About the Role

A key commercial role contributing to the success of the Asia MSG. Complex role supporting both a very mature and established business, working with agencies and a much less developed side, with Advertisers, where building Key-Account level relationship is vital. The role supports the Commercial team for the Agencies & Advertisers verticals across Malaysia to drive new business opportunities and develop strategic engagement with relevant clients, with a focus on building a strong key account approach to engaging with major clients across the two verticals.

Additionally, drive strategic engagement within the clients, build go-to-market strategies and client-specific account plans to expand our business with existing clients, share best practices across client vertical sales teams, and drive local engagements and contracts for customers in Malaysia.

The team's objectives will be revenue growth and product penetration within the Malaysia sales group.

ROLE 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 verticals for support with identifying opportunities and converting the sale;

  • Leverage Senior leadership’s 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;5

• 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 & Mentorship

  • Mentor and coach team members to align on overall business strategies and achieve sales goals at country level;

  • Contribute to the development of team members by providing guidance and support;

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

  • Collaborate effectively across internal silos to facilitate a cohesive, efficient and profitable business unit;

  • Represent the Nielsen brand within the industry and external stakeholders;

  • Work closely with the Local Executive Team on initiatives regarding the successful running of the local business.

• More than 8 years of commercial experience, solution sales and sales skills, with a focus on driving revenue growth.

• Experience in handling clients within the Malaysia market.

• Advanced knowledge and understanding of research, media, advertising and/or marketing across Malaysia;

• Demonstrable track record in handling sales across complex cycles, and expertise in managing multi-cultural teams including non-native English speakers.

• Role requires gravitas, industry access and an ability to develop complex go-to-market plans for specific prospects, working with a matrixed structure (agencies to advertisers) as well as with key partners.

• Develop country-specific synergies across the two verticals to establish Nielsen as the go-to brand within the industry and with external stakeholders.

• Demonstrable experience in developing strategic business plans, and executing them successfully;

• Demonstrated ability to contribute to excellent business results while navigating difficult situations such as market challenges, cultural change, and business integration;

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

• Strong understanding of business performance measures and corporate financials

• Meticulous with strong attention to detail;

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

• Team player with the ability to enable and encourage others within the team

• Commercially astute – especially in proposing and negotiating solutions

• Ability to understand, interrogate and translate complex business issues

• Strategic thinking, analytical and logical reasoning skills

• Result oriented, working with the end in mind;

• Resilient, persuasive and self motivated

• High-level accuracy and attention to detail

• Strong written and verbal communication / presentation skills in English language

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

• #LI-NS1

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