Overview
As VP/Sales Director, you will have primary responsibility for sales and relationship management of a list of key Local TV ownership groups and stations. Ideation, execution & go-to-market strategies for Product Sales, strategic negotiations and day-to-day interaction are key. In addition, participating, contributing, and serving internally as a team player is essential.
Job Responsibilities
In this role you will collaborate closely across the entire Local Media Client Service Sales team to drive new revenue with our current suite of Local solutions and identify new opportunities to bring Nielsen’s entire product suite (Digital, Custom, OTT) to benefit our Local Media clients. Delivering exceptional client service to this client list will require daily connections across the broader Nielsen organization: Data Science, Commercial Operations, Media Analytics, Product Leadership & Engineering.
High-Level Responsibilities
- Primary Revenue Responsibility: Achieve Renewal and New Business revenue targets, deliver new product pitches and license new datasets. Think outside the box to find revenue solutions for your valued client.
- Audience Analysis: Deep engagement with Client’s Corporate- Local Research/Sales and close collaboration with Local Client Service Account Managers to dimension changes in audience, zero-rated quarter-hours and variability in Local TV audiences.
- Matrixed reporting with a the team of Nielsen Account Managers that service corporate owners and station groups across DMAs; facilitate interactions with internal Nielsen partners and external clients; socialize all methodological changes, measurement updates and critical audience insights to stakeholders at various Corporate and owned stations across a multitude of DMAs.
- Master Service Agreements: Have intimate knowledge of the Master Service agreements as it relates to Local products, terms and fees. This critical knowledge will facilitate pricing and new product pitches to secure current year incremental revenue and renewal strategies as the MSA expiration approaches.
- Client Relationships: Create and strengthen relationships with C-Suite leaders at Corporate); conduct weekly 1x1 discussions with these business and research leaders to assess needs, identify opportunities, provide updates and manage all sales opportunities.
- Digital: Identify and cultivate new relationships with Digital leaders at Corporate and at station level. Drive usage and volume to key Nielsen. Digital Solutions such as DAR and NMC’s DaaS (Consumer Segments). Identify and pursue new sales opportunities through proactive and regular interactions and consultation.
- Leverage your Local Media industry knowledge, client-service experience and proven revenue success to identify opportunities to improve our client’s market position and drive their revenue growth.
- Articulate the features, benefits and unique value propositions of Nielsen products to client stakeholders across sales, research, programming, news, promotions & management.
- Possess a working knowledge of Digital advertising. Demonstrate the benefits of Nielsen’s Digital solutions to help Local clients monetize their Linear TV, Streaming, OTT, Addressable and Advanced Advertising platforms.
- Create reporting systems of activity and successes for Local Media leadership
- Utilize Salesforce for opportunity tracking and revenue reporting by Client & Product.
Qualifications
- 4 year college degree
- 10+ Years experience in Local Media, Digital, television station, rep firm, local cable entity, Nielsen or related company
- Proven track record of sales experience and revenue success
- Experience using and presenting Nielsen data, products and solutions
- Proficiency in Google Suite and MS Office suite
- Strong business communication, writing, analytical, presentation and organization skills
- Travel: up to 35%
- The desire and proven ability to work in a team environment
Nielsen: Enabling your best to power a better media future. Our comprehensive benefits package (including health & wellness plans for full-time employees, 401(k) retirement coupled with a Nielsen match, a generous paid time off policy, and if eligible, a discretionary incentive/bonus) is designed to be inclusive for all employees and families, and we take pride in ensuring that employees are rewarded holistically for the role they are doing and their performance.
A reasonable estimate of salary range for a new employee to be offered this role would be between $50,000 - $185,000, which would be adjusted based on each employee’s geographic location. The position of each employee within a compensation range at Nielsen is dependent on several individual circumstances, such as experience, training, certifications and other business requirements/needs.
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.
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