Sr. Account Executive Sales Director - Local TV

📋 Description

• • As a Sr. Account Executive & Sales Director, you will be the pivotal commercial leader and strategic partner for a diverse portfolio of esteemed Local TV ownership groups, individual stations, cable operators, and newspapers. Your core mission will be to drive the ideation, meticulous execution, and successful go-to-market strategies for Nielsen's comprehensive suite of products and solutions. This is a high-impact role where you will be instrumental in navigating the intricate and rapidly evolving media landscape, encompassing everything from traditional Linear TV to cutting-edge Streaming and Addressable advertising. Your expertise will ensure that Nielsen remains the indispensable and trusted currency for Local Media clients, empowering them to accurately measure and effectively monetize their audiences in this dynamic environment.
• • Revenue Stewardship is paramount. You will be directly responsible for achieving aggressive renewal targets and securing new business opportunities. This requires a proactive and innovative approach, thinking outside the box to construct bespoke revenue solutions, license new and valuable datasets, and deliver compelling, high-impact product pitches that resonate with client needs and market trends.
• • Strategic Negotiations will be a key facet of your role. You will lead the entire lifecycle of Master Service Agreements (MSAs), demonstrating an intimate understanding of contract terms, pricing structures, and fee negotiations. Your ability to craft effective pricing strategies and secure multi-year renewals will be critical to long-term client partnerships and revenue stability.
• • Cultivating and strengthening trusted advisor relationships with C-Suite leaders at client organizations is essential. This involves regular, proactive engagement, including weekly consultations, to deeply understand their unique business needs, identify emerging challenges, and strategically align Nielsen's solutions to support and drive their growth objectives.
• • You will act as a Matrixed Leader, orchestrating a dedicated team of Nielsen Account Managers and subject matter experts. This requires facilitating seamless internal and external interactions, effectively socializing methodological changes, communicating measurement updates, and delivering critical audience insights that inform client strategies.
• • In Consultative Sales & Digital Integration, you will identify and nurture relationships with Digital leaders at both the Corporate and local station levels. A significant part of your role will be to drive the adoption of Nielsen's advanced Digital Solutions, including DAR (Digital Ad Ratings), DCR (Digital Content Ratings), N1Ads, N1Content, and Nielsen Marketing Cloud Audience Analytics & Insight.
• • You will collaborate closely with Customer Success Account Managers to accurately dimension changes in audience behavior, expertly address client ratings inquiries, and provide clear explanations for variability in Local TV audiences. This requires communicating effectively with research and sales stakeholders within some of our largest and most important Local TV customers.
• • Cross-Functional Collaboration is key to success. You will serve as the vital bridge between your clients and the broader Nielsen organization. This includes working closely with Data Science, Commercial Operations, Media Analytics, Product Leadership, and Engineering teams to ensure client needs are met and insights are effectively translated into actionable strategies.
• • Sales Enablement & Reporting will demand rigorous pipeline hygiene within Salesforce, meticulously tracking opportunities and revenue by client and product. You will leverage essential sales enablement tools such as LinkedIn Sales Navigator and SalesLoft to enhance productivity and outreach. Furthermore, you will create consistent and insightful reporting systems to highlight your team's activities and successes for Local Media leadership.
• • Value Proposition Advocacy requires you to articulate the unique and compelling benefits of Nielsen products across all relevant client departments, including sales, research, programming, news, promotions, and senior management. Your ability to translate data into business value will be crucial.
• • Travel Expectations are up to 50%. This includes regular travel to client corporate offices, local stations, and key industry conferences. This consistent, high-touch presence is vital for building strong relationships and understanding client environments firsthand.