Lead Account Executive

Job Description: 

Manage a portfolio of key national media clients that include cable networks, syndicators and producers.  Understanding their changing business needs and delivering tailored solutions. Owning the commercial relationship across these clients, including renewals, upsell and client management. 

• Candidate must show a track record of successful upselling and cross-selling existing clients

• Requires a recognized expert in audience measurement within the company

• Anticipates internal and/or external business challenges, vendor and/or regulator issues; recommends process, product or service improvements

• Ability to solve unique and complex problems that have a broad impact on Nielsen’s and the clients business.  Must demonstrate a collaborative mindset with broad internal partner groups including but not limited to: legal, product sales, product, engineering, customer support.

Responsibilities:

There are a few key areas of responsibility that are critical to be successful in this role: 

• Build and expand client relationships

  • At the heart of the position is the relationship that you build with clients.  You will be the direct lead for senior level clients.  It is also imperative that the candidate has the ability to find and establish net-new client relationships (and specifically at the senior executive level)

  • Provide top notch service to all client levels by being proactive with information and communication and highly responsive when reacting to client outreach.

  • Understand the client’s position in the media ecosystem, learn their strategy for future success, and identify ways that Nielsen can help to achieve those goals.  This will include encouraging accelerated adoption of existing services as well as pitching new, strategic services and closing within a short cycle.

• Drive sales

  • Find new leads by building new relationships across the client organization.

  • Map the client’s strategy to Nielsen capabilities to define key partnership and revenue opportunities.  Include and co-sell with product sales partners. 

  • Create a sales strategy and execute the plan.  Manage an active pipeline of opportunities.  Required to maintain an accurate and up to date pipeline within Salesforce.

  • Think outside of the box - be creative in solutions and pricing.

  • Negotiate and close contracts with clients for Nielsen products and services.

• Operational

  • Manage project workflow from project setup, prep, briefing and follow up with all the relevant stakeholders. 

  • Involvement in Account and Operations Planning to advise and influence the commercial strategy to help teams grow existing clients and build the business.

  • Exceptional presentation skills; ability to distill complex data into "executive-ready" insights.

  • Assist with creation of and processing of contracts and managing customer databases/Salesforce.

• Lead/Mentor

  • Be a resource for the broader National Media team and Nielsen in general.

  • Participate in or lead incremental initiatives to help move Nielsen National Media forward.

  • Engage in employee resource groups and mentorship programs.