The Mid-Market Sales Team will drive significant growth for Nielsen’s Audience Measurement business through the high-growth mid-market client segment by being the: 

1. High growth revenue generation sales engine to sell to existing small-to-mid scale accounts and prospects across client segments;

2. Talent development engine to hire, cultivate and develop sales talent to be the next generation sales force;

3. Incubator for best in class mid-market sales capabilities with global standardization and a consistent operating model with regional ownership.

The Mid-Market Senior Executive will gain experience in a client-facing role and deepen his/her understanding of Nielsen Audience Measurement products and capabilities. The associate will develop internal partnerships by working with Asia vertical sales teams and other Asia Mid-Market Sales associates to share best practices. 

The Mid-Market Senior Executive will be responsible for: 

ㆍCarrying quota and owning sales, end to end, to ~50 small and mid-sized existing clients and prospect Nielsen customers across verticals (e.g., advertisers, publishers, digital), generating up to USD50k per client in Nielsen revenue; 

ㆍCreate new pipelines through programmatic, high velocity, outbound prospecting activities (e.g. calls, emails, social outreach) to expand existing accounts and secure new logos; 

ㆍDrive and enable renewals of existing clients;

Sales activities 

ㆍBuild and maintain strong relationships with clients through regular communication and follow-up;

ㆍOutbound prospecting and follow up on Marketing Qualified Leads (MQL) to generate pipeline;

ㆍIdentify, qualify, prospect, and develop new client relationships and generate new sales opportunities 

ㆍCross-sell and upsell to existing customers by identifying opportunities for additional products or services that align with their needs;

ㆍManage sales process from prospecting, to negotiating and closing contracts;

ㆍPrepare and deliver contract proposals to new and existing customers, negotiating terms, and closing sales;

ㆍAnswer client questions relative to product updates and product information effectively and in a timely manner;

ㆍConsistently meet revenue targets and activity KPIs;

ㆍStay up to date on industry trends and developments;

ㆍDevelop a solid understanding of Nielsen products and services to effectively position them to potential customers;

Operational activities 

ㆍLeverage CRM and other tech tools to track, execute and manage sales activities;

Internal

ㆍRegular meetings with Mid-Market Sales Team across 8 markets in Asia and MMS Lead;

ㆍClose collaborations with the Customer Experience Team, Revenue Operations Team and the local Operations Team;

ㆍSynergies with Vertical teams - Agencies & Advertisers, Broadcasters/Publishers, Platforms/Digital;

ㆍCoordination with the Marketing team and other Support Functions such as HR & Finance;

External 

ㆍRegular meetings (virtual or face-to-face) with identified high-touch Mid-Market Sales clients;

ㆍBi-weekly/monthly touchpoints and communication with identified low-touch Mid-Market Sales clients.

ㆍBachelor’s Degree in Business, Marketing, Finance or related field or relevant sales/business experience;

ㆍ3-4 years of experience in high performing Mid-market Sales teams or any Sales teams;

ㆍKnowledge of Nielsen as a business and its products, services, and offerings - preferred;

ㆍTrack record of performance with discipline in sales prospecting activities;

ㆍStrong business, media, technology and data acumen;

ㆍProficient in digital marketing, understanding of web technologies, online / offline data sets and research methodologies;

ㆍMid-market 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);

ㆍDemonstrated willingness to learn and grow;

ㆍGood background of the industry and competitive landscape;

ㆍExceptional strategic and analytical skills that enable informed, data driven business decisions and judgment;

ㆍStrong communication skills (verbal and listening), problem solving skills, and high emotional intelligence.

Sales Activities

ㆍ# of Outreaches (calls, emails, socials);

ㆍ# of Opportunities created;

Pipeline Building & Pipeline Health

ㆍ% Pipeline coverage vs Target;

ㆍPipeline probability % movements week-on-week;

ㆍConversion rate;

Revenue Target 

ㆍ$ Bookings/closed deals across new clients, upsell and cross-sell;

ㆍ$ Renewals among existing clients;

ㆍ% achievement against Revenue target.