The Associate Director- Business Acquisition, will be responsible for maximizing Media Moments revenue across the portfolio of services. Candidates should have an understanding of digital/PR /mobile marketing and a clear understanding of the market. The right candidate will be one who thrives in an entrepreneurial environment and has a proven sales track record of successfully growing incremental revenue by developing new business and up selling accounts.
Prospecting Identifying target markets, and within them target clients through to initiating contact identifying the key client personnel and stakeholders.
Pipeline management Understand the sales lifecycle for Media Moments Product set and manage clients through the pipeline. Effective management of this process will help maximize sales and deliver more accurate forecasting.
Commercial negotiation Deal closing and negotiation skills. The role will involve commercial negotiation and legal contract negotiation. Proven closing skills are a requirement.
Effective handover into production and account management managing the transition of the client into the production phase.
Pitch Work - working with art/ editorial/ PR/ Digital Teams to generate sales pitch materials including concepts, mock ups, tests, prototypes, etc. honing the sales messaging for clients.
Sales Messaging and Materials The role will require input into the sales materials and messaging that is being generated to make sure that it is maximizing the conversion to sale.
Market Awareness Feeding back market analysis into the wider team to make sure that we understand the competitive landscape, commercial models, competitor price points, new feature sets, etc.
Product Development Identifying common sales roadblocks and feeding back client requirements into the product development process.
Reporting and Forecasting delivery of accurate forecasts and reports as required by management
Organized, driven, proactive and self-motivated Managing the end to end sales process is a requirement. Organization, time management, and attention to detail will be critical to deliver success. Understanding how many prospects need to be generated to deliver against the targets and maximizing the conversion rate through the sales process is a key responsibility.
Travel- This is a client-facing role there will be a requirement to travel to clients on a regular basis.
Specific Skills and Attributes:
Experienced sales professional
Proven end to end sales skills prospecting, pipeline management, closing, negotiation (this role requires end to end sales management)
Self-starter and self-motivated
Experience of selling at board level
Effective communications skills presentational, face to face and written.
Detail and process oriented
Proven ability to meet targets
Proven experience translating technology feature sets into business benefits
Qualifications & Experience:
Requires at least 8-10 years of experience in media sales, agency account management, or in a related field with a high volume of sales revenue.
Strong entrepreneurship to initiate and develop business independently.
Proven and consistent track record of executing against an aggressive growth strategy and delivering sales revenue in excess of company expectations.
Thorough knowledge of online marketing business, including SEM, SEO, Display Ads, Mobile Ads and relevant technologies and major tools in the market.
Strong Emotional Intelligence (EQ) - understands cultural sensitivities and developing high quality relationships.
Excellent communication skills to influence, develop, and empower clients at varying levels to achieve business goals.
Creative, responsible, self-motivated, detail-oriented and self-disciplined.
Strong Cold Calling, follow-up skills, and lead generation skills.
Ability to multitask and handle pressures, deadlines and targets.
Excellent relationships building, communication, and written skills essential.
Problem-solving ability and skill prioritizing.
Strong knowledge of Excel, Word, PowerPoint, Outlook, and contact management software.