Client Partner (Senior Account Executive I)

Nielsen shapes the world's media and content as a global leader in audience measurement, data, and analytics. Through our understanding of people and their behaviors across all channels and platforms, we empower our clients with independent and actionable insights so they can connect with their audiences, now and into the future.

In Asia, our Audience Measurement Commercial Team provides the critical data that serves as the currency for the region's media and advertising industry. We quantify who's watching and listening across all platforms, enabling media owners to maximize the value of their content and advertisers to optimize their campaign investments. Our team is at the center of this ecosystem, solving complex challenges in a rapidly evolving market.

Drive strategic engagement within the client Media Sales Group (MSG) for each segment, building go-to-market strategies and client-specific account plans to expand our business with existing clients, sharing best practices across other markets, and driving cross-country engagements and contracts for international customers. Teams’ objectives will be revenue growth and product penetration within each MSG.

• Responsible to manage / account for revenue and profit & loss of the Broadcasters & Publishers MSG at country level, leading a team in new business development, client engagement for renewals, and developing sales strategies to ensure continuity of sales pipelines, as part of the global strategy towards building Nielsen ONE in the markets;

• Lead, direct, and evaluate direct report/s to align on overall business strategies and achieve sales goals at country level.

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 MSGs 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 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

• Lead and align on overall business strategies and achieve sales goals at country level;

• Support in developing junior team members to serve as a coach / mentor;

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

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

• Represent the Nielsen brand within the industry and external stakeholders at country level;

• Part of the Broadcasters & Publishers MSG Team and be involved in decision making regarding the successful running of our local business.

KEY STAKEHOLDERS & INTERFACE

Internal

• Global / Regional Executives

• Global / Regional Commercial Leads

• Corporate Functions including  Finance and Human Resources

• General Associates

External

• Clients in the Broadcasters / Publishers sector in the market.

• Vendors

• Legal Representatives

• Bachelor’s Degree or above in Business, Marketing, or Communications.

• Min 6-8 years of media experience, preferably in sales or marketing roles from the media or TV broadcasting industry, with sound knowledge and understanding of research, media, advertising and/or marketing in the Malaysia market;

• Exposure and strong network within the media, broadcasting and publishing industry;

• Demonstrated experience in developing strategic sales plans, and executing them successfully at country level;

• Demonstrated leadership credentials to drive desired business results, while navigating difficult situations such as market challenges, cultural change, and business integration;

• Experience in consultative selling process, including pre-call discovery and setting appointments, drafting proposals, presenting the solutions & closing the deal.

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

• Experienced in Salesforce tool and any Nielsen Audience Measurement products an added advantage.

COMPETENCIES & SKILLS

• Equipped with a sales hunter mindset to drive new business development with the aim to achieve or exceed set sales targets;

• Possess leadership style that promotes ongoing growth and development opportunities for the team

• Team player with the ability to inject positive energy and a can-do attitude to the team/s.

• Commercially astute – especially in proposing and negotiating solutions

• Strategic thinking, analytical and logical reasoning skills

• Well organized with the ability to plan and prioritize;

• Resilient, persuasive and self motivated

• High-level accuracy and attention to detail

• Proficient in Google Suite Applications – GMail, Google Doc, Google Slides, etc;

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

• Good communication in English, both written and verbal.

KEY PERFORMANCE INDICATORS / MEASURES

• Meet the revenue target;

• Renewal success rate;

• New business conversion rate;

• Accuracy and accountability in weekly/ monthly / quarterly sales reporting;

• No. of client engagement, meetings & presentations.

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