DEPARTMENT SUMMARY

The Mid-Market Sales Team will drive significant growth for Nielsen’s Audience Measurement business through the high-growth mid-market client segment by being the:

1. High growth revenue generation sales engine to sell to existing small-to-mid scale accounts and prospects across client segments.

2. Talent development engine to hire, cultivate and develop sales talent to be the next generation sales force.

3. Incubator for best in class mid-market sales capabilities with global standardization and a consistent operating model with regional ownership.

POSITION SUMMARY

• Key role within the Mid Market Sales, Audience Measurement, team that focuses on business development with our media agency partners, including creative agencies, broadcasters, publishers, platforms, and advertiser relationships and partnerships. This is a crucial role within the Audience Measurement Mid Market Sales team. The focus is on driving business development and fostering relationships with a diverse range of media partners, including agencies, broadcasters, publishers, platforms, and direct advertisers.

• A business development executive manager (Hunter) to drive sales within the Indonesia market driving quarterly sales targets, driving revenue pipeline, developing long term strategic partnerships and closing sales. 

• Develop complex go to market plans for specific prospects, working with a matrixed structure (Mid Market Sales), as well as with key partners.

Key Responsibilities

Sales activities

• Build and maintain strong relationships with clients through regular communication and follow-up.

• Outbound prospecting and follow up on Marketing Qualified Leads (MQL) to generate pipeline.

• Identify, qualify, prospect, and develop new client relationships and generate new sales opportunities 

• Cross-sell and upsell to existing customers by identifying opportunities for additional products or services that align with their needs.

• Manage sales process from prospecting, to negotiating and closing contracts.

• Prepare and deliver contract proposals to new and existing customers, negotiating terms, and closing sales.

• Answer client questions relative to product updates and product information effectively and in a timely manner.

• Consistently meet revenue targets and activity KPIs.

• Stay up to date on industry trends and developments.

• Develop a solid understanding of Nielsen products and services to effectively position them to potential customers.

Operational activities

• Leverage CRM and other tech tools to track, execute and manage sales activities.

• Have operational command of business.

Cross Functional activities

• Collaborate with other vertical Sales, Marketing, Product, Revenue Operations, and Finance to deliver products, services, and drive client satisfaction.

KEY STAKEHOLDERS & INTERFACE

Internal

• Audience Measurement Commercial Teams, including the wider 10 colleagues across Mid Market Sales, Asia.

• Customer Experience Team.

• Product Team

• Finance Team / Revenue Controller Teams to ensure revenue is correctly recognised each week.

External

• Mid Market Sales clients to provide Research & Measurement expertise and to ensure measurement projects proceed.

• Cultivate long-term relationships with C-Suite Executives, and others,  at client organizations to effectively grasp and address their critical business challenges.

• Working on a daily basis with Insights, Measurement, Data Partnerships and Sales team contacts at our clients to develop and close sales opportunities.

• Engagement with Industry bodies in Indonesia to promote Media Measurement best practice.

• Required to have fluent skills in Indonesian Bahasa (written and spoken).

• 2-3 years of experience in solution sales and have high sales skills.

• Experience in high performing Mid-market Sales teams.

• Knowledge of Nielsen as a business and its products, services, and offerings - preferred.

• Track record of performance with discipline in sales prospecting activities.

COMPETENCIES & SKILLS

• Strong business, media, technology and data acumen.

• High communication skills.

• Hands on with a CAN-DO attitude.

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

• Exceptional strategic and analytical skills that enable informed, data driven business decisions and judgment.

• Strong communication skills (verbal and listening), problem solving skills, and high emotional intelligence.

• Well organized with the ability to plan and prioritize.

• Meticulous with strong attention to detail.

• Use of established CRM tools - Salesforce a must, other a plus: Linkedin Sales Navigator and SalesLoft.

• Google Suite Applications (Preferable) – GMail, Google Doc, Google Slides, etc.

PREFERRED

• Advanced knowledge and understanding of advertising and marketing and the media industry.

• Basic knowledge and understanding of marketing research.

• Experience working with media, marketing, or related fields.

• Strong network in marketing, digital, media industries.

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