Europe / Ukraine / / Kyiv /

Client Service & Sales

#: 743999735652725 / 50244636



Job Description

Senior Commercial Executive, Kiev Ukraine

About the job
With an appreciation of FMCG and Nielsen products and services as well as good understanding of the value of those products and services for clients, the Senior Commercial Executive will be responsible for listening to, discovering and understanding client needs to identify sales opportunities and leveraging Nielsen’s unique value proposition. 

Throughout this role at Nielsen, the Executive will be expected to proactively build a valuable network both internally and externally whilst also collaborating with key client contacts so as to identify leads. A high level of autonomous work is expected in this role.


Earning Client Trust and Building Relationships:
– Building and maintaining strong networking and engagement with key players in client networks
– Informing about important topics/opportunities coming from clients and taking a leading role in addressing them

Understanding Client Needs:
– Understanding and building knowledge of client's business and ability to apply Nielsen solutions to meet client needs

– Educating the client on industry trends and best practices adopted in the market place

Solution Knowledge:
– Deep knowledge of RMS
– Confidence working with the largest products from NielsenIQ portfolio and our tools and systems
– Taking proactive initiative to improve the commerciality of our business and our go-to-market process 

Sales Management:
– Preparing proposals & pitches and converting opportunities into sales
– Receiving and responding to RFP – tailoring content to meet RFP requirements 
– Knowing what the client is entitled to and fulfilling details of their contractual terms
– Developing client advocates who sell and build consensus on Nielsen's behalf
– Coordinating and securing buy-in from internal stakeholders

Sales Negotiation:
– Confidently negotiating and seeking to drive win-win outcomes within Nielsen and with the client
– Clearly linking the value of Nielsen's products and solutions with the price to overcome any objections
– Leading commercial discussions, even outside of their core area of specialism
– Understanding the decision-making process and influencing key decision-makers
– Clearly articulating Nielsen’s value proposition and engaging the customer in jointly addressing business priorities
– Pre-empting stakeholder objections and pushes the client to a favourable outcome
– Developing client advocates who sell and build consensus on Nielsen's behalf as well as coordinating and securing buy-in from internal stakeholders

Planning & Forecasting:
– Creating commercial plans and being part of business planning i.e. financial targets and proposal submissions

Teamwork & Collaboration:
– Working continuously with Client Delivery teams to ensure that leads and opportunities are picked up, pertinent information about clients is shared, account strategy is aligned and the relevant people are consulted and/or informed of key activity on an account
– Working collaboratively with Intelligent Analytics / Consumer Research teams to align work to client business issues, proactively and reactively addresses revenue opportunities and outcomes are captured systematically

Team Management:
– Limited Team Management (assisting Commercial Business Partner in day-to-day management, check-ins, one to ones, year-end admin. etc.)
– Coaching and training more junior members of the team

– Experience in the FMCG sector or equivalent with knowledge of Nielsen products, services and data.
– Strong sales drive, persistence, and consultative selling skills
– Strong client-facing, client leadership and communication/presentation skills
– Strong business English (+ local language), both verbal and written
– Strong problem solving and analytical skill
– Strong time / project management skills
– Capable of working as part of a team within a fast-paced, challenging and demanding environment whilst maintaining high standards