution and execution) 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 team towards sales targets, has visibility of all opportunities and risk, ensures the team has tight pipeline and proposal tracking systems.  Comfortable negotiating with senior clients and knows what levers to use. Clearly links the value of Nielsen's products and solutions with the price to overcome objections. Pre-empts stakeholder objections and pushes the client to a favorable outcome. 

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. Sound understanding of profitability and EBITDA and how this relates to all proposals and sales. Knows how Nielsen 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 China markets and beyond  Team Management if required (including day-today management, check-ins, one to ones, year-end admin. Etc.) Coaching and training of others on the team). Works continuously with CBPs, Commercial Leaders, PL, Delivery 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

Success will require: 

Strong sales leadership including: prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with C-level and other decision-makers Ability to build enduring relationships with C-level executives – truly passionate relationship developer  Strong affiliation to Sales Personas & develops sales strategies to suit  Excellent problem solving skills, solution oriented and good analytical skill  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 

Experience and Knowledge Required:

4+ years of experience in CPG Sales, Trade Marketing, Retailer - Key Account, Merchandising.  Bachelor's Degree or above  Knowledge in sales processes in CPG companies, customers, modern and traditional market.  Good knowledge of Nielsen products, services and data preferred  E-Commerce knowledge Excellent business English (+ local language), both verbal and written  Proven sales acumen  Strong analytical skills  Expertise in (application of) one of Nielsen solutions in Analytics is a plus 

Additional Information

/LP

About NIQ

NIQ is the world’s leading consumer intelligence company, delivering the most complete understanding of consumer buying behavior and revealing new pathways to growth. In 2023, NIQ combined with GfK, bringing together the two industry leaders with unparalleled global reach. With a holistic retail read and the most comprehensive consumer insights—delivered with advanced analytics through state-of-the-art platforms—NIQ delivers the Full View.