ABOUT THE JOB
In this Strategic Leadership role, you will be responsible for the development of NielsenIQ (NIQ) Strategic Analytics & Insights business for Poland, within our EEMEA region. Your responsibilities will include driving profitable revenue growth, building and maintaining client relationships as well as creating awareness of the broader SA&I portfolio.
You will lead a local market sales team, reporting into the Eastern Europe Commercial Leader and work closely with the different Practice Area leaders assigned to Poland, to set a strategy that focuses on account retention, growth and new client acquisition.
This role is also accountable for accurately managing an active sales pipeline and coaching the sales team to better results by leveraging multiple sales drivers such as prospecting, campaigns, and other account engagement tools.
RESPONSIBILITIES
Profitable revenue growth:
- Own SA&I revenue and cost OP for Poland, drilong-term term profitable growth.
- Develop sales plans and strategies to achieve sales goals in collaboration with the Eastern Europe Commercial Leader and the respective Practice Area leaders.
- Manage sales team pipeline and assist in closing deals through strategic intervention.
- Set quarterly and annual sales quotas for the Sales team.
- Provide commitment through regular detailed sales forecasting. Be accountable and accurate with forecast.
- Own client-level annual operational (OP) planning inputs with the team at the account/geo level with Account Development and leadership input.
- Create sales reports and provide feedback to local MD and regional SA&I leadership.
- Drive sales, maintaining a long-term perspective to maximize overall revenue generation while being able to generate short-term results.
- Ensure that the team is scoping projects responsibly with the relevant input from Customer Success to ensure feasibility and meet SA&I profitability guidelines
- Partner closely with the Eastern Europe Commercial Leader, Practice Area leaders and Customer Success team to align on goals and strategy and drive shared accountability for revenue targets.
- Implement annual pricing increases and influence price-setting for new services.
- Advise the sales team on RFPs and support client discussions as needed.
- Ensure NIQ fund usage
- Drive internal NIQ relationships and ensure alignment with the local MD. Liaise with the NIQ Account Development team on joint business planning, regional commercial efforts, and SA&I product pushes.
- Lead and organize client activities and events
Client management:
- Maintain & develop commercial relationships with clients
- Monitor the market and competitor products and activities
- Review customer activity and anticipate prospecting needs
- Establish and maintain senior level key prospect/client relationships
- Provide input for product development and prioritizations based on client feedback, RFPs requirements, competition analysis and market trends. Collaborate with Practice Area / Product Leadership to capture needs and get early feedback on our mid / long term product roadmaps.
People management:
- Recruit and hire sales staff.
- Motivate the sales teams to achieve their goals
- Work with training team and peers to develop sales training content and protocols.
- Ensure internal processes are followed, including adherence to tracking customer and transactional information in CRM system and other sales and operational processes.
Core KPIs:
- Profitable revenue growth
- Meet monthly & quarterly revenue targets and drive margin expansion
- Increase sales conversion rate and reduce sales cycle time
- Increase # of RFPs participation and win rate
- Client management
- Maintaining senior client relationships
- New partnerships development
- Soliciting client feedback for internal initiatives
- People Management
- Ensure team engagement meetings/conversations occur, and action plans are in place
- Build and maintain a high performing sales team
REQUIREMENTS
- Strong sense of urgency and accountability to drive client outcomes
- Proven experience in leading a team, managing people, and developing talent
- Experience in driving organizational transformation
- Able to work collaboratively with internal & external teams
- Capable to maintain strong and positive client relationships in complex situations & resolve client issues. Effective negotiation skills
- Strong logic, deductive reasoning, problem-solving, and critical thinking skills
- Skilled & polished communicator, including delivery of client presentations, thought leadership at external Conferences &/or internal Events
- Strategic thinking and vision
- Understanding of dependencies across areas
- Strong project management skills and ability to manage multiple priorities
- High say-do ratio
Qualifications
- 15+ years of professional experience in market research, advanced analytics and/or in other marketing & analytics services and/or sales functions / business development roles.
- Experience in transformation initiatives
- Proven Leader of high performing teams
- Bachelor's Degree required; Masters preferred
- Knowledge of consumer and shopper research methodologies and/or Analytics
- Good knowledge of NielsenIQ products, services and data preferred
- Expertise in (application of) one of NielsenIQ solutions is a plus
- Strong analytical skills
- Proven sales acumen
- Knowledge of Microsoft Word, Excel, PowerPoint and Microsoft tools
- Knowledge in usage of CRM and sales reporting systems (MSD, PBI, salesloft etc).
#LI-Hybrid
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
At NIQ, we are steadfast in our commitment to fostering an inclusive workplace that mirrors the rich diversity of the communities and markets we serve. We believe that embracing a wide range of perspectives drives innovation and excellence. All employment decisions at NIQ are made without regard to race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, genetic information, marital status, veteran status, or any other characteristic protected by applicable laws. We invite individuals who share our dedication to inclusivity and equity to join us in making a meaningful impact. To learn more about our ongoing efforts in diversity and inclusion, please visit the https://nielseniq.com/global/en/news-center/diversity-inclusion
