Growth Account Manager, Australia Audience Measurement Pacific

Key Responsibilities

• Carrying quota and owning sales, end to end, to small and mid-sized existing clients and prospect Nielsen customers across verticals (e.g., advertisers and media agencies), generating incremental revenue out of the identified “growth Accounts”
• NB Targets will be defined based on a client segmentation (Growth/Stagnant) followed by a product gap analysis by ‘growth account’ 
• Drive and enable auto renewals or multi-year deals for existing clients, especially concerning the ‘stagnant’ segment.
• Create new pipelines through programmatic, high velocity, outbound prospecting activities (e.g. calls, emails, social outreach) to expand existing accounts and secure new logos; 
• Respond to inbound leads and coordinate the end to end process for these opportunities;

Sales Activities

• Build and maintain strong relationships with clients through regular communication and follow-up;
• Outbound prospecting and follow up on Marketing Qualified Leads (MQL) to generate pipeline;
• Identify, qualify, prospect, and develop new client relationships and generate new sales opportunities 
• Cross-sell and upsell to existing customers by identifying opportunities for additional products or services that align with their needs;
• Manage sales process from prospecting, to negotiating and closing contracts;
• Prepare and deliver contract proposals to new and existing customers, negotiating terms, and closing sales;

Operational activities

• Leverage CRM and other tech tools to track, execute and manage sales activities;
• Have operational command of business;

Cross Functional activities

• Collaborate with other vertical Sales, Marketing, Revenue Operations, and Finance to deliver products, services, and drive client satisfaction.

Key Internal Stakeholders

• Regular meetings with Agency and Advertiser Teams across AU and NZ and Pacific Agency & Advertiser Lead;
• Close collaborations with the Customer Experience Team, Revenue Operations Team and the local Operations Team;
• Synergies with Vertical teams - Agencies & Advertisers, Broadcasters/Publishers, Platforms/Digital;
• Coordination with the Marketing team and other Support Functions such as HR & Finance;

Key External Stakeholders

• Regular meetings (virtual or face-to-face) with identified high-touch Advertiser clients and prospects;
• Bi-weekly/monthly touchpoints and communication with identified low-touch Advertiser clients.

Experiences & Qualifications

• Bachelor’s Degree in Business, Marketing, Finance or related field or relevant sales/business experience;
• 4-5 years of experience in high performing commercial teams, particularly with advertiser or agency experience;
• Knowledge of Nielsen as a business and its products, services, and offerings preferred;
• Track record of performance with discipline in sales prospecting activities;

Competencies & Skills

• Strong business, media, technology and data acumen;
• Proficient in digital marketing, understanding of web technologies, online / offline data sets and research methodologies;
• Sales tool proficiency - SAP/Salesforce, Sales prospecting tools (e.g., LinkedIn Sales Navigator), lead enrichment tools (e.g., Zoominfo), Sales engagement tools (e.g., Outreach);
• Demonstrated willingness to learn and grow;
• Good background of the industry and competitive landscape;
• Exceptional strategic and analytical skills that enable informed, data driven business decisions and judgment;
• Strong communication skills (verbal and listening), problem solving skills, and high emotional intelligence.


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