Strategic Analytics & Insights (SA&I) Sales Leader Poland

Job Description

ABOUT THE JOB

In this Strategic Leadership role, you will be responsible for the development of NielsenIQ (NIQ) Strategic Analytics & Insights business for Poland, within our EEMEA region. Your responsibilities will include driving profitable revenue growth, building and maintaining client relationships as well as creating awareness of the broader SA&I portfolio.  

You will lead a local market sales team, reporting into the Eastern Europe Commercial Leader and work closely with the different Practice Area leaders assigned to Poland, to set a strategy that focuses on account retention, growth and new client acquisition.   

This role is also accountable for accurately managing an active sales pipeline and coaching the sales team to better results by leveraging multiple sales drivers such as prospecting, campaigns, and other account engagement tools. 

RESPONSIBILITIES

Profitable revenue growth:

• Own SA&I revenue and cost OP for Poland, drilong-term term profitable growth. 
• Develop sales plans and strategies to achieve sales goals in collaboration with the Eastern Europe Commercial Leader and the respective Practice Area leaders. 
• Manage sales team pipeline and assist in closing deals through strategic intervention. 
• Set quarterly and annual sales quotas for the Sales team. 
• Provide commitment through regular detailed sales forecasting.  Be accountable and accurate with forecast. 
• Own client-level annual operational (OP) planning inputs with the team at the account/geo level with Account Development and leadership input. 
• Create sales reports and provide feedback to local MD and regional SA&I leadership. 
• Drive sales, maintaining a long-term perspective to maximize overall revenue generation while being able to generate short-term results. 
• Ensure that the team is scoping projects responsibly with the relevant input from Customer Success to ensure feasibility and meet SA&I profitability guidelines 
• Partner closely with the Eastern Europe Commercial Leader, Practice Area leaders and Customer Success team to align on goals and strategy and drive shared accountability for revenue targets. 
• Implement annual pricing increases and influence price-setting for new services. 
• Advise the sales team on RFPs and support client discussions as needed. 
• Ensure NIQ fund usage 
• Drive internal NIQ relationships and ensure alignment with the local MD.  Liaise with the NIQ Account Development team on joint business planning, regional commercial efforts, and SA&I product pushes. 
• Lead and organize client activities and events 

Client management:

• Maintain & develop commercial relationships with clients  
• Monitor the market and competitor products and activities 
• Review customer activity and anticipate prospecting needs 
• Establish and maintain senior level key prospect/client relationships 
• Provide input for product development and prioritizations based on client feedback, RFPs requirements, competition analysis and market trends. Collaborate with Practice Area / Product Leadership to capture needs and get early feedback on our mid / long term product roadmaps. 

People management:

• Recruit and hire sales staff.  
• Motivate the sales teams to achieve their goals 
• Work with training team and peers to develop sales training content and protocols. 
• Ensure internal processes are followed, including adherence to tracking customer and transactional information in CRM system and other sales and operational processes. 

Core KPIs:

• Profitable revenue growth 
• Meet monthly & quarterly revenue targets and drive margin expansion 
• Increase sales conversion rate and reduce sales cycle time  
• Increase # of RFPs participation and win rate  
• Client management 
• Maintaining senior client relationships 
• New partnerships development 
• Soliciting client feedback for internal initiatives  
• People Management 
• Ensure team engagement meetings/conversations occur, and action plans are in place  
• Build and maintain a high performing sales team 

REQUIREMENTS

• Strong sense of urgency and accountability to drive client outcomes  
• Proven experience in leading a team, managing people, and developing talent  
• Experience in driving organizational transformation 
• Able to work collaboratively with internal & external teams  
• Capable to maintain strong and positive client relationships in complex situations & resolve client issues.  Effective negotiation skills 
• Strong logic, deducti