Total 7 job vacancies by NielsenIQ

Key Activities

• Deliver Sales / Revenue based on Sales Pipeline & Key focus industries 
• Continuously build strong pipeline through continuous engagement with clients
• Create demand and provide relevant products / solutions that answer client's business questions / opportunities
• Work on a strategy to winback lapsed client
• Contribute to the short-term strategies and business plans for the growth of the business unit based on global and regional direction
• Work together with global / regional sales account manager to ensure all key financial metrics are met
• Help to build company's positive image

Financial Management

• Achieve key financial metrics: revenue, profitability and cash collection, as well as other related business development objectives
• Ensure proper pricing and contracts are applied according to company's policies and guidelines
• Understand the company's financial guidelines such as forecast and pipeline management
• Use sales technology and digital tools to do work efficiently by recording prospects, forecast pipeline and convert sales
• Monitor the actual financial performance against budget/forecast and ensure the implementation of actions that will lead to the achievement of the targets

Research Design and Proposal Development

• Prepare a proper proposal that align with client's needs and relevant to answer client's objectives
• Conduct proposal presentation

Project Management

• Ensure deliverables from Client Success Manager (CSM) team is according to the right scope agreed with client.

Client Management

• Serve as a Point of Contact at the client (SPOC): overall management of client contact,
• Communicates and consults regularly with client on top-level-management

Key Activities

• Deliver Sales / Revenue based on Sales Pipeline & Key focus industries 
• Continuously build strong pipeline through continuous engagement with clients
• Create demand and provide relevant products / solutions that answer client's business questions / opportunities
• Work on a strategy to winback lapsed client
• Contribute to the short-term strategies and business plans for the growth of the business unit based on global and regional direction
• Work together with global / regional sales account manager to ensure all key financial metrics are met
• Help to build company's positive image

Financial Management

• Achieve key financial metrics: revenue, profitability and cash collection, as well as other related business development objectives
• Ensure proper pricing and contracts are applied according to company's policies and guidelines
• Understand the company's financial guidelines such as forecast and pipeline management
• Use sales technology and digital tools to do work efficiently by recording prospects, forecast pipeline and convert sales
• Monitor the actual financial performance against budget/forecast and ensure the implementation of actions that will lead to the achievement of the targets

Research Design and Proposal Development

• Prepare a proper proposal that align with client's needs and relevant to answer client's objectives
• Conduct proposal presentation

Project Management

• Ensure deliverables from Client Success Manager (CSM) team is according to the right scope agreed with client.

Client Management

• Serve as a Point of Contact at the client (SPOC): overall management of client contact,
• Communicates and consults regularly with client on top-level-management

Purpose:

The CPS Regional Commercial Associate Director will drive revenue growth from regional clients across the APAC region, meeting daily, weekly, monthly, quarterly, and annual goals and Operating Plan (OP). They will manage and expand a diverse regional client portfolio, with a strategic focus on reclaiming market share from competitors.

This crucial position also including managing the commercial aspect of CPS new initiatives in the APAC region. The responsibilities entail identifying new initiatives for sustainable business expansion, collaborating closely with the product leadership team to design and execute the new initiatives effectively, and ensure a strong Go to Market (GTM) of the new initiatives to maximize the return on investment.

The role will report to the Asia Pacific Commercial Lead, as part of the APAC CPS Senior Leadership team for NIQ. They will work closely with in market CPS commercial lead, and wider CPS team including but not limited to Product, Customer Success, Operation & Technology team. The individual also expected to lead best practices sharing as we work to improve commercial operations across APAC with the overall aim to deliver commercial excellence and overall business growth.

Responsibilities:

Financial Management

• Take ownership of achieving the Operating Plan (OP) targets for regional clients and cross-country contracts which including proactively identify revenue gaps and devise plans for closing the gap - ensuring achievement of OP is always top of mind.
• Take the lead in orchestrating and delivering proposal for regional clients and cross-country contracts including managing major competitive pitches. This entails lead sales pitching and proposal presentation.
• Ensure accurate forecasting of daily, weekly, monthly, quarterly, and annual OP, in collaboration with in market commercial lead.  Coordinate annual OP setting with realistic yet ambitious target.

Client Acquisition

• Devise and implement strategies focused on reclaiming market share from competitors. Working closely with Global Takeaway team to review and track takeaway opportunities from competitors.
• Actively identify new regional/cross-country clients we can target and outlining actions required to acquire the client. Work closely and influence others to secure support and investment as required.
• Monitor competitor activity to stay informed on competition landscape. This involves regularly analysing competitor strategies, product offerings, pricing tactics, and marketing campaigns.

