Senior Manager- SMB

NielsenIQ; Mumbai; On-site; INR 1,800,000 - 2,800,000; Full time

Benefits offered by this job

Flexible working environment

Volunteer time off

LinkedIn Learning

Employee-Assistance-Program (EAP)

Job summary

NielsenIQ seeks an Account Development Lead in Mumbai to generate revenue by expanding NIQ’s solutions with multinational CPG manufacturers. You will act as a bridge between Commercial teams and internal functions, driving strategic insights and value realization for clients.

The role requires MBA exposure (desirable) and 5-8 years in FMCG/retail, with strong communication, influencing, and project management skills to build a robust sales pipeline and grow revenue through consultative selling.

Qualifications

• MBA (desirable) with 5-8 years’ experience in FMCG / Service / Retail industry.
• Strong Customer Focus and Proactiveness.
• Very Good Influencing, Persuading and Project Management Skills.
• Ability to connect and link insights to customers business.
• Strong presentation skills, Logical thinking, Strong command on excel.
• Effective writing skills.

Responsibilities

• Grow the revenue from assigned clients by increasing width & depth of NIQ solutions by undertaking consultative selling.
• Launch and introduce new NIQ services to drive adoption among assigned clients.
• Build a strong pipeline through regular engagement with various functional teams at the client’s end.
• Work with relevant internal stakeholders to build pitches relevant for client’s business requirement.
• Own the client relationship and lead engagement for the assigned accounts.
• Foster relationships across levels and functions to identify opportunities for incremental product/solution sales.
• Manage servicing for accounts with internal teams to maintain client satisfaction.

Skills

Excellent communication

Active listening

Analytical mindset

Problem solving

Change management

Presentation skills

Education

MBA (desirable)

Job description

Job Description

About this Job

The CPG industry relies on NielsenIQ for understanding emerging market trends for their growth strategy and NielsenIQ provides information services and products to our manufacturers, that helps them take strategic business decisions. Our data offers comprehensive and timely information on market shares and category performance, competitive sales volumes and insights into distribution, pricing, merchandising and promotion. By combining this detailed information with our professional consultative services, we offer valuable insights and expertise that helps our clients improve their manufacturing, marketing and sales decisions.

This role is for Account Development Lead who will be responsible for generating revenue and managing relationship with Multinational CPG manufacturers based in India.

Responsibilities

At NielsenIQ we autonomously contribute to analysis that resolves specific Customer concerns.

This role serves as a bridge between the Commercial team, and various other teams like Quality Assurance, Operations, Engineering, & Data Science teams with regards to Customer requirements on business and insights. It also seeks to provide a strategic analysis that enables business decision making of our customers.

This role will enable customers to realize value potential of NIQ products and services. It will help our customers to get strategic insights and participate in customer business reviews with the aim to safequard and grow revenue.

Helps in setting priorities for NIQ to contribute to customer success function. This role entails planning along with the team for delivery of services to manufacturers & retailers using core NIQ products and services in retail measurement, E-commerce, and Analytics. It also needs the associate to identify whitespace opportunity, facilitate building up of the proposal thereby enhance awareness of revenue outlook.

Business Development

• Grow the revenue from assigned clients by increasing width & depth of NIQ solutions by undertaking consultative selling
• Launch and introduce new NIQ services to drive adoption among assigned clients
• Build a strong pipeline through regular engagement with various functional teams at the client’s end
• Work with relevant internal stakeholders like specialist sales team etc to build the pitches that are relevant for client’s business requirement

Relationship Management

• Own the client relationship and lead the engagement for the assigned accounts by having a strong understanding of their business priorities
• Foster relationships across various levels and within various functions of the client organization namely CMI, Sales, Marketing to identify opportunities for incremental product/solution sales
• Work with internal functions (A&I, GSC hub, customer service team, Data Science, Operations) to manage basic servicing for the assigned clients which do not have a consulting lead

