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Managing Director, Agencies

3 months ago

Malaysia Nielsen Full time

ABOUT THE ROLE

Critical role across the second largest MSG in Asia, which at US$25m represent one quarter of total revenues in the region. Complex role handling 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 key. Role manages the Commercial team for the Agencies & Advertisers verticals across Asia 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 country-specific engagements and contracts for local customers.

Teams’ objectives will be revenue growth and product penetration within MSG

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;
  • 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
  • Lead, direct, and evaluate direct reports and their team members to align on overall business strategies and achieve sales goals at country level;
  • Manage and develop direct reports to serve as a coach / mentor with aim to develop future leaders;
  • Deliver financial results by driving and championing a client-centric sales mindset within the organization;
  • Breaking down internal silos to facilitate a cohesive, efficient and profitable business unit;
  • Represent the Nielsen brand within the industry and external stakeholders;
  • Part of the Nielsen Regional and Local Executive Team and be involved in decision making regarding the successful running of our local business.

QUALIFICATIONS & SKILLS

  • More than 10-15 years of commercial leadership, solution sales and sales skills, running a large team with full P&L responsibility
  • Experience in handling Regional clients across all Asia markets, including Japan, South Korea, Taiwan and Southeast Asia.
  • Advanced knowledge and understanding of research, media, advertising and/or marketing across Asia;
  • 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 leadership credentials by leading teams that have driven 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
  • 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
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