Sales Business Partner T&D, SA&I

About this Job

The Technology & Durable (T&D) industry relies on NielsenIQ for understanding emerging market trends for their growth strategy and NielsenIQ provides information services and products to our T&D clients that helps them take strategic business decisions. Our data offers comprehensive and timely information on market shares and category performance, competitive sales volumes and insights into distribution, pricing, merchandising and promotion. By combining this detailed information with our professional consultative services, we offer valuable insights and expertise that helps our T&D Clients improve their manufacturing, marketing and sales decisions.  

This role is for Commercial Associate who will be responsible for generating revenue and managing relationship with T&D Players.

Responsibilities

Client Development

• Individual seller responsible for accelerating organic growth in the T&D Vertical whilst delivering on revenue plans – via existing clients, new logos and win back lapsed clients
• Own the commercial relationship with your clients, develop Joint Business Plans and a strong understanding of your clients’ business strategy, objectives and growth opportunities
• Devise a strategic approach with agile and flexible solutions that deliver value to our clients in a profitable way
• Responsible for developing relationship and generating revenue with large / medium sized T&D manufacturers and Clients – both MNCs and Indian Giants
• Develop a comprehensive understanding of their business and growth strategy by gathering intelligence through primary & secondary sources
• Engage with various client stakeholders (go beyond client CMI / Insights teams) to identify potential opportunities for various NIQ business line. Build deep connect within the client organization across various functions
• Effective at C-suite/senior level communications, influencing and presenting

Business Development

• Grow the revenue from assigned clients as well as develop T&D Clients by increasing width & depth of NIQ solutions by undertaking consultative selling
• Develop a winning sales pitch for retaining current business and find ways to develop additional business
• Launch and introduce new NIQ services / solutions to drive adoption among assigned clients
• Build a strong pipeline through regular engagement with various functional teams at the client’s end
• Work with relevant internal stakeholders like Specialist Sales Team, Customer Success, Operations, Data Science etc to build the pitches that are relevant for client’s business requirement

Relationship Management

• Own the T&D client relationship and lead the engagement for the assigned accounts by having a strong understanding of their business priorities
• Foster relationships across various levels and within various functions of the client organization namely CMI, Sales, Marketing, Merchandising, Expansion, Strategy etc to identify opportunities for incremental product/solution sales
• Build account plan together with customer consulting leader to list the business objectives of each assigned client and identify NIQ solutions that can help them achieve these objectives
• Work with internal functions (Customer Success team, Data Science, Operations) to manage basic servicing for the assigned clients which do not have a consulting lead

Financial Management

• Achieve key financial metrics: revenue, profitability, and cash collection, as well as other related business development objectives
• Ensure proper pricing is 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 (Power BI, Microsoft Dynamics, Sales Loft) for efficient working 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

About you
A proven commercial person, who can build and execute sales strategy and plan, and be accountable for end-to-end sales operations process i.e. prospecting, developing, proposal building, negotiating and closing sales. The person should be able to do accurate weekly or monthly sales forecast and effective pipeline management. A team player, who can collaborate with peers, and contribute to the thinking & strategy of senior management team at NielsenIQ