Mid Market Sales Manager

At Nielsen, we are passionate about our work to power a better media future for all people by providing powerful insights that drive client decisions and deliver extraordinary results. Our talented, global workforce is dedicated to capturing audience engagement with content - wherever and whenever it’s consumed. Together, we are proudly rooted in our deep legacy as we stand at the forefront of the media revolution. When you join Nielsen, you will join a dynamic team committed to excellence, perseverance, and the ambition to make an impact together. We champion you, because when you succeed, we do too. We enable your best to power our future.

DEPARTMENT SUMMARY

Nielsen, the global leader in third-party media and digital advertising measurement, has a strong focus on Japan as a key market for our Audience Measurement business in Asia. Working with all key stakeholders in the Media Industry—Advertisers, Agencies, Broadcasters, Publishers, and Digital Platforms—Nielsen is a trusted provider of Media currencies and Insight data that powers transactions across the Media ecosystem. Nielsen has a strong digital measurement footprint with future introductions of new global solutions in Cross-Media measurement planned.
 

POSITION SUMMARY

This is a crucial role within the Audience Measurement Mid Market Sales team focused on driving business development and fostering relationships with a diverse range of media partners, including creative agencies, broadcasters, publishers, platforms, and direct advertiser relationships.

As a business development senior manager (Hunter), you will drive sales within the Japan market by achieving quarterly sales targets, driving the revenue pipeline, developing long-term strategic partnerships, and closing sales. You will also develop complex go-to-market plans for specific prospects while working within a matrixed structure.
 

KEY RESPONSIBILITIES

1. New Business Development

• Develop monthly, quarterly, and annual sales plans to identify growth opportunities with existing and new client groups.
• Deliver agreed quarterly and annual sales targets through proactive new business development.
• Partner with the Marketing team to develop an annual media plan that promotes the Nielsen brand and drives sales leads.
• Build internal relationships across business units and verticals to support opportunity identification and sales conversion.
• Leverage senior leadership’s involvement in proposal and pitch development.

2. Sales Strategies

• Prepare and analyze regular sales reports (Salesforce and others) to develop realistic sales pipelines and achievement strategies.
• Support the development and implementation of competitive sales pricing and marketing.
• Develop and manage mid-to-long term strategies that enhance client relationships and support industry requirements.
• Drive marketing and roll-out strategies for new product introductions to the industry.
   

3. Client Engagement

• Develop strong, trust-based relationships with clients and key industry stakeholders.
• Collaborate with internal Nielsen teams to maximize account effectiveness, driving retention and upselling opportunities.
• Maintain a solid working understanding of Nielsen audience measurement and relevant products to offer holistic insights.
• Create and deliver clear, concise, and compelling internal and external client presentations and proposals.
• Bring different media solutions and teams together into one impactful Nielsen story for clients.
• Collaborate with regional and global commercial, product, and marketing teams to ensure the right portfolio is available.
• Identify and manage mutually beneficial partnership opportunities with clients.
• Provide client feedback to product and operational teams regarding service developments.
• Monitor and encourage greater usage of Nielsen solutions among clients.

4. Leadership

• Deliver financial results by driving and championing a client-centric sales mindset within the organization.
• Break down internal silos to facilitate a cohesive, efficient, and profitable business unit.
• Represent the Nielsen brand within the industry and to external stakeholders.
   

KEY STAKEHOLDERS & INTERFACE

• Internal: Audience Measurement Commercial Teams (including 10 MMS Asia colleagues), Customer Experience, Product, and Finance/Revenue Controller teams.
• External: Mid Market Sales clients, C-Suite Executives at client organizations, industry bodies in Japan, and day-to-day contacts across client Insights, Measurement, Data Partnerships, and Sales teams.

Required Experience & Knowledge

• 6+ years of experience in solution sales with high-level sales skills.
• Prior experience working with large advertisers in Japan, with established industry contacts at both Agencies and Advertisers.
• Advanced knowledge of research, media, advertising, and/or the marketing industry.
• Basic knowledge and understanding of market research.
• Demonstrable experience in successfully developing and executing strategic business plans within a "matrix" style environment.

Competencies & Tools

• High communication and interpersonal skills with a collaborative mindset.
• Ability and confidence to develop relationships with C-Suite executives.
• Well-organized with the ability to plan, prioritize, and operate with meticulous attention to detail.
• Proficient with CRM tools: Salesforce is a must; LinkedIn Sales Navigator and SalesLoft are a plus.
• Experience with Google Suite Applications (Gmail, Google Docs, Google Slides, etc.).
   

KEY PERFORMANCE INDICATORS / MEASURES

• Primary metric: Delivery of Revenue on Hand versus Quarterly Sales Targets.
• Assessment of the approach to building a healthy Revenue pipeline and conversion plan.
• Customer retention rates.
• Active collaboration and partnership with peers across the Mid Market Sales Asia team and the broader Audience Measurement team.

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