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Senior Commercial Partner - SEFF Revenue Management / Marketing ROI

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Date: Jan 11, 2019

Location: Oxford, OXF, GB

Company: Nielsen

Senior Commercial Partner - SEFF Revenue Management / Marketing ROI - 31671

 

 

‘What makes it so great to work here? Firstly, it’s the people. 1,300 of us from 44 different nationalities working across 11 offices in the UK and Ireland. It’s also our clients. We get to work with the world’s biggest and best brands. Most of all though, it’s the culture. We want you to be you – and we want to help you excel and grow in your career with us.’

 

The Team:


The Sales Effectiveness (SEFF) team plays a pivotal role in helping clients answer their key business questions to improve performance, questions like ‘what price should my product be? What promotions work?  How can I get best return on my marketing? What should my field sales team do?  Did my instore marketing work?’

 

The Sales Effectiveness team works across the Nielsen client base, as well as with new clients, on both an ongoing or on a project-by-project basis to identify opportunities and help clients optimise their performance. Main clients are FMCG manufacturers and retailers, with Nielsen working with a varied client base including the biggest manufacturers and retailers.  The SEFF team covers areas such as pricing, promotions, media effectiveness, shopper, consumer panel, range and space and instore activation (Perfect Store).

 

The specific role is for a Senior Commercial Partner – Revenue Management / Marketing ROI who will work with Client Service teams to be the Sales expert in front of clients.  Key tasks include ensuring that the client gets value from the solution.  Ensuring business needs are covered and that our delivery teams are delivering against the client needs.  As an expert in the solutions you role will also be to drive awareness and develop sales opportunities through our Client Services team.

 

You will be working as part of a Sales team of 2 other FTE’s in this area of responsibility and will work with them to allocate clients and chase down new opportunities.  You will also be a key part of the SEFF Sales Team of 7 people.

 

Some key business questions we help our clients answer on Revenue Management include:

Is your trade spend budget optimally allocated

Which are the most impactful competitive promotions?

How deep &frequent price off should be?

Which are the most effective promotional mechanisms for brand, portfolio, category growth?

Are there any critical price points to consider?

How do I manage my promotional spend?

What are the price elasticities of my products?

How can I plan a price increase?

 

Some key business questions we help our clients answer on Marketing ROI include:

Has my advertising provided Return on Investment?

Which media channel provided best return on investment? E.g. did TV or digital provide a stronger return

Within channel what provided strongest return, e.g did You Tube return more than Facebook advert

What adverts and length of adverts worked best?

What value did my instore advertising bring

 

By answering these client questions, we help our clients drive efficiency in their second and third biggest cost lines on their P&L.  We help our clients choose the correct price for their products, promote their products in a way that resonates best with the shopper and market them in the most cost effective way.  We help our clients both in Revenue Management and Marketing ROI ensure every £ they spent works for them and returns.  We do this by providing a mix of data-led models, software solutions and consultancy to ensure client gets the result they need.

 

The models and solutions can vary from simplified value driven approaches to large customised pieces of work

Our target market at clients can include Revenue Management Teams, Sales departments, Sales Directors, Marketing Directors, Brand Managers as well as Insight teams.

 

In the role you will focus on 3 main tasks:

  1. Retention of existing Nielsen customers in the areas of Revenue Management and Marketing ROI and ensuring they get value for the services they have purchased and wish to repeat and expand their partnerships with Nielsen in this area – KEEP, GROW – with manufacturers
  2. Working with client service to drive penetration in existing Nielsen clients who do not buy into these Revenue Management / Marketing ROI services and persuading them to move to Nielsen in this area. GROW, WIN  - with manufacturers and retailers
  3. Actively seek out new opportunities personally, be that with new contacts in existing Nielsen clients or with non-Nielsen FMCG clients or in other non-FMCG vertical client.  In particular expand service into retailers – WIN with manufacturers and retailers

 

Accountabilities:

 

The Commercial Partner SEFF Sales & Marketing Activation will be responsible for the selling of solutions that ensure high value to clients with a demonstrated return on investment, helping ensure Nielsen Analytic Services areas revenue and growth targets are achieved.

 

  • Maintain and build close relationships with clients, turning relationships from ad-hoc projects into ongoing contracts
  • Identify business needs at the client and perform client briefings
  • Upsell to clients with additional opportunities
  • Work with our analytics team to ensure delivery is within agreed client timelines and ensure that the clients needs are met throughout the process and in final delivery
  • Develop best practise sales decks using the new enterprise selling process
  • Prepare proposal decks. Proposing a story, insights and recommendations in line with client business goals
  • Accurate forecasting and building of financial pipeline
  • Hitting commercial targets for your area ensuring accurate co-operation with delivery teams (analytics)

 

The Ideal Candidate will possess:

 

  • Some knowledge of client issues in the areas of revenue management and/or marketing execution
  • A passion for clients and client needs
  • A passion for solution selling – understanding needs, talking outcomes not capabilities, developing relationships and ensuring client gets value from investment
  • Commercial acumen and Negotiation
  • Self-starter who can develop sales leads as well as build through Nielsen partners
  • Demonstrated ability to make sound decisions and resolve problems in a highly client-focused fashion
  • Excellent interpersonal and presentation skills
  • Ability to create and manage client relationships well
  • Ability to work effectively as part of 3 person sales team for area and as part of 7 person SEFF sales team – as we all need to spot and generate leads for each other
  • Relevant commercial experience
  • Relevant University degree or equivalent work experience

 

#LI-LM

 

At Nielsen, diversity and inclusion are integral parts of the organization’s DNA. By diversity, we mean far more than the diversity you can see; we value diversity of thought, experiences, skills and backgrounds.

At Nielsen, we respect diversity and offer an inclusive work environment.   As an equal opportunity employer, we are committed to hiring and retaining a qualified and diverse workforce. 

We are proud to be an Equal Opportunity/Affirmative Action-Employer, making decisions without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, marital status, protected veteran status or any other protected class.

Nielsen is committed to providing accommodations throughout the recruitment process. If you require accommodation please let us know. 

Founded on the principles of integrity, honesty, fairness, respect and reliability, Nielsen is a place where you can be yourself, make a difference and grow.

In the UK, we have won several awards including:

2018 Oxfordshire Business Awards – Employer of the Year – Finalist

2017 Oxfordshire Apprenticeships – Apprenticeship Award – Winner

2017 Apprenticeships National Awards – Large Employer of the Year – Regional Highly Commended

2018 Inclusive Top 50 UK Employers – # 19

2016 Times Top 100 – One to Watch

Job Type: Regular 

Primary Location:  Oxford,Oxfordshire 

 

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