Sales Support/Director to Director in Lincoln, Lincolnshire

AdAge is looking for a dynamic Director of Sales to bring innovative thinking and strong analytical skills to help grow our business. This person will help drive revenue generation across our portfolio of media assets by identifying growth opportunities. In this role, the incumbent will interface with business leaders across multiple functions, both inside and outside Sales, including regular meetings with the heads of various departments to brainstorm regarding product launches or proposals and manage a team of Account Executives. They are also accountable for meeting the business's monthly/quarterly/annual sales goals, including tracking and managing the advertiser pipeline.

Key Responsibilities:

• Maximise all brand revenues; digital, conferences, print.
• Identify new revenue opportunities via internal analytics/market/sales feedback.
• Design and deliver special programs, as well as other innovative revenue generating opportunities for the business.
• Develop and execute strategic plan to achieve sales targets and expand our customer base.
• Serve as the lead information gathered by maintaining regular top-level sales calls to clients and agencies.
• Assist with problems that salespeople cannot initially handle.
• Analyse pipeline and lead data, deliver periodic reporting to the sales and marketing teams providing key business insights.
• Manage the sales budget for the brand by working with Associate Publisher to establish the brand's annual revenue goals.
• Collaborate with Associate Publisher to establish proper spending levels to achieve ad page, online, custom content and event revenue goals.
• Develop sales commission/incentive programs and contests working collaboratively with Associate Publisher.
• Motivate the sales force through personal involvement, consultation, support and by setting an example of leadership through action.
• Work collaboratively with the sales and marketing teams to foster a culture of continuous process improvement.
• Drive the successful implementation and adoption of the sales CRM, Salesforce.
• Maintain up to date prospects, clients, agencies, and promotion list.
• Work with Production and Digital Ad Ops to ensure that all insertion orders, positioning requests, and campaigns are properly handled and fulfilled.
• Handle client complaints incurred by production errors, campaign errors, and any disputes that might arise from clients.

Qualifications:

• A minimum of 10 years' experience in selling with a minimum of 3 years' experience managing a sales team.
• Demonstrated strong leadership qualities.
• Creates effective sales strategies.
• Working knowledge of research, promotion, and all current digital advertising programs.
• Demonstrates strategic thinking beyond sales function for the development and advancement of the brand.
• Ability to work in a hybrid environment (2-3 days in New York City Office).

Preferences:

• B to B media sales experience a must.

This position is exempt under the Fair Labor Standards Act and is not eligible for overtime pay. The final salary offering will take into account a wide range of factors, including experience, accomplishments and location. In addition to base salary, Crain also offers competitive benefits including retirement plan savings contributions and bonus opportunities based on individual and company performance.

Employee work location is determined by the needs of the specific team and may include on-site, hybrid or remote. Employees who live within a reasonable commute distance from a Crain office are expected to work on-site 3 days per week. Many positions will also include work done in 'the field.' Employees may be exposed to adverse environmental conditions, specifically during field work. Other typical job functions are performed under conditions such as those found in general office work. Travel to cover news stories/events, meetings with clients, and to our geographically separated offices may be required.

It is the nature of many positions to experience non-standard working hours and be on-call when needed for responding to email, meeting with clients, attending work-related events, story development or breaking news. Most employees perform work Monday through Friday, although early-morning, evening or weekend shifts may be required. Work schedule and travel requirements are subject to change as a role and needs evolve over time.

Physical activities will include frequent in-person or virtual interactions. For most positions, it is essential to be able to remain at a desk/computer workstation for prolonged periods, perform computer-related tasks, and create/maintain documents within filing systems. Must have close visual acuity to perform an activity, such as preparing and analyzing reports and information, transcribing, viewing a computer terminal, or extensive reading. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential job functions and meet the environmental and physical demands of the role.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.