Director, Deal Desk

At Nielsen, we are passionate about our work to power a better media future for all people by providing powerful insights that drive client decisions and deliver extraordinary results. Our talented, global workforce is dedicated to capturing audience engagement with content - wherever and whenever it’s consumed. Together, we are proudly rooted in our deep legacy as we stand at the forefront of the media revolution. When you join Nielsen, you will join a dynamic team committed to excellence, perseverance, and the ambition to make an impact together. We champion you, because when you succeed, we do too. We enable your best to power our future.

Drive commercial transformation across Nielsen’s Enterprise customer-base, partnering across the organization to ideate, implement, and support global commercial programs. Own key/strategic deal reviews and escalation resolution, providing coaching to deal teams where needed. Interface with customers directly through negotiations, supporting objection handling throughout the deal lifecycle while managing customers expectations. Act as liaison between sales, finance, product, operations, and legal to effectively identify and resolve internal and external blockers to getting deals done. Identify gaps in Nielsen’s commercial approach, owning conflict resolution and program escalations across channels.  

• Drives enforcement of new commercial policy for $600M in revenue across 2000 deals annually for our Audience Measurement business.

• Own the delivery of critical commercial initiatives with global impact, driving the strategy execution of deliverables. 

• Owns discount and commitment strategies globally, implementing next generation commercial policies to drive positive customer engagement and behavior.

• Partners across the organization to resolve implementation blockers, interfacing with cross-functional senior leadership regularly. 

• Has the authority to approve deals in line with new discounting approval hierarchy, acting as the Global Deal Desk Leader’s proxy where needed.

• Stands up measurement and reporting to track commercial policy enforcement and deal desk performance.

• Proposal & Negotiation support for large deals constituting $300M of revenues, provides coaching where needed.

Detailed Key Activities and Deliverables: 

• Own commercial program implementation, driving the strategy and execution of Audience Measurement commercial priority programs.

• Act as an expert across commercial programs and Nielsen’s product suite, anticipating business challenges and opportunity areas.

• Analyze deal structures, pricing models and discounting strategies to assess financial impact and profitability, driving changes to commercial policies.

• Develop and maintain deal desk policies, procedures and guidelines to ensure consistency and adherence across the commercial organization.

• Identify potential risks, issues and inconsistencies of commercial performance of the sales-sold portfolio, providing recommendations for changes to strategy or execution.

• Collaborate with sales, finance, legal and other cross-functional teams to gather necessary information and ensure deal accuracy. 

• Provide training and guidance to the sales team on deal desk policies, processes and tools. 

• 15+ years of work experience with relevant experience in sales, commercial transformation, pricing/discount strategy implementation, or deal desk and management roles.

• Strong leadership and communications skills to lead global programs at scale.

• Strong understanding of sales processes, deal structures, and commercial construct design and implementation.

• Excellent execution and planning skills to implement large scale organization transformation. 

• Ability to deliver high quality work while meeting aggressive deadlines.

• Proficiency in using data analytics software, Customer Relationship Management (CRM), Configure Price Quote (CPQ), and Contract Lifecycle Management (CLM) systems.

• Ability to work in a fast-paced, highly dynamic environment requiring a flexible work schedule (end of quarter, peak sales activity support needs).

• Excellent stakeholder management and people management toolkit to drive team performance.

• Willingness to travel (15% of the time).

• Preferred Skills: Prior experience and knowledge of Media pricing strategies, Media discounting practices and revenue orchestration optimization techniques.

• Education: Bachelor’s degree in business, economics, finance, or a related field.

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Enabling your best to power a better media future. Our comprehensive benefits package (including health & wellness plans, 401(k) retirement coupled with a Nielsen match, a generous paid time off policy, company provided car for those who qualify, and if eligible, a discretionary incentive/bonus) is designed to be inclusive for all employees and families, and we take pride in ensuring that employees are rewarded holistically for the role they are doing and their performance.

A reasonable estimated salary range for a new employee has been provided. It would be adjusted based on each employee's geographic location. The position of each employee within a compensation range at Nielsen is dependent on several individual circumstances, such as experience, training, certifications and other business requirements/needs.

Nielsen makes hiring decisions without regard to disability status, protected veteran status, or membership in any other protected class.

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