Expiry Date - 26/04/2012

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Sales Executive - MT


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Business Type - Agency, In-house / Client-side  
Sector - B2B
Specialism - Account Management, Sales & Business Development
Salary - Competitive


Business Type - Agency, In-house / Client-side
Sector - B2B
Specialism - Account Management, Sales & Business Development
Salary - Competitive

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Job Description

Management Today are looking for a Sales Executive to join the team.


Maximise revenues for Management Today (MT) through advertising sales and developing revenues from agency and client territories allocated by the Ad Director

• Day to day responsibility for maximising profitable Print and Online business revenues from:

Services (Classified) clients
Inserts clients
Regional Advertising agencies
and drive sales from the above into Feature-led Special Editions

Identify short, medium and long term sales opportunities
Generate, sell, negotiate, close and secure new business opportunities and achieve the monthly team revenue target set by the Ad Director, both in Print and Online
Account-manage, maintain and develop existing client base in order to achieve revenue in line with expectations set by your Ad Director
Achieve agreed levels of productivity e.g. phone calls, meetings (account management and new business targets set )
Achieve monthly sales targets and KPI’s as set by the Ad Director
Work alongside other team members to maximise revenues across your market.

Person Specification

Maximise revenues from a client base which incorporates Services, Inserts and Regional clients
Ensure you are responsible for generating maximum revenue from your client base in accordance with targets/leads
Through understanding of your market you should, as an ongoing process, identify new revenue channels
Develop thorough knowledge of each business sector and understand advertising clients’ position within it and marketing objectives
Negotiate rate in line with guidance from Senior Sales roles within the Ad Team.
Prove with your own clients that you can transform new or existing business into key sales accounts
Regularly update advertising all advertising contacts on MT credentials and publishing plans
Exhibit drive and enthusiasm to sell Editorially-led features and new initiatives

Maintain contact with key decision makers within your client base
Proactively service customers, developing strong relationships and keeping clients up to date with initiatives
Develop deep relationships with direct clients with a thorough understanding of their marketing needs
Work closely with the Ad Director and Special Project Account Manager to deliver new revenue streams
Execute plans successfully to deliver additional revenue

Have a comprehensive understanding of your product, market and competitor products/positioning
Produce accurate leads as requested by your Ad Director against targets

Monitor sales progress through market share and project sales on a weekly/monthly basis for your assigned client base
Understand the circulation of your competitor magazine/s
Ensure effective use of appropriate and most up to date sales/market information including reader surveys, reader and market research studies
Understand your clients’ business, key objectives and business drivers

Provide assistance and support for colleagues
Keep the team involved and up to date with your activity to maximise sales team revenue
Contribute to a collaborative team environment
Liaise with editorial and production to ensure that the magazine is produced efficiently and reaches the flat planning standards expected of a Haymarket title
Represent your product both externally and internally in a professional manner
Lead by example

All data that is entered onto the system must be accurate and succinct
Revenue bookings must be entered accurately and clearly on the system at every level
All administration set by your Ad Director must be completed accurately and on time
Develop excellent understanding and best usage of BBS, IMS, Ad Dynamix and Choices surveys and monitoring systems
Need to develop a good working relationship with other departments such as Production and Finance
Confirmations or contracts must be sent out with every booking

Working Hours
You may be required to work outside of the set company hours in order to best represent your product. This may include weekend and evening work e.g. client trips, shows, awards ceremonies etc

Performance Measurement

You will be measured in a number of ways including:
Sales results
FutureProof reports
Feedback from training courses
On the job training
Client feedback
Feedback from other departments
General day to day monitoring

These key areas of your knowledge, skill and attitude will form the basis of your formal appraisals

Basic activity Requirements

5 sales appointments per month
40% of client coverage per month
75% of client coverage per quarter
100% of client coverage every six months

There may also be magazine specific job requirements on top of this which your Ad Director will give you at the time of joining.


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About Haymarket Media Group

Whether you’re looking to start a career in media or you already have first hand experience working in the media industry, why not come and join this influential media company with an outstanding history of success and a future full of growth, expans