JOB RESPONSIBILITIES

• Responsible for the day-to-day management of the customer, building customer engagement, focused on value creation
• Key activities include definine and enable service model and deliverables during proposal development, delivering ongoing insights with quantifiable outcome for the customers, and identifying opportunities.
• The performance metrics for success of this role will be improvement in NPS Score

Lead Customer Engagement

• Develops foundational relationship with key customers and stakeholders
• Gather understanding and expertise on customer business priorities and how that ties up to consumption of NIQ products & services
• Helps in identifying customer needs and creates a shared plan with Sales team to deliver outcomes in collaboration with NIQ internal teams
• Lead Customer engagement with thoughtful insights to help customers take useful business decisions through NIQ products and services
• Advisor and thought leader to facilitate customer solution-related queries through persuasive, informed and consistent approach
• Become a liaison and facilitator for resolving active data queries by engaging the right global/local teams

Opportunity & Pursuit Management

• Plan a portfolio of work such as adoption of new NIQ products and services, support programs and projects, and value realization in alignment with customer business objectives
• Capture, communicate and brings forward recommendation from customer insights team and collaborate with internal teams to help identify growth opportunity through account planning and supporting delivery execution
• Work closely with Sales Account managers to maintain a stronger pipeline of opportunities through a pre-qualified opportunity tracking: Sales Account Managers

Consumption & Delivery Execution

• Record and measure product adoption rate for a pre-assigned list of customers and strategize windows of opportunity with the Sales team
• Identify opportunities, questions and issues shared by customers and propose solutions to address these issues in a decided timeframe
• Work with internal teams using functional knowledge to spot the right team members to support delivery to customers
• Delivery orchestration by driving solution and operational health for complex customer accounts

WHAT ARE WE LOOKING FOR?

Individuals with prior experience in solving retail (traditional/ modern trade and E-commerce) specific solutions around sales analytics, demand management, merchandizing, brand health, salesforce activation and retail measurement. Expertise in specific product category or distribution channel will be an added advantage. With acumen to work in a matrix organization that leverages leadership and influencing skills.

QUALIFICATIONS

• MBA (desirable) with 5-8 years’ experience in FMCG / Service / Retail industry
• Strong Customer Focus and Proactiveness
• Very Good Influencing, Persuading and Project Management Skills
• Ability to connect and link insights to customers business
• Strong presentation skills, Logical thinking, Strong command on excel
• Effective writing skills

PREFERRED SKILLSETS

MUST HAVE

• Excellent oral and written communication
• Ability to articulate thoughts and solutions and express to the customer leadership
• Problem-solving approach and attitude
• Active listening and seeking out root cause of a business problem
• Responsive and proficient in Change Management
• Analytical and logical mindset
• Internal advocate for customer needs

GOOD TO HAVE

• Knowledge of Analytical tools and platforms
• Understanding of data monetization lifecycle
• RMS product and process knowledge

About you

A proven commercial person, who can build and execute sales strategy plan, and be accountable for end-to-end sales operations process i.e. prospecting, developing, proposal building, negotiating and closing sales. The person should be able to do accurate weekly or monthly sales forecast and effective pipeline management. A team player, who can collaborate with peers, and contribute to the thinking & strategy of senior management team at NielsenIQ

About NielsenIQ

NielsenIQ is a global measurement and data analytics company that provides the most complete and trusted view available of consumers and markets worldwide. We provide consumer packaged goods manufacturers/fast-moving consumer goods and retailers with accurate, actionable information and insights and a complete picture of the complex and changing marketplace that companies need to innovate and grow. Our approach marries proprietary NielsenIQ data with other data sources to help retailers around the world understand what’s happening now, what’s happening next, and how to best act on this knowledge. We like to be in the middle of the action. That’s why you can find us at work in over 90 countries, covering more than 90% of the world’s population. For more information, visit www.niq.com

NielsenIQ is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity/Affirmative Action-Employer, making decisions without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, marital status, protected veteran status or any other protected class.

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