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Client Director

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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.

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

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.
Successfully building and growing relationships across your client base through demonstrating analytic, service, and product value.
Ensuring that all client needs, known and unknown, are identified, researched, and actioned to ensure our ongoing client’s success.
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 in client opportunities
- Provide thought leadership on the overall expansion of the business including processes, product development, service, and marketing
Legal
- Understand NielsenIQ contracting framework and collaborate to design and draft agreements for our clients
- Work with legal to address pertinent client issues or challenges
Market Intelligence
- With a high degree of urgency, uncover and disseminate retailer, manufacturer, and competitive intelligence with the NielsenIQ team
Day to Day Deliverable
- Oversee the timely delivery of content to client stakeholders in the appropriate format/communication channel
- Demonstrate the value and importance of analytics with our clients
- Assist in setting reporting expectations across all stakeholders

Qualifications

10-15+ years of retail or FMCG / T&D-oriented consultative selling experience
Relevant experience with research techniques & solutions in the related industries of FMCG, Tech and Durables. Retail, Consulting or Analytics
Effective in senior level communications, influencing & negotiation
Proven and quantifiable overachievement of revenue, sales and profitability objectives; strong pipeline management skills with a track record of predictability and consistency
Proficient with financial & contractual management
Proven skills managing selling cycles
Excellent written and verbal communication skills; ability to articulate complex issues in a concise and persuasive manner to a diverse audience
A flexible approach to communication; able to adapt their message quickly to the appropriate level or function with poise and polish
Proven consultative selling skills; able to identify and diagnose root client issues versus symptoms and link the diagnosis to NielsenIQ solutions
Working and pragmatic knowledge of various syndicated data offerings; ability to translate data knowledge into tactical and strategic solution frameworks
Familiarity with and ability to speak to all key NielsenIQ Solutions
Willingness to travel will depend on the location of the candidate's residence. Location requirements are flexible.
Bachelor's degree required; MBA preferred

Additional Information

This role has a market-competitive salary with an anticipated base compensation of the following range: $117,250-$150,000. Actual salaries will vary depending on a candidate’s experience, qualifications, skills, and location. This role might also be eligible for a sales-based incentive or performance-based bonus. Other benefits include a flexible working environment, comprehensive health insurance, industry-leading parental leave, life insurance, education support, and more.

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: https://nielseniq.com/global/en/news-center/diversity-inclusion

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Average salary estimate

$133625 / YEARLY (est.)

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$117250K

$150000K

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What You Should Know About Client Director, NielsenIQ

Join NIQ as a Client Director and embark on an exciting journey where you will be the heartbeat of our client relationships! Working remotely from Chicago, IL, you'll play a pivotal role in shaping our clients’ success by understanding their needs and translating them into actionable revenue opportunities. In this role, you will collaborate with senior leaders to craft comprehensive business strategies and oversee deliverables that lead to impressive financial results. Your relationship-building skills will take center stage as you foster connections with key decision-makers, ensuring they see the value in what we offer. With a focus on analytics and consultative selling, you’ll engage with clients to provide insights that can drive their growth while simultaneously expanding our service offerings. You’ll lead negotiations, manage contracts, and develop renewal strategies that not only meet but exceed client expectations. If you have a solid track record in retail or FMCG sales and are passionate about fostering strong client partnerships, this position is tailor-made for you. Plus, with a competitive salary and a wealth of benefits, including a flexible work environment, this role is a fantastic opportunity to elevate your career while making a significant impact in the retail sector.

Frequently Asked Questions (FAQs) for Client Director Role at NielsenIQ

What are the main responsibilities of the Client Director at NIQ?

As a Client Director at NIQ, your primary responsibilities will include managing client relationships, identifying revenue opportunities, overseeing contract negotiations, and leading a team to deliver top-notch service. You'll work closely with clients to understand their needs and develop actionable strategies that drive sales growth.