APAC Regional Account Director | Japanese Strategic Accounts - FMCG

About the Role

This is a fantastic opportunity for an experienced commercial Account Development Director who has prior experience generating new revenue from existing clients. Taking direct accountability for 3-5 major global clients headquartered in Japan, the Account Development Director combines an excellent knowledge of the FMCG industry and a deep understanding of NielsenIQ products and services. You will be responsible for aligning key customer priorities and insights with NielsenIQ’s capabilities, identifying and converting opportunities to deepen commercial relationships and drive additional revenue.

You will develop and maintain effective relationships with individuals and teams both internally and with the clients, to provide best-in-class NielsenIQ/client commercial partnerships. Need to engage at all levels and work successfully across a matrixed organization structure, fully leveraging the service model.

The successful candidate will build a multi-year growth strategy, deepen relationships across Japan HQ and priority global markets, and transform individual engagements into broader, multi-solution and long-term strategic partnerships

You will report to Executive Director, APAC Regional Account Director in charge of multi-national clients.

You will collaborate with Global Account Director(s) for the clients headquartered in Japan, who manage the clients’ global businesses, mostly in markets outside of APAC.

Key Responsibilities

Drive Revenue Growth for APAC

• Own the APAC account growth plan, revenue ambition, pipeline and commercial performance.
• Identify whitespace opportunities across markets, business units, brands and buying centers.
• Build and convert a strong pipeline of high-value, multi-solution and multi-market opportunities.
• Increase share of wallet and develop a clear multi-year growth roadmap.
Expand & Deepen Stakeholder Engagement

• Be the single point of contact for client liaison for Japan HQ and APAC markets, multi-country query management by leveraging the right associates in NIQ across customer success, operations, solution experts etc. to engender client trust
• Build a strong stakeholder network across Japan HQ and key international markets.
• Develop trusted-advisor relationships with senior executives, decision-makers and budget owners.
• Expand engagement into new functions, business units and buying centers.
• Establish effective executive governance and regular strategic business reviews.
Accelerate Insights, Innovation & Analytics Penetration

• Drive increased penetration of Consumer Insights, Innovation, Analytics and retail data capabilities.
• Translate client business priorities into integrated solutions and insights rather than individualized silos
• Partner with solution experts to proactively bring new thinking, capabilities and propositions to the client.
• Create systematic cross-sell and up-sell opportunities across the account.
Drive Repeat & Recurring Business

• Convert successful engagements into repeatable, scalable and recurring programs.
• Proactively manage renewals and expand the scope, geography and duration of existing relationships.
• Turn ad-hoc projects into larger strategic programs, multi-country engagements and longer-term partnerships.
Lead Accounts Globally, focusing on APAC

• Act as the single commercial orchestrator across countries, solutions and internal teams, focusing on Japan HQ engagement and APAC business.
• Maintain the Regional Account Plan and align teams around common priorities and opportunities.
• Mobilize the best global expertise against client needs and ensure strong execution across markets.
• Represent and advocate for the NielsenIQ brand through client events to unlock opportunities
Measures of Success

• Revenue: Delivery of account revenue, growth and pipeline objectives for APAC.
• Penetration: Increased Consumer Insights, Innovation, Analytics revenue and share of wallet.
• Stakeholders: Broader and deeper senior stakeholder relationships across Japan HQ and global markets.
• Expansion: Growth across new buying centers, markets and solutions.
• Repeat Business: Strong retention, renewals and conversion of projects into recurring or longer-term engagements.

Function: General Business
Experience Level: Mid-Senior Level