Managing Director, Agencies

6 months ago


Petaling Jaya, 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 crede



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