Business Development

• Champion NIQ CPS product and service to both internal and external clients; and make sure they are exposed to our best and latest thinking, and new development in CPS i.e. Panel on Demand
• Develop brilliant and slick sales material for APAC region with strong articulation of NIQ CPS positioning and benefits.
• In collaboration with cluster/country commercial lead, encourage and empower local ADs to sell CPS by fostering a collaborative environment with the necessary tools, training, and sales resources.

New Initiatives

• Actively identify opportunities for new initiatives that can drive CPS's long-term and sustainable growth in the APAC region by understanding and addressing clients' unmet needs.
• Lead the planning and implementation of the commercial aspects of new initiatives, including but not limited to opening new panels, launching new products and services, and coordinating marketing communications and PR effort.
• Monitor, review, and ensure revenue target is achieved to maximize return on investment across all new initiatives. Work closely with the Country/Cluster Lead and in market commercial lead to align projections with actual performance.

About the Role

• Developing sales strategies for customers across the Consumer/Analytics product set.
• Engaging with key specialist stakeholders, exploring new relationships and unlocking new budget holders for Consumer/Analytics products.
• Identifying opportunities to cross-sell Consumer/Analytics solutions to existing measurement customers.
• Collaborating with Account Development Leads during the account planning process to develop renewal strategies for Consumer / Analytics solutions.

Role Description

• Drives or supports overall sales strategy for specialist product set. Drives technical solution wins for specialist products.

Account strategy & Management

• Contribute to the annual CEM Client Alignment process, develop specialist product elements of the joint client business plan, and participate in account planning and sales strategy for specialist products in collaboration with Global/Regional/Local ADs and CS.
• Support Global/Regional/Local ADs in building local customer relationships and unlocking Consumer/Analytics product set stakeholders.
• Relay ongoing VoC from Consumer/Analytics sales pitches, and feedback from relationships with specialist stakeholders.
• Own prospecting and identification of selling opportunities for Consumer/Analytics product set; Support Global/Regional/Local ADs in pre-planning for contract renewal.

Driving and closing the sale

• Build Consumer/Analytics proposals as part of cross-sell effort or broader contract renewal, align stakeholders and gain support, and create and deliver technical client presentations in collaboration with Product Specialists.
• Develop and execute pricing strategy and lead negotiation process for Consumer/Analytics product set.
• Support Global/Regional/Local AD in finalization of contract execution at renewal; lead contract execution for Consumer/Analytics product set outside of annual/master contract renewals.
• Onboard Customer Success team following Consumer/Analytics sales.

Your Growth

This role is in a dynamic market in a fast-paced environment and at the core of what NielsenIQ does. Though you should possess the following skill set you will also learn to further hone your influencing skills as well as learn to work and navigate  a matrix structure. Through this role you will be exposed to all levels of leadership. Within NielsenIQ we have a number of development programmes at all levels of seniority, for both soft and hard skills, mentoring programmes and on-the-job training. 

About the Role

• Developing sales strategies for customers across the Consumer/Analytics product set.
• Engaging with key specialist stakeholders, exploring new relationships and unlocking new budget holders for Consumer/Analytics products.
• Identifying opportunities to cross-sell Consumer/Analytics solutions to existing measurement customers.
• Collaborating with Account Development Leads during the account planning process to develop renewal strategies for Consumer / Analytics solutions.

Role Description

• Drives or supports overall sales strategy for specialist product set. Drives technical solution wins for specialist products.

Account strategy & Management

• Contribute to the annual CEM Client Alignment process, develop specialist product elements of the joint client business plan, and participate in account planning and sales strategy for specialist products in collaboration with Global/Regional/Local ADs and CS.
• Support Global/Regional/Local ADs in building local customer relationships and unlocking Consumer/Analytics product set stakeholders.
• Relay ongoing VoC from Consumer/Analytics sales pitches, and feedback from relationships with specialist stakeholders.
• Own prospecting and identification of selling opportunities for Consumer/Analytics product set; Support Global/Regional/Local ADs in pre-planning for contract renewal.

Driving and closing the sale

• Build Consumer/Analytics proposals as part of cross-sell effort or broader contract renewal, align stakeholders and gain support, and create and deliver technical client presentations in collaboration with Product Specialists.
• Develop and execute pricing strategy and lead negotiation process for Consumer/Analytics product set.
• Support Global/Regional/Local AD in finalization of contract execution at renewal; lead contract execution for Consumer/Analytics product set outside of annual/master contract renewals.
• Onboard Customer Success team following Consumer/Analytics sales.

