Sr. Account Development Representative

Company Description

Location: US-Remote, must be based in US

#LI-Remote

R25_0006870

No other company in the world knows more about what consumers watch and buy. Every day, we partner with industry leaders such as Target, ABC, P&G and Coke. At NielsenIQ, we use personal experiences and skills to build our clients’ businesses, and drive positive change for products and services that you use every day. 

At NielsenIQ, your work makes a difference. In all of our positions, we use a comprehensive awareness of data, processes, tools and people to drive real outcomes with our clients. Our ability to constantly reimagine the total consumer is rooted in our unique team composition that is as culturally diverse as the clients and consumers we aim to serve. This is what makes NielsenIQ such a unique place to build your career and experience a memorable journey along the way. If you are interested in being at the forefront of trends for tomorrow’s generation, leverage your distinct story and take advantage of the various paths you can travel to build your career at NielsenIQ. Join the NielsenIQ team where you can be yourself, make a difference and grow with us.   

Job Description

The Senior Account Development Representative has significant knowledge of FMCG and NielsenIQ products and services, as well as a developed understanding of the value those products and services bring to our clients. The Senior Account Development Representative is responsible for listening to, discovering and understanding client needs to identify sales opportunities and leveraging NielsenIQ’s unique value proposition. The Senior Account Development Representative is expected to proactively build a valuable network both internally and externally whilst collaborating with key contacts across Specialty Sales functions to drive revenue growth for NielsenIQ. 

As a Senior Account Development Representative, you will be responsible for: 

• Building and maintaining strong engagement with key players in client networks
• Deep understanding of client's business and able to identify and generally articulate best NielsenIQ solutions to meet client needs. Manages the needs assessment and discovery processes 
• Demonstrates NielsenIQ solution functionality directly to client audiences consistent with value proposition defined by Manager/Director
• Educates the client on industry trends and best practices adopted by peer companies 
• Preparing compelling proposals and pitches and converting opportunities into sales. Assisting in the conversation of opportunities into a sale with specialty partners 
• Being a consultative seller and client partner
• Overseeing client contract renewal process from proactive planning to negotiation to execution  
• Receiving and responding to RFPs - tailoring content to meet RFP requirements 
• Delivering revenue targets, taking accountability for business planning and implementation
• Visibility to all opportunities & risk – escalating when senior support is needed
• Utilizing Enterprise Selling process for faster selling cycles and higher win rates  
• Using Microsoft Dynamics 365 (CRM) to keep track of sales activities, leads and opportunities. Ensuring team is using and updating the system consistently 
• Building NielsenIQ brand and engagement with clients through use of sales and social platforms (i.e. Salesloft, Seismic, LinkedIn) 
• Being highly knowledgeable of NielsenIQ portfolio and NielsenIQ tools and systems. 
• Working collaboratively with other NielsenIQ teams to ensure that opportunities are picked up, information is shared, account strategy is aligned and the relevant people are consulted and/or informed of key activity on an account
• Renewing and growing book of business 
• Serving as a mentor to Account Development Representatives and helping develop team talent throw training and creation of resources that will upskill peers 
• Making processes more efficient for Account Lead community 
• Servicing stakeholders from “analyst” to “executive” persona 
• Serving as a subject matter expert on the Emerging Development team for a platform, process, and/or client domain (category or client persona, such as Marketing or Insights) 

Qualifications

General Skills  

• Consultative selling with experience across data-driven solutions 
• Able to demonstrate functionality and value proposition of software and systems via demonstration 
• Skilled & polished communicator, including client presentations
• Strong logic, deductive reasoning, problem solving, and critical thinking skills 
• Able to maintain positive client relationships in complex situations & resolve client issues; able to manage client expectations 
• Able to w