Sales Director, Product Utilization & Revenue Growth

Responsibilities

• Lead a team of Consumption Product Sales associates who serve as the primary point of contact for campaign activation and measurement execution across existing client accounts.
• Identify and propose new studies and campaigns to utilize Nielsen ONE Ads and other consumption-based products.
• Maintain a consultative relationship focused on linking product usage to tangible business outcomes.
• Collaborate with client and cross functional teams to define campaign tracking schedules, KPIs, and reporting cadences.
• Performance & Operational Excellence
• Monitor product utilization data to identify activation trends, cross-sell opportunities, and at-risk clients.
• Forecast consumption revenue based on campaign volume and client planning cycles.
• Collaborate with Account Management to align consumption targets with client budgets and renewal schedules.
• Standardize playbooks for campaign activation and ROI storytelling across verticals.
• Cross Functional Collaboration
• Share feedback with Product and Engineering teams to optimize workflows and improve automation.
• Partner with Account Executive to coordinate campaign planning and performance insights for executive stakeholders.
• Work with Marketing to surface success stories and quantify campaign impact.
• Liaise with Customer Support and Product Specialists to troubleshoot campaign setup or delivery issues.
• Identify underutilization risks and proactively propose upsell opportunities or campaign extensions.
• Deliver usage, insights and performance reviews demonstrating value delivered per campaign or quarter.
• Train client stakeholders on product workflows, dashboards, and best practices.
• Domain Expertise
• 10-15 years of senior experience in ad measurement, media analytics, or strategic sales, with a proven track record of driving large-scale consumption revenue and product adoption.
• Understanding of advertising KPIs, digital campaign workflows, and performance measurement techniques.
• Proven ability to translate product knowledge into commercial opportunities and measurable client outcomes.
• Individual Skills
• Exceptional prospecting and client engagement capabilities to identify underutilized or new teams to utilize consumption-based products.
• Skilled at translating data insights into actionable upsell and cross-sell proposals that drive incremental spend.
• Strong collaboration skills to partner with AEs on joint pursuit strategies and account expansion.
• Mindset & Behaviors
• Growth-oriented and commercially aggressive, focused on expanding client usage and winning new activations.
• Proactive and persistent, motivated by building new relationships and converting whitespace into recurring revenue.
• Operates with hunter discipline - tracks utilization, follows up on dormant opportunities, and leverages data to re-engage clients.
• Relationship oriented and able to gain/grow trust with key client stakeholders.
• KPIs
• Incremental revenue growth: Deliver annual uplift in usage-based (consumption) revenue.
• Activation rate: percent of active accounts meeting or exceeding contracted utilization thresholds.
• Campaign conversion rate: percent of add-on or test campaigns converted into recurring spend.
• #hybrid
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• Enabling your best to power a better media future.
• Nielsen makes hiring decisions without regard to disability status, protected veteran status, or membership in any other protected class.
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Benefits

Additional Information

Drive incremental revenue and product adoption by ensuring consistent activation and utilization of Nielsen's consumption-based offerings (e.g., Nielsen ONE Ads, Nielsen ONE Outcomes). Partner with clients and internal cross functional teams across account management and customer success to plan, monitor, increase, and optimize campaign measurement usage. Serve as the commercial bridge between client campaign teams, product and technical support to provide client feedback to improve product features. Responsible for identifying and delivering key insights to demonstrate client ROI.

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