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.

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

• Oversees the deal desk and be the trusted business advisor to sales leaders and finance

• Partners with business to ensure pricing remediation actions are implemented where needed

• Has the authority to approve deals in line with new discounting approval hierarchy

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

• Proposal & Negotiation support for large deals constituting $300M of revenues

Detailed Key Activities and Deliverables: 

• Analyze deal structures, pricing models and discounting strategies to assess financial impact and profitability 

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

• Identify potential risks, issues and inconsistencies in deals and provide recommendations for resolution

• 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 

• Commercial policies & near-term pricing remediations implemented through deal desk

• Commercial policy adherence dashboard / reports and regular reporting cadence

• Regular reporting cadence on policy adherence, pricing upside generated and overall deal desk performance

• 10+  years of work experience with relevant experience in sales, deal desk and management roles.
• Strong leadership and communications skills to lead deal desk team
• Strong understanding of sales processes and deal structures
• Excellent execution and planning skills to implement large scale organization transformation 
• Ability to deliver high quality work while meeting aggressive deadlines
• Proficiency in using CRM systems, contract management tools, and data analytics software
• 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 
• Preferred Skills: Prior experience and knowledge of pricing strategies, discounting practices and revenue optimization techniques
• Education: Bachelor’s degree in business, 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.

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