Director, Account Development (Retail)

The NIQ/GFK Account Development team is focused on growing business revenue, finding new business opportunities and market penetration. Sales growth engine which is instrumental for the company’s success.

As a Director, Account Development (Retail), you will take responsibility of the retail team. With your collaborators, you will drive the overall retail collaboration from sales, renewals, and cooperation agreements with retailers in your scope.

You will secure our collaboration, improve our partnerships, recruit new partners, and drive a sustainable sales pipeline, developing new revenue opportunities, and maintaining relationships for existing accounts.

You will lead a team of associates to support and coach for reaching targets and enhancing their employee experience.

Responsibilities

• Secure the retailers cooperation continuity improving the conditions of existing co-operations agreements with current retailer partners
  
• Ensure all data partnerships are correctly managed within the Partnership Program framework
  
• Ensure the Best-in-Class servicing through your own team and in collaboration with the customer services using our different platforms in priority
  
• Sourcing for strategic new retailers, enhancing features &
  inputs from existing ones (incl promo data)
  
• Drive sales, cooperation renewals and overall growth of existing retailers securing sustainable and long term pipeline, revenue opportunities ensuring an accurate forecasting;
  maintain C-suite customer relationships
  
• Increase penetration of the NIQ/GFK solution portfolio and seek strategic alliances leveraging partnerships with third parties (e.G. for Pricing, Assortment, Loyalty, OSA, Business Intelligence, Newron and Collaborative programs) to create strong dependency of retailers on our capabilities and information
  
• Develop a strategic understanding of our retailer’s industry/business/markets/clusters
  
• Partner with Customer Success and other relevant functions (Operations, Product Leadership, others) to define strategic Account Plans and JBPs and remove roadblocks
  
• Drive strategic action plan to tackle Voice of the Customer feedback
  
• Lead and inspire sales and servicing team, enhancing their skills and improving their experience
  
• Ensure proactive alignment of NIQ and GFK values proposition to customer’s needs and trends
  
• Communicate clearly, thus ensuring team activities are always focused and relevant
  
• Implement Global and Regional strategy and organization, be able to drive change
  

About You

You are a high-performing deal maker with a growth mindset of revenue targets. You know how to build and promote strong long-lasting client relationships. A proven leader, you motivate your teams to work with passion on sales opportunities and client retention. You’re energized by accelerating sales, uncovering opportunities, and exceeding targets while bringing the best out of your team. A deep understanding of the retail landscape, our products, and our processes is at the forefront of your mind. You know that collaboration amongst teams and active listening of clients is critical to meet goals and grow. You strengthen our relationship with customers and unlock opportunities for growth and better partnerships.Understanding our customers and their contexts, effective negotiation and growth mindset drive your work. Throughout your tenure, you will demonstrate the following competencies:

• Relationship Building:
  Develop effective long-term professional interactions with customers based on trust working toward the best interest of those involved providing positive results.
  
• Active listening:
  Enhance mutual understanding in communicating with customers by expressing genuine interest in, and providing full attention to, the content and meaning of customers’ messages
  
• Information seeking:
  Curiosity and desire to know more about things, people, or issues. This involves going beyond routine questions and includes digging or pressing for exact information;
  resolving discrepanciesby asking in-depth questions;
  or conducting less-focused environmental scanning for opportunities or miscellaneous information that may be used in the future
  
• Influence and persuasion:
  Persuading, convincing, influencing, or impressing others in order to get them to support a specific agenda, make a specific type of impression, or take a specific course of action.
  
• Inspirational Ambassador:
  Translate our company vision to others. Inspire and communicate with transparency. Be and ambassador for the retail strategy.
  
• Negotiation:
  Identify key bargaining points for all parties and work effectively toward win-win solutions
  
• Composure and resiliency:
  Effectively deal with pressure, maintain focus and intensity, and remain optimistic and persistent, even under adversity. Have the ability and propensity to recover quickly from setbacks, rejections, and conflicts and to maintain self-control in the face of hostility or provocation.
  
• Organizational Savvy:
  Gather and accurately assess information related to the organization’s formal and informal communication channels and power relationships
  
• Business Acumen:
  Makes sound business decisions based on a strong understanding of the company’s business model, strategic goals, and relevant policies, as well as best practices and current technologies in their own discipline or functional area.
  

Qualifications

• Typically, 8 - 10 years + of related experience
  
• Solid sales skills and developed sales expertise in target scope.
  
• Solid understanding of data analytics industry, business model, products, services, and solutions.
  
• Solid understanding of market trends and its interdependencies impacting customers.
  
• Prior working experience with FMCG, CPG, Tech &
  Durable, Electronics industry would be an advantage;
  
  
• High communication skills (communicating with clients, partners, and thought leadership both inside and outside the company).
  
• Each market to expand and adapt according to the market, account, technical needs, language, knowledge of specific systems, etc.