Client Director - Large Retail & Ecommerce

NielsenIQ; Chicago (IL); Remote; USD 117,000 - 150,000; Full time

Job summary

An established industry player is seeking a Client Director to spearhead client management and drive revenue growth. In this pivotal role, you'll collaborate with senior leaders and specialty sales teams, translating client needs into actionable strategies. Your expertise in consultative selling and relationship management will be key as you navigate contract negotiations and foster strong partnerships. This dynamic position offers a flexible working environment and comprehensive benefits, making it an exciting opportunity for those looking to make a significant impact in the consumer intelligence sector.

Benefits

Flexible working environment

Volunteer time off

LinkedIn Learning

Employee-Assistance-Program (EAP)

Comprehensive health insurance

Industry-leading parental leave

Life insurance

Education support

Qualifications

• 10-15 years of retail or FMCG consultative selling experience.
• Proven track record in revenue and sales growth.
• Excellent verbal and written communication skills.

Responsibilities

• Lead client management and relationships to drive revenue growth.
• Oversee contract renewals and new agreements.
• Build effective relationships with key client stakeholders.

Skills

Consultative Selling

Revenue Management

Client Relationship Management

Negotiation Skills

Analytical Skills

Communication Skills

Financial Management

Education

Bachelor's Degree

MBA

Tools

Data Analytics Tools

CRM Software

Job description

Company Description

Location: US-Remote

#LI-Remote

Job Description

The Client Director is responsible for client management and relationships, selling solutions to the client, overseeing deliverables and work product, the revenue management process, business development, and collaborating with manufacturer groups within your assigned vertical. You are the voice of the client to internal stakeholders and responsible for their sales growth.

Your success in this role will be driven by four areas:

1. Working with Directors and senior leaders with the clients to discover our current clients’ needs, and your ability to translate that into actionable revenue opportunities and working with the right specialty sales teams to close the deal.
2. Successfully building and growing relationships across your client base through demonstrating analytic, service, and product value.
3. Ensuring that all client needs, known and unknown, are identified, researched, and actioned to ensure our ongoing client’s success.
4. Leading contract renewals and net new agreements. Your proven track record in service delivery, measurement, and data/information strategy will position you to build and maintain strong relationships with our clients.

All client-facing associates are part of the commercial and revenue management process, including identifying opportunities from client meetings and communications, socializing them to the right client leads, and supporting them so we can act on those opportunities. We are always listening to our clients, assessing how we can help, and driving value add through expanding our engagements and services.

Key career experience(s) and development gained in this role:

• Revenue planning and forecasting coupled with a rich understanding of the corporate 3YP process
• Personnel leadership and management skills
• Collaborating at a senior level at the client
• Deep financial understanding of the client strategies and P&L
• Clear knowledge base of end-to-end client solutions
• Mastery of overseeing client service and analytics

Responsibilities

• Planning & Strategy
  • Vision casting and vision setting
  • Lead the joint business planning process with the client, within the account planning cycle
  • Development of Local Service Agreements (data warehouse agreement, omni services, etc.)
  • Develop renewal strategy and lead process to successful outcome
  • Contract negotiation and financials behind cooperation agreement
  • Provide thought leadership on the overall expansion of the business including processes, product development, service, and marketing
• Revenue Management
  • Own the entire revenue management process including financial targets, cash flow optimization, billing, pipeline from all business units, and contract process
  • Work all deals through the formalized NielsenIQ Enterprise Sales Process, and properly document the process and status
  • Manage retailer contract financials - internal bank account (RBA), payments, and project planning
  • Contract management process for renewals and oversee any ad hoc opportunities
  • Invoicing / PO's follow-up actions as required
  • Ensure Proof of Product Delivery is completed for revenue recognition
  • Deliver the assigned Operating Plan
• Relationship Management
  • Build and grow effective relationships with key contacts and decision makers at our clients. Own and foster a positive relationship with the contract owner
  • Work collaboratively with clients to identify and deliver analytical insights that translate into actionable strategies and tactics to improve performance and deliver value against our products
• People Leadership
  • Lead your team of Analysts, Associate Client Managers, Client Managers, and Associate Client Directors who service the accounts you are responsible for
  • Onboarding and Training, Career Development, Quarterly Feedback & Annual Performance Check-ins, Merit and Incentive Planning, and Account Succession Planning.
• Selling
  • Manage RBA spend and co-op with the client
  • Identify, gain alignment, and sell-in existing and new product concepts to new or existing retail clients
  • Unlocking of new stakeholders / personas / budget holders
  • Drive revenue growth by building and growing effective client relationships with senior-level stakeholders and decision makers within the client’s organization
• Product
  • Represent the voice of your clients within the NielsenIQ organization for the collaborative power of winning strategies for both the client and the business
  • Work with SMEs to build and sell in client opportunities
  • Provide thought leadership on the overall expansion of the business including processes, product development, service, and marketing
• Legal
  • Understand NielsenIQ contracting framework and collaborate to design and draft agreements for our clients
  • Work with legal to address pertinent client issues or challenges
• Market Intelligence
  • With a high degree of urgency, uncover and disseminate retailer, manufacturer, and competitive intelligence with the NielsenIQ team
• Day to Day Deliverable
  • Oversee the timely delivery of content to client stakeholders in the appropriate format/communication channel
  • Demonstrate the value and importance of analytics with our clients
  • Assist in setting reporting expectations across all stakeholders

Qualifications

• 10-15+ years of retail or FMCG / T&D-oriented consultative selling experience
• Relevant experience with research techniques & solutions in the related industries of FMCG, Tech, and Durables. Retail, Consulting, or Analytics
• Effective in senior-level communications, influencing & negotiation
• Proven and quantifiable overachievement of revenue, sales, and profitability objectives; strong pipeline management skills with a track record of predictability and consistency
• Proficient with financial & contractual management
• Proven skills managing selling cycles
• Excellent written and verbal communication skills; ability to articulate complex issues in a concise and persuasive manner to a diverse audience
• A flexible approach to communication; able to adapt their message quickly to the appropriate level or function with poise and polish
• Proven consultative selling skills; able to identify and diagnose root client issues versus symptoms and link the diagnosis to NielsenIQ solutions
• Working and pragmatic knowledge of various syndicated data offerings; ability to translate data knowledge into tactical and strategic solution frameworks
• Familiarity with and ability to speak to all key NielsenIQ Solutions
• Willingness to travel will depend on the location of the candidate's residence. Location requirements are flexible.
• Bachelor's degree required; MBA preferred

Additional Information

This role has a market-competitive salary with an anticipated base compensation of the following range: $117,250-$150,000. Actual salaries will vary depending on a candidate’s experience, qualifications, skills, and location. This role might also be eligible for a sales-based incentive or performance-based bonus. Other benefits include a flexible working environment, comprehensive health insurance, industry-leading parental leave, life insurance, education support, and more.

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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NIQ is committed to reflecting the diversity of the clients, communities, and markets we measure within our own workforce. We exist to count everyone and are on a mission to systematically embed inclusion and diversity into all aspects of our workforce, measurement, and products. We enthusiastically invite candidates who share that mission to join us. 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 global non-discrimination policy covers these protected classes in every market in which we do business worldwide. Learn more about how we are driving diversity and inclusion in everything we do by visiting the NIQ News Center: https://nielseniq.com/global/en/news-center/diversity-inclusion