Client Director

Company Description

Location: US-Remote

R25_0006976

#LI-Remote

Job Description

The Director of Retail is responsible for client management and relationships, selling solutions to the client, overseeing deliverables and work product, the revenue management process, business development, and collaborating with manufacturer groups within your assigned vertical.  You are the voice of the client to internal stakeholders and responsible for their sales growth.​

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Your success in this role will be driven by four areas:

1. Working with Directors and senior leaders with the clients to discover our current clients’ needs, and your ability to translate that into actionable revenue opportunities and working with the right specialty sales teams to close the deal.
2. Successfully building and growing relationships across your client base through demonstrating analytic, service, and product value.
3. Ensuring that all client needs, known and unknown, are identified, researched, and actioned to ensure our ongoing client’s success.
4. Leading contract renewals and net new agreements Your proven track record in service delivery, measurement and data/information strategy will position you to build and maintain strong relationships with our clients. ​

All client facing associates are part of the commercial and revenue management process. This includes, but is not limited to, identifying opportunities from client meetings and communications, socializing them to the right client leads, and supporting them so we can act on those opportunities. We are always listening to our clients, assessing how we can help, and driving value add through expanding our engagements and services.

Key career experience(s) and development gained in this role:​

• Revenue planning and forecasting coupled with a rich understanding of the corporate 3YP process​
• Personnel leadership and management skills​
• Collaborating at a senior level at the client​
• Deep financial understanding of the client strategies and P&L ​
• Clear knowledge base of end to end client solutions​
• Mastery of overseeing client service and analytics

Responsibilities

• Planning & Strategy
  • Vision casting and vision setting​
  • Lead the joint business planning process with the client, within the account planning cycle​
  • Development of Local Service Agreements (data warehouse agreement, omni services, etc.)​
  • Develop renewal strategy and lead process to successful outcome
  • Contract negotiation and financials behind cooperation agreement​
  • Provide thought leadership on the overall expansion of the business including processes, product development, service, and marketing
• Revenue Management
  • Own the entire revenue management process including financial targets, cash flow optimization, billing, pipeline from all business units and contract process​
  • Work all deals through the formalized NielsenIQ Enterprise Sales Process, and properly document the process and status​
  • Manage retailer contract financials - internal bank account (RBA), payments, and project planning​
  • Contract management process for renewals and oversee any ad hoc opportunities​
  • Invoicing / PO's follow up actions as required​
  • Ensure Proof of Product Delivery is completed for revenue recognition​
  • Delivering the assigned Operating Plan
• Relationship Management
  • Build and grow effective relationships with key contacts and decision makers at our clients. Own and foster a positive relationship with the contract owner
  • Work collaboratively with clients to identify and deliver analytical insights that translate into actionable strategies and tactics to improve performance and deliver value against our products
• People Leadership
  • Lead your team of Analysts, Associate Client Managers, Client Managers and Associate Client Directors who service the accounts you are responsible for​
  • Onboarding and Training, Career Development, Quarterly Feedback & Annual Performance Check-ins, Merit and Incentive Planning, and Account Succession Planning.
• Selling
  • Manage RBA spend and co-op with the client​
  • Identify, gain alignment, and sell-in existing and new product concepts to new or existing retail clients
  • Unlocking of new stakeholders / personas / budget holders​
  • Drive revenue growth by building and growing effective client relationships with senior-level stakeholders and decision makers within the client’s organization
• Product
  • Represent the voice of your clients within the NielsenIQ organization for the collaborative power of winning strategies for both the client and the business​
  • Work with SMEs to build and sell