Description:
The Account Development Representative has an appreciation of FMCG and NielsenIQ products and services, as well as a good understanding of the value those products and services bring to our clients. The 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 Account Development Representative is expected to proactively build a valuable network both internally and externally whilst collaborating with key contacts in Analytics to identify leads.
As an Account Development Representative, you will be responsible for:
- Building and maintaining strong networking and engagement with key players in client networks.
- Understanding of client's business and able to identify 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 simple and compelling proposals and pitches and converting opportunities into sales. Assisting in the conversation of opportunities into a sale.
- Displaying consultative sales behaviors and listening to client needs.
- Receiving and responding to RFP - tailoring content to meet RFP requirements.
- Delivering revenue targets, taking accountability for business planning and implementation. Visibility to all opportunities & risk
- Solid understanding and demonstrated ability to leverage steps involved in the Enterprise Selling process for faster selling cycles and higher win rates.
- Heavy usage of Microsoft Dynamics 365 (CRM) to keep track of sales activities, leads and opportunities. Ensuring team is using and updating the system consistently
- Familiar with basic products from NielsenIQ portfolio and NielsenIQ tools and systems.
- Working collaboratively with Client Response and Analytic Consulting 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.
Qualifications
- Bachelor's Degree Required
- 1-3 years’ experience
- Highly Proficient in Microsoft Office software and Microsoft Dynamics 365
- Strategic sales and business development competency
- Related industries include: Consumer Packaged Goods, Consulting, Information, Sales, Analytics
- Experience within perishable category preferred
- Consultative selling with experience across data-driven solutions
- 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 work collaboratively with internal & external teams
- Strong sense of urgency and accountability to drive client outcomes