Executive Director - Small and Medium Business & Business Development

Executive Director - SMB & BD

Job Description

About this Role

The CPG industry relies on NielsenIQ for insights into emerging market trends and growth strategies. NielsenIQ provides information services and products to FMCG manufacturers and retailers, enabling strategic business decisions. Our data delivers comprehensive and timely insights on market shares, category performance, competitive sales volumes, distribution, pricing, merchandising, and promotional activities.

By combining this data with our consultative expertise, we provide valuable insights that help clients improve their manufacturing, marketing, and sales decisions.

This role is responsible for managing a sales team, generating revenue, and building strong relationships with Indian FMCG manufacturers.

Responsibilities

Team Management

• Manage a team of 5+ skilled sellers.
• Ensure team members are self‑dependent, capable of building pipelines, and closing sales.
• Demonstrate strong teamwork by guiding and supporting the team to achieve results.

Client Development

• Build relationships and generate revenue from medium- to small‑sized FMCG manufacturers on active/running subscriptions.
• Develop a comprehensive understanding of clients’ businesses and growth strategies by gathering intelligence through primary and secondary research.
• Engage with multiple client stakeholders to identify potential opportunities across NIQ business lines.
• Build strong connections across various functions within the client organization.

New Business Development

• Grow revenue from assigned clients by expanding the adoption of NIQ solutions by undertaking consultative selling.
• Develop winning sales pitches to retain existing business and find ways to drive additional revenue.
• Launch and introduce new NIQ services to drive adoption among clients.
• Build a strong pipeline through regular engagement with various functional teams at the client’s end.
• Collaborate with internal stakeholders (e.g., specialist sales teams) to create relevant pitches aligned with client business requirements.

Relationship Management

• Own the client relationship and lead engagement for assigned accounts by having a strong understanding of their business priorities.
• Foster relationships across various levels and within various functions of the client organizations namely CMI, Sales, and Marketing to identify opportunities for incremental product/solution sales.
• Build the account plans together with the customer consulting leader to list the business objectives of each assigned client and identify NIQ solutions that can help them achieve these objectives.
• Partner with internal functions (A&I, GSC Hub, Customer Service, Data Science, Operations) to manage basic servicing for assigned clients without a dedicated consulting lead.

Financial Management

• Achieve key financial metrics including revenue, profitability, cash collection, and other related business development goals.
• Ensure proper pricing is applied in line with company policies and guidelines.
• Understand company financial guidelines including forecasting and pipeline management.
• Utilize sales technologies and digital tools (Microsoft Dynamics, SalesLoft) for efficient working by recording prospects, forecast pipelines and convert sales.
• Monitor financial performance against budget/forecast and implement actions to meet targets.

About You

You are a proven commercial leader capable of building and executing sales strategies, accountable for end‑to‑end sales operation process—prospecting, developing, building proposals, negotiating, and closing sales. The person should be able to do accurate weekly or monthly sales forecast and effective pipeline management. A team player, who can collaborate with peers, and contribute to the thinking & strategy of senior management team at NielsenIQ.

Qualifications

• Master’s degree or Diploma in Marketing from a reputed institute.
• 10–12 years of experience in Marketing or Business Development with either research or consulting organizations/agencies
• Experience managing a team of 5+ sellers (junior to mid‑level managers).
• Prior experience in the FMCG industry is an advantage.
• Knowledge of basic research techniques and methodologies.
• Strong analytical ability and business acumen.
• Impressive oral and written communication skills for engaging with client stakeholders, internal teams, and external partners.
• Willingness to learn new digital tools for sales and marketing.
• Awareness and experience of B2B sales cycle.
• Experience in engagement with client leadership teams.
• Experience working with global teams and partner ecosystems.

Additional Information

About NielsenIQ

NielsenIQ is a global measurement and data analytics company that provides the most complete and trusted view available of consumers and markets worldwide. We provide consumer packaged goods manufacturers/fast-moving consumer goods and retailers with accurate, actionable information and insights and a complete picture of the complex and changing marketplace that companies need to innovate and grow. Our approach marries proprietary NielsenIQ data with other data sources to help retailers around the world understand what’s happening now, what’s happening next, and how to best act on this knowledge.  We like to be in the middle of the action. That’s why you can find us at work in over 90 countries, covering more than 90% of the world’s population. For more information, visit www.niq.com.

NielsenIQ 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.

 

Additional Information

Our Benefits

• Flexible working environment
• Volunteer time off
• LinkedIn Learning
• Employee-Assistance-Program (EAP)

NIQ may utilize artificial intelligence (AI) tools at various stages of the recruitment process, including résumé screening, candidate assessments, interview scheduling, job matching, communication support, and certain administrative tasks that help streamline workflows. These tools are intended to improve efficiency and support fair and consistent evaluation based on job-related criteria. All use of AI is governed by NIQ’s principles of fairness, transparency, human oversight, and inclusion. Final hiring decisions are made exclusively by humans. NIQ regularly reviews its AI tools to help mitigate bias and ensure compliance with applicable laws and regulations. If you have questions, require accommodations, or wish to request human review were permitted by law, please contact your local HR representative. For more information, please visit NIQ’s AI Safety Policies and Guiding Principles: https://www.nielseniq.com/global/en/ai-safety-policies.

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

About NIQ

NIQ is the world’s leading consumer intelligence company, delivering the most complete understanding of consumer buying behavior and revealing new pathways to growth. In 2023, NIQ combined with GfK, bringing together the two industry leaders with unparalleled global reach. With a holistic retail read and the most comprehensive consumer insights—delivered with advanced analytics through state-of-the-art platforms—NIQ delivers the Full View™. NIQ is an Advent International portfolio company with operations in 100+ markets, covering more than 90% of the world’s population.

For more information, visit NIQ.com

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Our commitment to Diversity, Equity, and Inclusion

At NIQ, we are steadfast in our commitment to fostering an inclusive workplace that mirrors the rich diversity of the communities and markets we serve. We believe that embracing a wide range of perspectives drives innovation and excellence.  All employment decisions at NIQ are made without regard to race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, genetic information, marital status, veteran status, or any other characteristic protected by applicable laws. We invite individuals who share our dedication to inclusivity and equity to join us in making a meaningful impact. To learn more about our ongoing efforts in diversity and inclusion, please visit the https://nielseniq.com/global/en/news-center/diversity-inclusion

Experience Level

Executive Level