Consumer Insights Business Development Director

1 week ago


Bengaluru, Karnataka, India NielsenIQ Full time

We are seeking a seasoned leader to spearhead our Consumer Insights Practice Area in India as a Consumer Insights Business Development Director.

About the Role

This strategic leadership position will drive the development of our Consumer Insights business in India, focusing on profitable revenue growth and delivering exceptional value to our clients. As a key member of our team, you will be responsible for leading a Sales Product Experts team and collaborating closely with Regional Practice Area leaders and India Sales Business Partners across Verticals.

Key Responsibilities:

  • Drive long-term profitable growth by owning overall India Practice Area revenue and cost OP.
  • Enhance portfolio profitability through product mix improvements.
  • Craft client engagement plans alongside Vertical leaders and Business partners for target client activation at local India levels.
  • Set Quarterly and Annual Sales quotas and provide detailed sales forecasting on a monthly basis.
  • Serve as a senior leader on Local RFP engagements, representing the Practice Area and its tools.
  • Contribute to proposal development and E2E sales processes in partnership with Business Partners, Sales Enablement, and Customer Success teams.
  • Bear responsibility for bringing to life the Go-to-Market plan, reviewing and adjusting it with Vertical leaders and partnering with Regional Practice leaders on Consumer Insights.
  • Promote regional best practices in India and work closely with other regional and country practice leaders, sales enablement, product marketing, and training India teams in the creation of Sales Plays, Sales campaign calendars, content, Commercial Decks, Proposal Decks, Demo Scripts, training plans, pitch perfect certifications, etc.
  • Foster valuable routines across the team to maintain high engagement levels and collaboration across teams, sharing BDPs, Case studies, Gift of Content, White Space opportunity frameworks, etc., with a regular cadence.
  • Collaborate with Business Partners and Customer Success to create standard SOW documentation.

Voice of Client

  • Partner with Regional and Global Consumer Insights teams to provide input for product development and prioritizations based on Vertical and client feedback, RFP requirements, competition analysis, and market trends.
  • Collaborate with PL and sales transformation teams on rate cards reflecting pricing strategy/positioning vs. competition and enabling internal profit targets. Evaluate potential partners to drive incremental revenue, complementing our offering or covering areas we are not investing in, and feed this information to Local India SAI leaders, Local MDs, and Regional Practice leaders.

Product Positioning and Awareness

  • Clearly articulate Practice Area offerings and unique value propositions, matching them with relevant client business challenges/KPIs. Adapt the Regional Practice Area sales framework to India, linked to use cases relevant to specific target buyer personas.
  • Adeptly adjust Regionally built buyer personas profiles and objection handling playbooks to India market needs. Generate buyer personas databases by verticals and activate them with GTM plans along with Vertical Leaders.
  • Facilitate the creation of client case studies to support product positioning.
  • Lead or support T2T client meetings concerning Practice Areas.
  • Locally adjust and implement global and regional sales strategies for Practice Areas/Product strategies in partnership with product marketing.
  • Maintain broader Practice Area product/technical knowledge across all SAI tools. Participate in regional boot camps and plan/initiate local Bootcamps to train Business partners.

Qualifications

  • Expertise in CPG/new vertical sales and consumer research.
  • Well-versed in consumer insights methods and applicability.
  • Proven leader of high-performing teams.
  • Bachelor's degree required; Master's preferred.
  • Knowledge of sales processes in CPG/new vertical companies, customers, modern/traditional markets.
  • Good knowledge of NielsenIQ products, services, and data preferred.
  • Expertise in (application of) one of NielsenIQ solutions is a plus.
  • Strong analytical skills.
  • Proven sales acumen.

Estimated Salary: ₹25,00,000 - ₹30,00,000 per annum, depending on qualifications and experience. This estimate includes basic salary, bonuses, and benefits provided by the company. Please note that actual compensation may vary based on individual performance and company policies.

Benefits:

  • Flexible working environment
  • Volunteer time off
  • LinkedIn Learning
  • Employee Assistance Program (EAP)


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