Your Growth

This role is in a dynamic market in a fast-paced environment and at the core of what NielsenIQ does. Though you should possess the following skill set you will also learn to further hone your influencing skills as well as learn to work and navigate  a matrix structure. Through this role you will be exposed to all levels of leadership. Within NielsenIQ we have a number of development programmes at all levels of seniority, for both soft and hard skills, mentoring programmes and on-the-job training. 

The Commercial Associate Director is expected to proactively identify new client opportunities to expand the business with non-constant clients and acquire/develop new clients in Japan through a consultative selling approach. The ideal candidate needs to speak the marketing language and think like a marker to be able to transfer the consumer/technical insights into impactful business recommendations. 

Where the focus is to drive client engagement and commercial results, the roles are expected to transfer the technical knowledge and consumer insights into impactful business recommendation and drive client relationship and commercial results accordingly. 

RESPONSIBILITIES 

• Actively identify business opportunities and expanding BASES services to new clients 
• Be proactive questioning client on business issues, use active listening to understand the question behind the question & identifying new business opportunities 
• Proactively present to the client / team new services 
• Prepare proposals and proactively follows-up with the client on proposals, designs, costs and drive conversion 
• Set up an action plan, forecast and monitor the revenue vs. target 
• To work collaboratively with the client service team undertaking the project execution and analysis, in terms of discussing with the analytics expertise on study design, leading kick-off meeting and proper handoff to the execution team and actively participate in the final review to ensure client questions answered and be able to lead an important presentation to key stakeholders if required 
• To be able to give training and coach on “higher-order” skills, such as client leadership skills 

A LITTLE BIT ABOUT YOU 

You’re the first to recognize an opportunity, then turn it into a client solution. Pivot is your middle name. Last-minute requests? No problem. You confidently manage data, and you care about the people behind every number. In fact, you’re a bit of a people person and feel energized by successful collaboration. You manage relationships and expectations as well as manage projects, and your experience speaks for itself. Curiosity, communication, and critical thinking drive your work--whether you got your start in sales or consulting; analytics, or consumer goods. Now you’re ready for what’s next. 

Lead all commercial aspects for an assigned group of clients in order to grow existing clientele base as well as identify new business so as to achieve planned financial objectives and other operational performance indicators.

Responsibilities

Business Development

• Achieve revenue, profitability, quality, speed of delivery, productivity and client satisfaction targets as well as other related business development objectives as assigned
• Maintain and further foster relationships with current clients
• Develop plans to cross-sell and introduce new services to current clients
• Conduct thorough business development processes to identify incremental revenue opportunities from new clients, beyond the base
• Increase company exposure through participating in associations, webinars and/or seminars
• Contribute to the short-term strategies and business plans for the growth of Business Unit based on global and regional / sub-regional directions
• Provide continuous feedback on competitive activities within assigned clients

Financial Management

• Achieve revenue, profitability, quality, speed of delivery and productivity targets as well as other related business development objectives as assigned
• Ensure local business strategies are implemented according to regional / sub-regional directions in order to meet the financial and business objectives of the division
• Monitor the actual financial performance against budget/forecast and ensure the implementation of appropriate actions that will lead to the achievement of the financial targets
• Ensure proper pricing and contracts are completed and approved according to company's policies and guidelines

Client Servicing

• Implement Joint Business Plans (JBPs) that will contribute to maximum client satisfaction and ensure continuous profitable and business growth
• Lead all commercial aspects with the primary responsibility of expanding our scope of influence with clients across a wider range of products and with greater depth of involvement
• Foster relationships at all levels and functions of the client organization to identify opportunities for incremental product/solution sales
• Ensure adherence to the company policies on business conduct/ethics when servicing clients are being observed by the entire division

Product Enhancement:

• Identify the client needs: situation/competitor assessment, need assessment, potential solutions
• Participating in creation of the PE plan & timeline: communicating the voice of client
• Develop the pricing proposal & commercial approach with the RI Leader
• Support the proper communication of the new product and its benefits with clients

Organizational Management and Development

• Participate in local and cluster initiatives as part of continuing leadership development
• Work across functional business units to support organizational initiatives and business needs
• Promote inter-departmental and inter-divisional communications and teamwork

A Little Bit About You

Curiosity drives your interest in what moves the market. A proven commercial leader, who can build and execute a sales strategy and plan, and be accountable for sales operations, such as forecast and pipeline management. You thrive in a fast-paced sales environment, have exceptional commercial acumen and very strong client relationship and negotiation skills. A proven people leader, who is passionate about developing and growing talent, who has a track record of building morale and high team engagement. You are a team player who has the ability to collaborate with peers and contribute to the success of NielsenIQ Indonesia