India / India / / Mumbai /

#: 743999977901348 / REFID374484

Mid-Senior Level

Full-Time

Job Description

Role Purpose:

Leads sales efforts for BASES solutions among existing clients as well as new client acquisitions, and is responsible for commercial plan development and execution.

Key priorities include :

• Understanding client’s business questions and identifying solutions that will answer those questions
• Tailor-make the study design, in consultation with the BASES Delivery Team, to make sure that the business questions will be answered in full
• Drive full sales cycle with clients, proactively identifying sales opportunities based on client strategic priorities and networking
• Close collaboration with BASES Delivery COE team to drive seamless delivery to clients

 

Success Will Require:
Strong sales leadership including: prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with clients’ C-level and other decision-makers

• Ability to build enduring relationships with C-level executives – truly passionate relationship developer
• Strong affiliation to Sales Personas & develops sales strategies to suit
• Excellent problem solving skills, solution oriented and good analytical skill
• Very good client-facing and communication/presentation skills
• Financial understanding (eg. P&L, EBITDA) and how this relates to business success
• Excellent at consultative selling
• Ability to speak at external forums
• Strong Collaboration and Networking skills

   

Responsibilities:

Earning Client Trust/Building Relationships

Build and maintain strong networking and C-suite engagement with key players & Sales personas across broad base of client targets

• Confidence & credibility to talk to a wide range of decision influencers
• Demonstrate the highest commitment to sales force penetration and retention
• Knowledge of the CPG and Retail industry, understanding how trade and business needs are changing and how NIQ solutions can help solve client business issues
• Responsible for developing case studies & client testimonials. Present at client/ Retailer events , external industry events
• Full understanding of BASES portfolio and interconnectedness of different solutions

   

Sales Management

• Deployment of necessary solutions around persona’s as part of sales planning process
• Able to drive team towards sales targets, has visibility of all opportunities and risk, ensures the team has tight pipeline and proposal tracking systems
• Comfortable negotiating with senior clients and knows what levers to use. Clearly links the value of BASES products and solutions with the price to overcome objections. Pre-empts stakeholder objections and pushes the client to a favorable outcome

   

Planning and Forecasting

• Owns the business plan: financial target/proposal submission/revenue on hand/pipeline for its group of clients/solutions
• Takes overall accountability for business planning and implementation. Tracks the financial performance of clients
• Sound understanding of profitability and EBITDA and how this relates to all proposals and sales. Knows how NIQ and competitor offerings are priced and is aware of the client budgets

   

Qualifications

• 5-6 years of experience in CPG sales or in market research with a strong acumen towards consultative seslling
• MBA degree
• Knowledge of sales processes in CPG companies, customers, modern and traditional markets
• Digital knowledge, Microsoft Dynamic/Salesforce
• Excellent business English, both verbal and written
• Proven sales acumen
• Excellent problem solving skills, solution oriented and good analytical skill
• Very good client-facing and communication/presentation skills
• Financial understanding (eg. P&L, EBITDA) and how this relates to business success
• Strong Collaboration and Networking skills

https://jobs.smartrecruiters.com/NielsenIQ/743999977901348-senior-manager-bases