Associate Director, SA&I Sales Consumer Behavior & Insights

Role Expectations
1. What to Sell?
Accountable for the Solution portfolio / product mix
Define which products are core to the solution portfolio
Articulate how each of the products brings unique client benefits
Ensure portfolio profitability is understood & improved over time
Commercial ownership of pricing rate cards & commercial policies
Close partnership with Global Product Leadership function:
Identify the solutions with the highest revenue opportunity
Ensure APAC markets needs are met in product development roadmap
Provide APAC Markets teams visibility to product plans and timelines
Identify white space in the portfolio / unmet client needs and seek partner / acquisition programs to meet those needs (where we will not build)
Accountable for the Portfolio Operating Plan (with the correct mix by solution)
2. How to Sell?
Build a strong community around the portfolio / expertise
A community that learns, adopts & activates with speed
A community that is formed with Sales & Delivery teams
Cross country client opportunities / Best practice sharing
Define the WOW to guarantee regular connections within local sales leaders & Market leaders
Maintain central Knowledge Management drives to enable your communities
Build and execute the Go To Market plans for the solutions:
Campaign calendar & content
Commercial Decks / Proposal Decks
Improve Demo Scripts
Create and coordinate TL and Webinars (with Inside Sales support)
Market kit Product adaptation to APAC: Rate cards, Commercial Policies and Discounts, Communication kit (power pages, one-pagers, detailed product presentation, etc).
Joint coordination with the Inside Sales teams for external and internal campaigns
Ensure that the Sales teams are enabled with best-in-class product / solution / sales training materials
Seek for consistency across APAC Markets
Ensure Power Position sales decks & 'pitch perfect' examples available
Develop automated gift of content tools (in partnership with Inside Sales)
Define the training product plans for APAC teams (in partnership with Inside Sales)
Execute and coordinate the internal & external training plan (in partnership with Inside Sales)
Work with Inside Sales team to translate these materials to eLearning where appropriate
Share competitive analysis
Be directly involved in sales pitches & keep a close touch with clients:
Lead / heavy support to major RFPs and or multi-market RFPs
Continuous support to local sales leaders in the definition of the best solution for client specific needs
Direct involvement with HQ clients: grow, build, impact relationship and revenue
In charge of the coordination of APAC markets for global RFP's
Connect with Commercial teams in other regions to identify opportunities to apply in APAC
Ensure strong visibility to revenue performance / outlook / $risks & opps for your product portfolio on a continuous basis
3. How to Operate?
Strong alignment with Product & Delivery COE organization
Ensure product activation & quality consistency across APAC
Critical to align how & where new product activation will be tested and scaled through the Delivery COE organization
Connect with APAC Delivery team leader to define prioritizations if necessary, delivery gaps & opportunities, define rules and ways of working
Accountable for new product activation and scale
Role-model talent management excellence and ensure talent retention
Measuring Success
1. Improve the EBITDA of core portfolio solutions over time, across APAC
2. Revenue acceleration and delivery of revenue performance goals (owns the OP for the group of solutions). Sustainable business growth (target will differ per products for the below points):
Increase Multi-year contracts
Increase Subscription contracts
Bigger growth on the strategic products
Increase Penetration per country/client
Increase Penetration Top 20 clients in each APAC countries
Penetration of key APAC growth initiatives
3. New product / capability activation - delivered to timetable & $financial goals
4. Tangible progress of Partnership & Acquisition opportunities
5. Talent Development - measured through talent movement & outside-in / diverse leadership appointments
6. Community engagement - measured through specific community activity & outcome
Qualifications
English level: advanced oral and written
Strong analytical skills and experienced in Consumer Behavior & Insights is preferred.
High Negotiation, Problem Solving & Communications Skills
Teamwork: Ability to work with others on tasks and activities without necessarily being the leader, even when these are not directly related to their interests or objectives.
Influence skills, good level of relationship / networking, internal and external
Self - motivation: Ability to work towards a goal without depending on constant recognition from your immediate boss.
Self-starter with solid organizational and planning skills.
Experience leading teams or solutions.
High level of energy, motivation, drive, enthusiasm, initiative, commitment and professionalism.
Good understanding of the client's needs
Able to effectively communicate in a cross-country environment
High understanding of the respective industries & retailing in both modern and traditional trade environments
Additional Information
Our Benefits
Flexible working environment
Volunteer time off
LinkedIn Learning
Employee-Assistance-Program (EAP)
About NIQ
NIQ is the world's leading consumer intelligence company, delivering the most complete understanding of consumer buying behavior and revealing new pathways to growth. In 2023, NIQ combined with GfK, bringing together the two industry leaders with unparalleled global reach. With a holistic retail read and the most comprehensive consumer insights-delivered with advanced analytics through state-of-the-art platforms-NIQ delivers the Full View. NIQ is an Advent International portfolio company with operations in 100+ markets, covering more than 90% of the world's population.
For more information, visit NIQ.com
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Our commitment to Diversity, Equity, and Inclusion
NIQ is committed to reflecting the diversity of the clients, communities, and markets we measure within our own workforce. We exist to count everyone and are on a mission to systematically embed inclusion and diversity into all aspects of our workforce, measurement, and products. We enthusiastically invite candidates who share that mission to join us. We are proud to be an Equal Opportunity/Affirmative Action-Employer, making decisions without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, marital status, protected veteran status or any other protected class. Our global non-discrimination policy covers these protected classes in every market in which we do business worldwide. Learn more about how we are driving diversity and inclusion in everything we do by visiting the NIQ News Center: ***/global/en/news-center/diversity-inclusion
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