Manager, Analytics

1 week ago

Jakarta, Indonesia NielsenIQ Full time

**Job Description**:
**Job Purpose**

Leads sales efforts for a Price & Promotion solutions within the Analytics practice and is responsible for the commercial plan development and execution.

**Key priorities include**:

- Driving full sales cycle: expanding business with the existing/new client portfolio (selling new / renewing existing contract), proactively identifying sales opportunities based on client strategic priorities and networking in close alignment with CBPs
- Drive the penetration and adoption of the Price & Promo software in a subscription model
- Close collaboration with Delivery COE team to drive seamless delivery to clients.

**Success will require**:

- Strong sales leadership including: prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with senior stakeholders and other decision-makers
- Strong understanding of price & promotions strategies and tactics in FMCG
- to-purchase to optimize product, assortment, price, place, pack, promotion and availability with shopping occasions for profitable revenue)
- Ability to build enduring relationships with senior executives - truly passionate relationship developer
- Strong affiliation to Sales Personas & develops sales strategies to suit
- Excellent problem-solving skills, solution oriented and good analytical skills
- Very good client-facing and communication/presentation skills
- Financial understanding (eg. P&L, EBITDA) and how this relates to business success
- Excellent at consultative selling
- Ability to speak at external forums
- Strong Collaboration and Networking skills

**Core Job Responsibilities**:
Earning Client Trust/Building Relationships
- Build and maintain strong networking and senior stakeholder engagement with key players & Sales personas (Key accounts, Sales leaders, RGM leaders) across broad base of client targets.
- Confidence & credibility to talk to a wide range of decision influencers.
- Demonstrate the highest commitment to sales force penetration and retention.
- Demonstrable knowledge of the CPG and Retail industry, understanding how trade and business needs are changing and how NielsenIQ's Pricing solutions can help solve client business issues.
- Responsible for developing case studies & client testimonials. Present at client/ Retailer events, external industry events
- Full understanding of NielsenIQ portfolio and interconnectedness of different solutions.

**Understanding Client Needs**
- Has a deep understanding of customer business around pricing, promotions & Revenue Growth Management and can reframe and challenge the way customers view their businesses
- Clearly understands the needs of different personas at the client end - Sales, Commercial Directors, Revenue Management, Category Management and Retailers and how a particular solution can deliver outcomes.
- Available during final presentation of results to ensure client satisfaction, actionable recommendations and additional opportunity detection

**Sales Management**
- Deployment of necessary solutions around persona's as part of sales planning process.
- Able to drive towards sales targets, has visibility of all opportunities and risk, ensures tight pipeline and proposal tracking systems.
- Comfortable negotiating with senior clients and knows what levers to use. Clearly links the value of NielsenIQ's Price & Promo products and solutions with the price to overcome objections. Pre-empts stakeholder objections and stewards the client to favorable outcomes.

**Planning and Forecasting**
- Owns the business plan: financial target/proposal submission/revenue on hand/pipeline for its group of clients/solutions.
- Takes overall accountability for business planning and implementation. Tracks the financial performance of clients.
- Sound understanding of profitability and EBITDA and how this relates to all proposals and sales. Knows how NielsenIQ and competitor offerings are priced and is aware of the client budgets.

**Team Management and Collaboration**
- Relentless curiosity to learn from & share with Analytics peers from APAC markets and beyond
- Works continuously with CBPs, Commercial Leaders, PL, Delivery COE team & other Analytics APAC leaders to ensure that leads and opportunities are picked up, pertinent information about clients is shared and the relevant people are consulted and/or informed of key activity on an account

**Qualifications**:

- 5+ years of experience in CPG Sales, Trade Marketing, Key Account, Revenue Growth Management, Category Management.
- Bachelor's Degree
- Knowledge in sales processes in CPG companies, customers, modern and traditional market.
- Good knowledge of NielsenIQ products, services and data preferred
- Digital knowledge, Salesforce
- Good business English (+ local language), both verbal and written
- Proven sales acumen
- Strong analytical skills

Additional Information

**About NielsenIQ**

NielsenIQ is committed to hiring and retaining a diver

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