Senior Inside Sales / Mid-Market Representative I

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, 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

• Key role within the Mid Market Sales, Audience Measurement, team that focuses on business development with our media agency partners, including creative agencies, broadcasters, publishers, platforms, and advertiser relationships and partnerships; This is a crucial role within the Audience Measurement Mid Market Sales team. The focus is on driving business development and fostering relationships with a diverse range of media partners, including agencies, broadcasters, publishers, platforms, and direct advertisers.

• A business development senior manager (Hunter) to drive sales within the Japan market driving quarterly sales targets, driving revenue pipeline, developing long term strategic partnerships and closing sales; 

• Develop complex go to market plans for specific prospects, working with a matrixed structure (Mid Market Sales), as well as with key partners.

KEY 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;

• Partner and develop with the Marketing team an annual media plan that helps to promote Nielsen as a brand to drive a high number of sales leads;

• Build internal relationships across business units and verticals for support with identifying opportunities and converting the sale;

• Leverage Senior leadership’s 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 pipeline 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 enhances existing client relationships and actively support client requirements across the industry;

• Drive marketing, roll-out strategy for new product introductions to the industry;

Client Engagement

• Develop strong and trust-based relationships with clients and key stakeholders in the industry;

• 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 to 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;

• Collaborate with regional/ global commercial, product and marketing teams to ensure the right portfolio is available to clients in the near and medium term;

• 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

• Deliver financial results by driving and championing a client-centric sales mindset within the organization;

• Breaking down internal silos to facilitate a cohesive, efficient and profitable business unit;

• Represent the Nielsen brand within the industry and external stakeholders;

KEY STAKEHOLDERS & INTERFACE

Internal

• Audience Measurement Commercial Teams, including the wider 10 colleagues across Mid Market Sales, Asia;

• Customer Experience Team;

• Product Team

• Finance Team / Revenue Controller Teams to ensure revenue is correctly recognised each week.

External

• Mid Market Sales clients to provide Research & Measurement expertise and to ensure measurement projects proceed.

• Cultivate long-term relationships with C-Suite Executives, and others,  at client organizations to effectively grasp and address their critical business challenges.

• Working on a daily basis with Insights, Measurement, Data Partnerships and Sales team contacts at our clients to develop and close sales opportunities.

• Engagement with Industry bodies in Japan to promote Media Measurement best practice.

• 6+ years of experience in solution sales and have high sales skills.

• Prior experience working with large advertisers in Japan with industry contacts at both Agencies and Advertisers.

• Advanced knowledge and understanding of research, media, advertising and/or marketing.;

• Demonstrable experience in developing strategic business plans, and executing them successfully;

• Experience of working successfully within a ‘matrix’ style environment;

COMPETENCIES & SKILLS

• High communication skills

• Hands on with CAN-DO attitude

• Strong interpersonal skills with a collaborative mindset to work well with others;

• Ability and confidence to communicate and develop relationships with C-Suite executives

• Well organized with the ability to plan and prioritize;

• Meticulous with strong attention to detail;

• Use of established CRM tools - Salesforce a must, other a plus: Linkedin Sales Navigator and SalesLoft.

• Google Suite Applications (Preferable) – GMail, Google Doc, Google Slides, etc.

PREFERRED

• Advanced knowledge and understanding of advertising and marketing and the media industry.

• Basic knowledge and understanding of marketing research.

• Experience working with media, marketing, or related fields.

• Strong network in marketing, digital, media industries.

KEY PERFORMANCE INDICATORS / MEASURES

• Performance will be measured primarily on delivery of Revenue on Hand versus Quarterly Sales Targets.

• Approach to building a Revenue pipeline and conversion plan will also be assessed.

• Customer retention

• Collaboration and partnership with peers across the Mid Market Sales Asia team, and the broader Audience Measurement team

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