The Nielsen Company Director, Digital Publisher Sales & Business Development in New York, New York

NCS (Nielsen Catalina Solutions) is a purchase-based ad targeting and ROAS measurement firm serving buyers and sellers of advertising for the CPG industry. We integrate in-store purchase data from over 90MM households with media exposure data from TV, online, mobile, print, radio and CRM to help consumer packaged goods advertisers, agencies and media companies define their most valuable audience, reach them with advertising and measure incremental sales from the campaign. The joint venture between Nielsen and Catalina has helped over 200 advertisers and 450 brands optimize ad performance to drive revenue growth and increase return on ad spend. Visit us at to learn more.

NCS is looking for a Director, Sales and Business Development to help lead our sales efforts among digital publishers across the U.S. This individual will manage existing key publisher relationships and will be responsible for prospecting and closing new strategic partnerships among target publisher accounts. The Director, Publisher Sales and Business Development will work with the respective publisher Insights/Analytics and Sales teams to develop strategies that will ensure successful NCS annual revenue goals and long-term growth. This individual will also work collaboratively with NCS resources and parent companies (Nielsen and Catalina) on go to market engagements to maximize NCS revenue opportunities.


Business Development:

  • Strategically develop jointly beneficial relationships and engagements with key stakeholders across publisher partners to build/manage a robust and scalable sales pipeline. Drive revenue, increase client penetration, and strengthen partnerships.

  • Identify and implement sales strategies at relevant current and prospective publisher partners.

  • Collaborate and leverage Nielsen and Catalina parent’s client relationships and experiences.

  • Establish new revenue growth opportunities via untapped publisher partnerships.

  • Lead pricing conversations and maintain consistent pricing and discounts across all constituents.

  • Meet and exceed quarterly and annual revenue goals and quotas.


  • Engages with clients and prospects with impact through compelling benefit-oriented communication and presentations.

  • Quick on his/her feet, crafts the right response to challenging questions and tough issues.

  • Demonstrates genuine interest in client challenges and development opportunities with an eye toward solution-based selling.

  • Able to identify opportunities for better collaboration within NCS, Nielsen, Exelate, Catalina, partners and with clients.

Qualifications/Key Requirements:

  • 7 years’ experience in the media space with a focus on digital media, publishers, programmatic providers, and media agencies including digital activation via DMPs, DSPs, agency trading desks, etc.

  • Senior level sales professional with experience monetizing cross-platform data driven solutions.

  • 3 years’ experience in data driven sales role exceeding revenue goals.

  • Proven knowledge of digital media ecosystem and trends. Understanding and experience with TV, digital, and offline campaigns and KPIs. Data activation and audience data sales a plus.

  • Established Rolodex of mid to high level publisher contacts in addition to strong advertiser, ad agency and programmatic relationships to accelerate revenue growth.

  • Challenger/strategic sales and business development proficiency and comfort selling at enterprise level.

  • Quantitative aptitude. Master’s degree or MBA preferred.

  • Travel up to 35%