Key Accountabilities
In this Strategic Leadership role, you will be responsible for the development of the SAI Innovation Practice Area business at a regional level operating as Brand Manager, driving profitable revenue growth, representing VOC and creating awareness of all your portfolio internally and externally. You will lead a Regional Sales Product Experts team working closely with the global Practice Area leader and support regional sales team (Specialty Sellers/SS) in collaboration with multiple areas like PL, Delivery, Sales Enablement, Marketing, etc.
Core Responsibilities
Profitable revenue growth
- Own overall Regional Practice Area revenue and cost OP, driving long term profitable growth.
- Understand portfolio profitability and improve Practice Area profit profile via product mix.
- Craft regional client engagement plans alongside SS and ADs for target client activation at HQ, regional and local level.
- Serve as senior leader on Regional/Local RFI/RFP engagements working across SA&I and NielsenIQ for a unified response and representing the Practice Area and its tools.
- Involve in proposal development and E2E sales process in partnership with SS, Sales Enablement and Delivery.
- Regionally adjust and collaborate in the Go to Market plan, partnering with regional commercial leader, sales enablement, product marketing, global SMEs and training teams in the creation of Sales Plays, Sales campaign calendar & content, Commercial Decks, Proposal Decks, Demo Scripts, training plans, pitch perfect certifications, etc..
- Own regional sales SME communities including all regional leaders and local SMEs to share BDPs, White Space opportunity frameworks, etc. with a regular cadence. Build valuable routines across the team to keep high engagement levels and collaboration across teams. Actively participate in global SME sales communities. Explore alternative use cases that could be served with existing product capabilities to capture new revenue opportunities in existing clients or new verticals.
- Collaborate with SS and Delivery to create standard SOW documentation.
Voice of client
- Partner with Global SME team to give input for product development and prioritizations based on client feedback, RFPs requirements, competition analysis and market trends. Collaborate with Client Advisory Boards and Internal Advisory Board to capture needs and get early feedback on our mid / long term product roadmaps.
- Collaborate with PL and sales transformation team on rate cards that reflect pricing strategy / positioning vs competition and enable internal profit targets.Evaluate potential partners that can help us drive incremental revenue complementing our offering or covering areas we are not investing in.
Product positioning and awareness
- Clearly and convincingly articulate Practice Area offerings and unique value proposition, matching them with relevant client business challenges/KPIs. Adapt Practice Area sales framework to each Region linked to use cases relevant to specific target buyer personas.
- Regionally adjust buyer personas profile and objection handling playbook. Generate buyer personas database at Regional level to activate with GTM plan.
- Facilitate the creation of client case studies to support product positioning.
- Lead or support T2T client meetings concerning Practice Area (regional level)
- Regionally adjust and implement the global sales strategy for Practice Area / Product strategy in partnership with product marketing
- Maintain broader Practice Area product/technical knowledge across all SAI tools. Lead Regional Bootcamps.
