Managing Director, Audience Measurement (India)

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ABOUT THE ROLE
Manage the Commercial team to drive existing / new business opportunities and develop strategic engagement within Audience Measurement Media Sales Group (MSG) teams, such as Agencies & Advertisers, Broadcasters & Publishers, Platforms (ex AMZ / AMZ), Mid Market Sales, as well as Media Analytics. Additionally, oversee a major client relationship.

ROLE RESPONSIBILITIES

• New Business Development
• Develop monthly/quarterly/annual sales plans to Identify growth opportunities with existing and new client groups;
• Deliver agreed quarterly / annual sales targets through new business development;
• Build internal relationships across business units and verticals for support with identifying opportunities and converting the sale;
• Senior leadership involvement with proposal and pitch development;
• Sales Strategies
• Prepare and analyze weekly/monthly/quarterly / annual sales reports (SalesForce and others) to develop realistic and achievable sales pipelines and strategies to meet agreed sales targets;
• Support with developing and implementing competitive sales pricing and marketing;
• Develop and manage mid to long-term strategies that enhance existing client relationships and actively support client requirements across the industry;
• Client Engagement
• Work with the Nielsen teams to ensure they are deployed to maximum effect on the Nielsen accounts to drive retention and potential upselling opportunities;
• Develop a solid working understanding of Nielsen audience measurement solutions along with other relevant Nielsen products to offer clients a holistic set of insights;
• Create and deliver clear, concise and compelling internal and external client presentations (proposals/solutions);
• Bring the different media solutions and teams together for one impactful Nielsen story for clients;
• Identifying and managing mutually beneficial opportunities to partner with the client;
• Provide feedback to product and operational teams regarding service developments to meet your client’s needs;
• Monitor and encourage greater usage of Nielsen solutions in clients;
• Leadership
• Lead, direct, and evaluate direct reports and their team members to align on overall business strategies and achieve sales goals at the account level;
• Manage and develop direct reports to serve as a coach/mentor with aim of developing future leaders;
• Deliver financial results by driving and championing a client-centric sales mindset within the organization;
• Part of the Nielsen Regional and Local Executive Team and be involved in decision-making regarding the successful running of our local business.

QUALIFICATIONS & SKILLS

• 15 years of experience in the research industry with good experience in commercial leadership, solution sales and sales skills, running a team with P&L responsibility
• Advanced knowledge and understanding of research, media, advertising and/or marketing in the Indian market
• Demonstrable experience in developing strategic business plans, and executing them successfully;
• Demonstrated leadership credentials by leading the team to drive excellent business results while navigating difficult situations such as market challenges etc.
• Experience working successfully within a ‘matrix’ style environment;
• Strong understanding of business performance measures and corporate financials
• Meticulous with strong attention to detail;
• Possess a leadership style that promotes ongoing growth and development opportunities for the team
• Team player with the ability to enable and encourage others within the team
• Commercially astute – especially in proposing and negotiating solutions
• Ability to understand, interrogate and translate complex business issues
• Strategic thinking, analytical and logical reasoning skills
• Result-oriented, working with the end in mind;
• Resilient, persuasive and self-motivated
• High-level accuracy and attention to detail
• Strong written and verbal communication/presentation skills in local and English languages
• Strong interpersonal skills with a collaborative mindset to work well with others;