Dec 06, 2018

Sales Director - B2B Media sales

  • Niyaa People
  • Westerham TN16, UK
Full-time Ambient B2B - Business Publishing B2C - Consumer Publishing Business Information - Intelligence Conferences, Events & Exhibitions Digital, Online & New Media National & Regional Press Outdoor & Out of Home Radio Television & Cinema

Job Description

Our client creates and delivers highly specialised information through publishing, events, training, market intelligence and expertise, providing valuable knowledge to individuals, businesses and organisations worldwide.

The Company is looking for a proven business-to-business media sales individual with strong commercial background and a minimum of 7 years' relevant experience.

Overall sales targets for your brand(s)/designated event(s)/team and individual development and management of sales colleagues within your team. Formulation of direction and strategy within your brand(s)/event(s) in conjunction with Commercial Directors

Jointly responsible with other Sales Directors to ensure sales performance and behaviours across the company is sustained in the absence of the Commercial Directors.

Job Purpose Summary

* Income generation from sales, both personal and team

* Growth of the business, particularly within your own brand(s)/event(s)

Key Responsibilities

Core Tasks

To procure sales orders in relation to the brand/event that you are working on

Pro-actively and enthusiastically develop new business through telephone calls and other media options to expand client base and increase sales

To provide accurate forecasts and revenue reports within your brand(s)/event(s) within an acceptable timeframe to the Commercial Directors

To ensure competitor analysis is undertaken and updated on a regular basis

Identify and develop relationships with potential new clients by undertaking appropriate research and constantly acquiring industry knowledge

Maintain and further develop our strong working relationships with our existing clients

Attendance at relevant exhibitions/conferences with international travel as required

Effectively managing time and workload, meeting all deadlines

Any other duties which may reasonably be required

People & Communications

Creating, expanding and maintaining positive relationships by liaising

'regularly' with colleagues within the Company and contacts externally in a professional manner in order to ensure that the highest standards are

maintained

Manage, guide and coach colleagues within the team and the company as a whole

Undertake regular meetings with direct reports and inform Commercial

Directors appropriately of relevant outcomes

Ensure that involvement in teamwork and collaboration beyond the team is effective

Understands when it is appropriate to reveal facts and when not to reveal

Manages effective working relationships with a range of other groups including juniors, superiors, suppliers, peers and clients acting in the best

interests of the company

Attend, contribute to and/or lead meetings as required

Attend training and development events as required; contributing towards in-house events as required

Administration (Including Finance)

Maintain accurately all relevant records required to manage your duties, either on computer or otherwise as prescribed

Submit all returns and other documentation to colleagues to meet prescribed deadlines, including budget forecasting

Staying informed of financial/budgetary limits/targets and company objectives/strategy

To manage your clients through our CRM database and record all client contact

Adjusts to new responsibilities/ procedures/ legislation and tasks when required

Manages own and team member's time effectively to deliver agreed outcomes

Continue to learn and develop sales and technical skills that enable you to do the job effectively and efficiently

Critical Success Factors

Ensure achievement of the sales target(s) on each brand/event throughout the year and ensure that relevant deadlines are met

Pro-actively support junior colleagues and Commercial Directors

Consistently performs high quality work regardless of circumstances and meets all quality standards/deadlines

Seek new ways to develop the business and additional revenue streams

Corporate Standards

Staying up to date in your area of expertise and sharing knowledge as appropriate

Adhering to company quality/professional standards

Keeping informed of company business plan and goals

Maintaining client focus (internal and external)

Maintaining a professional and positive attitude

Key Performance Indicators (KPI's) are to be agreed with your line manager and performance to be reviewed regularly as appropriate to the role

To support senior management with Health and Safety of employees

To comply with the Policies and Practices of client as detailed in the Staff Handbook

Qualifications / Experience

Proven business to business media sales experience and knowledge/understanding of how media sales projects are defined and delivered

Strong commercial experience and ability to use commercial acumen for business/profit growth

Proven expertise in B2B Print, Digital and Events & Conferences arena

Proven track record of successfully leading and managing teams

Skills

Excellent communication and negotiation skills

High attention to detail, flexibility and the ability to work under pressure to meet targets

Excellent organisational skills, with flexibility to adapt to changes

Excellent interpersonal skills and ability to motivate others in and outside the sales function

Commercial acumen and business awareness

Excellent communication skills, both written and oral

IT skills in Microsoft Office, including Word and Excel

An aptitude for conducting targeted research to develop new sales leads