Associate Director, RMS Sales

Company Description

NielsenIQ’s Sales team is focused on growing revenue, finding new business opportunities and market penetration. Sales is NielsenIQ’s growth engine which is instrumental for the company’s success.

You drive sales and renewals for your scope, securing a sustainable sales pipeline, developing new revenue opportunities, and maintaining customer relationships for existing accounts.

Job Description

The Associate Director is primarily responsible for all commercial activities associated with their nominated accounts, as well as business development activities with unassigned potential accounts – a mix therefore of Farming and Hunting.
 
Accounts are allocated annually (although we try to keep consistent across years and industries), and the you will be responsible for account planning, relationship management, commercial activities and agreements. They are also responsible for engaging with business development activities with assigned or new accounts.
 
Developing commercial opportunities requires you to closely collaborate with other NIQ sales and service teams in South Africa, the region, and globally, to ensure an aligned professional approach that maximizes client success and NIQ sales. As the voice of the client internally, own the quality of the relationship, the plans and the execution of those plans to constantly improve client perceptions of NIQ.
 
Being responsible for sales and relationship quality, you must necessarily be able to provide high levels of transparency on business performance, extremely accurate pipeline and forecasting, and proactiveness on adjusting these as required.
 
Sales responsibilities:
 

• Own the sales target for their accounts, and utilize all levers of growth to meet and exceed their target
• Understand the levers of growth (i.e. our products and services) sufficiently such that they can create the opportunities that will get them to meet their sales target
• Keep sales forecasts for their clients updated to provide complete accuracy and clarity on all live client opportunities and resulting forecasts
• Maintain Microsoft Dynamics opportunities so that this accurately matches your forecast 
• Create Account Plans per assigned account which identifies real client needs, stakeholders necessary, and action plan to achieve sustained growth, refreshed quarterly
• Engage in relevant promotional activities and campaigns
• Understand how to create prices and proposals based on available rate cards and methods
• Design negotiation plan for each major negotiation and execute to maximise total contract values
• Reinforce NIQ's value proposition and develop trust to enable future business opportunities
• Proactively lead proposals and pitches to ensure powerful proposals and convincing presentations
• Run Quarterly Business Reviews with the client’s senior stakeholders to ensure NIQ's value is clearly understood, we are aware of the client’s satisfaction level and that we can enter contract negotiations with a full understanding of the Client’s position as it relates to NIQ's contract

 
General responsibilities:
 

• Own the quality of the client relationship, including its measurement, the creation and execution of an action plan to continuously improve client perceptions of NIQ
• Increase lateral and vertical client connections in terms of quantity (no. of relevant contacts) and quality
• Contribute to our progress towards NIQ South Africa’s objective of becoming a sales ‘Practice of Excellence’
• Rigorously comply with all internal processes required as part of our financial and legal compliance
• Support the migration of our clients from legacy services to the new platforms and ways of working

 
Requirements
 

• 7 to 10 years of deep sales or business development experience, ideally in market research or the industries we serve (technical consumer goods, retail, fast moving consumer goods)
• Genuinely enjoys engaging with clients, a roll the sleeves up and get out there approach to sales
• Ambitious, looking to develop themselves, their sales, and the business by utilizing all the assets and support we have available
• Highly organized and able to attend to details
• High degree of follow through and sales discipline – owning our commitments and problem-solving where necessary to achieve them
• Whilst desirous of standing out, candidate must be able to work brilliantly with internal teams to deliver on their targets
• Skilled in listening and probing with clients, uncovering their implicit needs and connecting these to our solutions
• Ability to engage client conversations on mid to senior levels and to relate client issues to NIQ's capabilities
• Skilful with or willing to rapidly become skilfull in negotiating win-win deals with clients

Additional Information

Our Benefits

• Flexible working environment
• Volunteer time off
• LinkedIn Learning
• Employee-Assistance-Program (EAP)

About NIQ

NIQ is the world’s leading consumer intelligence company, delivering the most complete understanding of consumer buying behavior and revealing new pathways to growth. In 2023, NIQ combined with GfK, bringing together the two industry leaders with unparalleled global reach. With a holistic retail read and the most comprehensive consumer insights—delivered with advanced analytics through state-of-the-art platforms—NIQ delivers the Full View™. NIQ is an Advent International portfolio company with operations in 100+ markets, covering more than 90% of the world’s population.

For more information, visit NIQ.com

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Our commitment to Diversity, Equity, and Inclusion

NIQ is committed to reflecting the diversity of the clients, communities, and markets we measure within our own workforce. We exist to count everyone and are on a mission to systematically embed inclusion and diversity into all aspects of our workforce, measurement, and products. We enthusiastically invite candidates who share that mission to join us. We are proud to be an Equal Opportunity/Affirmative Action-Employer, making decisions without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, marital status, protected veteran status or any other protected class. Our global non-discrimination policy covers these protected classes in every market in which we do business worldwide. Learn more about how we are driving diversity and inclusion in everything we do by visiting the NIQ News Center: https://nielseniq.com/global/en/news-center/diversity-inclusion