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Director, Sales & Business Development (Publisher)

Date: Apr 11, 2019

Location: New York, NY, US

Company: Nielsen

Director, Sales & Business Development (Publisher) - 31770

Client Services and Sales - USA New York, New York 


Nielsen Catalina Solutions (NCS) empowers the CPG ecosystem to create and deliver more effective advertising with purchase-based audiences and sales measurement solutions. We harness the unrivaled data resources of our parent companies (Nielsen and Catalina), including our exclusive rights to the TV and digital currency data. Leveraging these assets coupled with scientific rigor and leading edge technology, we help our clients continuously improve advertising performance, everywhere their ad appears. NCS has developed a proven approach, advancing the advertising industry and empowering a new age of purchase-driven advertising, relying on anonymized data and holding to the highest standards of consumer privacy. Proudly, we have driven over $3.5 billion in incremental sales for our U.S. customers. Visit us at to learn more.


NCS is looking for a Director, Sales and Business Development to help lead our sales efforts among digital publishers across the U.S.  This individual will manage existing key publisher relationships and will be responsible for driving new strategic engagements, significant client advocacy and revenue growth.  The Director, Publisher Sales and Business Development will collaborate with the respective Publisher Insights/Analytics and Sales teams on the development of the strategies to ensure a successful relationship and high client satisfaction.  This individual will also work cohesively with NCS resources and parent companies (Nielsen and Catalina) on go-to-market engagements to maximize NCS revenue opportunities.





Business Development:

  • Strategically develop beneficial relationships and engagements with key stakeholders by providing an on-going plan to strengthen the client relationship at all levels. Drive revenue, increase client penetration, and strengthen partnerships.
  • Identify and implement sales strategies at relevant current publisher partners.
  • Collaborate and leverage Nielsen and Catalina parent’s client relationships and experiences.  Closely coordinate commercial growth activities with other relevant Nielsen teams working with the client.
  • Establish new revenue growth opportunities via untapped publisher partnerships.
  • Lead pricing conversations and contract negotiations while involving appropriate legal and business expertise available. Maintain consistent pricing and discounts across all constituents.
  • Meet and exceed quarterly and annual revenue goals and quotas.



  • Engages with clients with impact through compelling benefit-oriented communication and presentations.
  • Acts quickly on his/her feet by crafting the right response to challenging questions and tough issues.
  • Demonstrates genuine interest in client challenges and development opportunities with an eye toward solution-based selling.
  • Able to identify opportunities for better collaboration within NCS, Nielsen, Exelate, Catalina, partners and with clients.
  • Ability to set a vision and enroll others.



Qualifications/Key Requirements:


  • 7+ years’ experience in the media space with a focus on digital media, publishers, programmatic providers, and media agencies including digital activation via DMPs, DSPs, agency trading desks, etc.
  • Senior level sales professional with experience monetizing cross-platform data driven solutions.
  • 3+ years’ experience in data driven sales role exceeding revenue goals.
  • Proven knowledge of digital media ecosystem and trends. Understanding and experience with TV, digital, and offline campaigns and KPIs. Data activation and audience data sales a plus.
  • Established Rolodex of mid to high level publisher contacts is a plus.
  • Challenger/strategic sales and business development proficiency and comfort selling at enterprise level.
  • Quantitative aptitude.
  • Bachelor’s degree.  Master’s degree or MBA a plus.
  • Travel up to 20%



About Nielsen:

Nielsen N.V. (NYSE: NLSN) is a global performance management company that provides a comprehensive understanding of what consumers Watch and Buy. Nielsen’s Watch segment provides media and advertising clients with Total Audience measurement services across all devices where content — video, audio, and text — is consumed. The Buy segment offers consumer packaged goods manufacturers and retailers the industry’s only global view of retail performance measurement.

By integrating information from its Watch and Buy segments and other data sources, Nielsen provides its clients with both world-class measurement as well as analytics that help improve performance. Nielsen, an S&P 500 company, has operations in over 100 countries that cover more than 90 percent of the world’s population. For more information, visit

Nielsen is committed to hiring and retaining a diverse workforce. 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.

Job Type: Regular 

Primary Location:  New York,New York 

Secondary Locations: , , , 

Travel:  Yes, 20% of the Time 

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