Sales Director, Advertisers & Agencies, Thailand Contract

Department Summary

• Critical role across the second largest MSG in Asia, which at US$25m represent one quarter of total revenues in the region. Complex role handling both a very mature and established business, working with agencies and a much less developed side, with Advertisers, where building Key-Account level relationship is key. Role manages the Commercial team for the Agencies & Advertisers verticals across Asia to drive new business opportunities and develop strategic engagement with relevant clients, with a focus on building a strong key account approach to engaging with major clients across the two verticals
• Additionally, drive strategic engagement within the clients, build go-to-market strategies and client-specific account plans to expand our business with existing clients, share best practices across client vertical sales teams, and drive country-specific engagements and contracts for local customers
• Teams’ objectives will be revenue growth and product penetration within MSG

Position Summary

• Candidates should have min 10 years of experience in handling clients across in the Thailand  market
• Demonstrable track-record in handling sales across complex cycles, and expertise in managing a local commercial team of at least US$4-5m
• Role requires gravitas, industry access and an ability to develop complex go to market plans for specific prospects, working with a matrixed structure (agencies to advertisers), as well as with key partners
• Develop country-specific synergies across the two verticals to establish Nielsen as the go-to brand within the industry and with external stakeholders in Thailand

Key Responsibilities

• Develop monthly / quarterly / annual sales plans to Identify growth opportunities with existing and new client groups;
• Deliver agreed quarterly / annual sales targets through new business development;
• Partner and develop with the Marketing team an annual media plan that helps to promote Nielsen as a brand to drive a high number of sales leads;
• Build internal relationships across business units and verticals for support with identifying opportunities and converting the sale;
• Leverage Senior leadership’s involvement with proposal and pitch development;

• Prepare and analyze weekly / monthly / quarterly / annual sales reports (SalesForce and others) to develop realistic and achievable sales pipeline and strategies to meet agreed sales targets;
• Support with developing and implementing competitive sales pricing and marketing;
• Develop and manage mid to long term strategies that enhances existing client relationships and actively support client requirements across the industry;
• Drive marketing, roll-out strategy for new product introductions to the industry;

• Develop strong and trust-based relationships with clients and key stakeholders in the industry;
• Work with the Nielsen teams to ensure they are deployed to maximum effect on the Nielsen accounts to drive retention and potential upselling opportunities;
• Develop a solid working understanding of Nielsen audience measurement solutions along with other relevant Nielsen products to offer to clients a holistic set of insights;
• Create and deliver clear, concise and compelling internal and external client presentations (proposals/solutions);
• Bring the different media solutions and teams together for one impactful Nielsen story for clients;
• Collaborate with regional/ global commercial, product and marketing teams to ensure the right portfolio is available to clients in the near and medium term;
• Identifying and managing mutually beneficial opportunities to partner with the client;
• Provide feedback to product and operational teams regarding service developments to meet your client’s needs;
• Monitor and encourage greater usage of Nielsen solutions in clients.

• Lead, direct, and evaluate direct reports and their team members to align on overall business strategies and achieve sales goals at country level;
• Manage and develop direct reports to serve as a coach / mentor with aim to develop future leaders;
• Deliver financial results by driving and championing a client-centric sales mindset within the organization;
• Breaking down internal silos to facilitate a cohesive, efficient and profitable business unit;
• Represent the Nielsen brand within the industry and external stakeholders;
• Part of the Nielsen Regional and Local Executive Team and be involved in decision making regarding the successful running of our local business.

Key Stakeholders & Interface

• Global / Regional Executives
• Global / Regional Commercial Leads
• Corporate Functions including  Finance, Legal and Human Resources
• General Associates

• Clients
• Vendors
• Legal Representatives

Experiences & Qualifications

• Min 10 years of commercial leadership, solution sales and sales skills, running a large team with full P&L responsibility;
• Advanced knowledge and understanding of research, media, advertising and/or marketing in Thailand;
• Demonstrable experience in developing strategic business plans, and executing them successfully;
• Demonstrated leadership credentials by leading teams that have driven excellent business results while navigating difficult situations such as market challenges, cultural change, and business integration;
• Experience of working successfully within a ‘matrix’ style environment;

COMPETENCIES & SKILLS

• Strong understanding of business performance measures and corporate financials;
• Possess leadership style that promotes ongoing growth and development opportunities for the team;
• Team player with the ability to enable and encourage others within the team;
• Commercially astute – especially in proposing and negotiating solutions;
• Ability to understand, interrogate and translate complex business issues;
• Strategic thinking, analytical and logical reasoning skills;
• Result oriented, working with the end in mind;
• Resilient, persuasive and self motivated;
• High-level accuracy and attention to detail;
• Strong written and verbal communication / presentation skills in English language;
• Strong interpersonal skills with a collaborative mindset to work well with others.

Key Performance Indicators / Measures

• Achievement of sales operating plans and YoY growth
• New business development
• Customer retention
• Team attrition rate
• Development of team members