DEPARTMENT SUMMARY:

- Drive strategic engagement within clients, partners and industry stakeholders, building go-to-market strategies and client-specific account plans to expand our business with existing clients, sharing best practices across client vertical sales teams, and driving country-specific engagements and contracts for local customers.

- Teams' objectives will be revenue growth and product penetration across the industry.

POSITION SUMMARY:

- Transform the positioning of our client in India, from a challenging status of limited growth and clients to a stronger status of industry leader across Digital measurement. This role requires a strong and senior leader, able to engage with C-level clients, partners and senior government officials and to independently drive a clear strategy.

- Manage the Commercial team of 10 headcounts at country level working with both Growth Accounts and Lew Logos teams as well as developing engagement with key partners such as BARC.

- Ambition for this role is to drive the India business, to $200m, within the next three years, through a mix of targeted client engagements, partnerships and stronger senior level engagement;

- Develop country-specific synergies across verticals to establish our client as the go-to brand within the industry and with external stakeholders.

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;

- 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 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 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:

- Lead, direct, and evaluate direct reports and their team members to align on overall business strategies and achieve sales goals at country level;

- Manage and develop direct reports to serve as a coach / mentor with aim to develop future leaders;

- 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 brand within the industry and external stakeholders;

- Part of the Regional and Local Executive Team and be involved in decision making regarding the successful running of our local business.

EXPERIENCES & QUALIFICATIONS:

- More than 15 years of commercial leadership, solution sales and sales skills, running a large team with full P&L responsibility;

- Advanced knowledge and understanding of research, media, advertising and/or marketing in the India market;

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

- Demonstrated leadership credentials by leading teams that have driven excellent business results while navigating difficult situations such as market challenges, cultural change, and business integration;

- Experience of working successfully within a 'matrix' style environment

COMPETENCIES & SKILLS:

- Strong understanding of business performance measures and corporate financials

- Meticulous with strong attention to detail;

- Possess 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