Growth Account Manager, Australia Audience Measurement Pacific

Description:

At Nielsen, we are passionate about our work to power a better media future for all people by providing powerful insights that drive client decisions and deliver extraordinary results. Our talented, global workforce is dedicated to capturing audience engagement with content - wherever and whenever it’s consumed. Together, we are proudly rooted in our deep legacy as we stand at the forefront of the media revolution. When you join Nielsen, you will join a dynamic team committed to excellence, perseverance, and the ambition to make an impact together. We champion you, because when you succeed, we do too. We enable your best to power our future.
The Growth Account Manager will gain experience in a client-facing role and deepen their understanding of Nielsen Audience Measurement products and capabilities. The associate will develop internal partnerships by working with Australia vertical sales teams and other commercial associates to share best practices.
Key Responsibilities

• Carrying quota and owning sales, end to end, to small and mid-sized existing clients and prospect Nielsen customers across verticals (e.g., advertisers and media agencies), generating incremental revenue out of the identified “growth Accounts”
• NB Targets will be defined based on a client segmentation (Growth/Stagnant) followed by a product gap analysis by ‘growth account’
• Drive and enable auto renewals or multi-year deals for existing clients, especially concerning the ‘stagnant’ segment.
• Create new pipelines through programmatic, high velocity, outbound prospecting activities (e.g. calls, emails, social outreach) to expand existing accounts and secure new logos;
• Respond to inbound leads and coordinate the end to end process for these opportunities;

Sales Activities

• Build and maintain strong relationships with clients through regular communication and follow-up;
• Outbound prospecting and follow up on Marketing Qualified Leads (MQL) to generate pipeline;
• Identify, qualify, prospect, and develop new client relationships and generate new sales opportunities
• Cross-sell and upsell to existing customers by identifying opportunities for additional products or services that align with their needs;
• Manage sales process from prospecting, to negotiating and closing contracts;
• Prepare and deliver contract proposals to new and existing customers, negotiating terms, and closing sales;

Operational activities

• Leverage CRM and other tech tools to track, execute and manage sales activities;
• Have operational command of business;

Cross Functional activities

• Collaborate with other vertical Sales, Marketing, Revenue Operations, and Finance to deliver products, services, and drive client satisfaction.

Key Internal Stakeholders

• Regular meetings with Agency and Advertiser Teams across AU and NZ and Pacific Agency & Advertiser Lead;
• Close collaborations with the Customer Experience Team, Revenue Operations Team and the local Operations Team;
• Synergies with Vertical teams - Agencies & Advertisers, Broadcasters/Publishers, Platforms/Digital;
• Coordination with the Marketing team and other Support Functions such as HR & Finance;

Key External Stakeholders

• Regular meetings (virtual or face-to-face) with identified high-touch Advertiser clients and prospects;
• Bi-weekly/monthly touchpoints and communication with identified low-touch Advertiser clients.

Experiences & Qualifications

• Bachelor’s Degree in Business, Marketing, Finance or related field or relevant sales/business experience;
• 4-5 years of experience in high performing commercial teams, particularly with advertiser or agency experience;
• Knowledge of Nielsen as a business and its products, services, and offerings preferred;
• Track record of performance with discipline in sales prospecting activities;

Competencies & Skills

• Strong business, media, technology and data acumen;
• Proficient in digital marketing, understanding of web technologies, online / offline data sets and research methodologies;
• Sales tool proficiency - SAP/Salesforce, Sales prospecting tools (e.g., LinkedIn Sales Navigator), lead enrichment tools (e.g., Zoominfo), Sales engagement tools (e.g., Outreach);
• Demonstrated willingness to learn and grow;
• Good background of the industry and competitive landscape;
• Exceptional strategic and analytical skills that enable informed, data driven business decisions and judgment;
• Strong communication skills (verbal and listening), problem solving skills, and high emotional intelligence.

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