Sales Account Manager

Leading Media company is looking for an International Sales Account Manager to work on leading International titles

Description of the Role

 

Job Details

 

Job Title(s)

 

International Account Manager

 

 

Reporting To

 

Director International Portfolio

 

 

Commission Band

(if applicable)

 

To be discussed in person

 

Bonus Scheme

(if applicable)

 

Dependant on performance


Sales Executive

 

 

Overall Purpose of the Sales Executive

 

Through your own sales activity you will grow the advertising revenue from your given territory into the several international multi-media products. This is a target driven sales role requiring good organisation, creative thinking and positive attitude. Your focus is on exceeding targets coming up with creative ideas and sales skills to develop advertising across printed, digital media and events that your clients can benefit from and in order to win customers. You will grow, maintain and develop your own client base through winning new business and selling long term advertising campaigns.

 

 

 

 

Main Duties & Responsibilities of the Account Manager

1

Selling

a

An account manager is expected to sell advertising, sponsorships, events and multi-media campaigns to businesses within his/her client base. To obtain information on the customer’s business and marketing needs to recommend appropriate solutions from our range of products in order to generate the optimum revenue.

 

b

All client information and contact, visit, phone calls and e-mails must be logged on to the CRM system. These must be 100% accurate as it for use for the entire sales operation.

 

c

Be able to prepare highly effective presentations and business proposals to present a professional image and develop the relationship.

 

d

Gain new business leads by cold calling and converting potential business contacts into advertising revenue both on the telephone and face to face.

 

e

To generate multi level contacts within a client organisation in order to develop a long term partnership and exploit business development activities.

 

f

 

To attend events and network in order to promote a high profile positive reputation of *********in the market place and gain new business leads.

 

2

Planning and Time Management

a

To ensure each call is well planned, with a clear objective.

b

To plan administrative duties into a busy day. Duties such as proposal writing, sending media packs booking on orders should be performed in non – core selling time.

 

c

Every order should be backed up with a signed order form before any advertisement appears in a magazine or online.

 

d

It is expected for any sales person that they will achieve his/her KPI’s.

This will normally be :

i

To make 1 hour 30 minutes of effective telephone communication

ii

It is also expected sales people to attend at least 6 set appointments each month

iii

Generate at least 5 new prospects per week.

e

Regularly monitor all competitive media and develop your sales pitch and ideas to combat them. Feedback competitor activity regularly.

 

f

Proactively monitor the progress of the account and communicate internally to ensure the smooth running of the account and satisfy client requirements.

 

g

Contribute positively in team meetings. You are actively encouraged to bring ideas and your input is vital for the team to plan to exceed targets.

 

3

Knowledge

a

Product Knowledge- A full working knowledge of the publication’s circulation and audit demonstrating a full understanding of any readership research and fully appreciate the difference between circulation and readership.

 

b

Complete knowledge of the publication’s rates and data, including copy deadlines mechanical specifications and forward features.

 

c

A clear understanding of the editorial objectives of the publication including style and content. It is essential to regularly read the title that you are working on as well as the competitors titles that are found in that space.

 

d

A full working knowledge of the publications key advertisers. This knowledge should not only be of your client base but of the title as a whole.

 

4

Market Knowledge

a

Well informed about the competition as well as your own title in terms of circulation, readership and the editorial product.

 

b

A sound awareness of your own magazines performance within your defined market space (this may require that you demonstrate that you understand market share and year on year growth figures).

 

c

A deep understanding of the industry your publication serves, including major trends, key figures and significant events.

 

5

Client -Base Knowledge

a

A strong working knowledge of your client base including:

i

Who the major players are

ii

Previous advertising history

iii

A working knowledge of all the decision makers at individual companies

iv

Any historical objections and negotiation variables and future marketing objectives as well as buying cycles

6

Competencies and qualities required

a

A positive and enthusiastic approach to your work

 

b

Determination to convert every call into a booking

 

c

A willingness to learn and take on new ideas

 

d

An ability to take constructive criticism and to apply necessary changes

 

e

Self motivation and disciplined work ethic

 

f

Team playing qualities whilst remaining competitive in a shared goal

 

g

Excellent personal standards including time keeping and appearance

 

7

Critical Performance Measures/Objectives of the Account Manager

 

a

Personal revenue target in line with the leader board

 

 

b

Your portfolio and titles revenue growth

 

c

Your teams activity specifically phone time

 

 

d

Pre-booked revenue for your title

 

 

e

Your teams new business

 

 

f

Your online sales

 

 

g

Event sales where targeted

 

 

h

Customer satisfaction

 

 

i

Keeping CRM updated

 

j

Accurate sales forecasting

 

 

 

 

 

 

If this is of interest to you, and you feel you have the drive, ambition and tenacity to undertake this role, please contact Nicole at Red Recruitment on 0208 481 1155 or email your CV to narbeid@redrecruitment.net