Sales Director in 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.

Success in this role will be evaluated based on the following criteria:

• Maximize all brand revenues: Identify new revenue opportunities via internal analytics/market/sales feedback, identify new markets and 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 and be immediately available to assist with problems develop those salespeople cannot initially handle. Analyze 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 brands 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. Provide competitive feedback to Associate Publisher so all marketing strategies are developed with necessary input about tactics and strategies of competitive publications.
• Managing the Sales Team: Oversee the day-to-day leadership of the department, staffing, tracking against departmental and business goals, and team motivation. Motivate the sales force through personal involvement, consultation, support and by setting an example of leadership through action. Ensure customer service standards are high and continually improving. Work with internal teams on behalf of clients to ensure the highest level of customer service. Work collaboratively with the sales and marketing teams to foster a culture of continuous process improvement, and ensure transparent communication takes place regularly making sure sales team employees understand Crain’s culture, values, and business strategy. 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. The Advertising Director must also handle client complaints incurred by production errors, campaign errors, and any disputes that might arise from clients. The Advertising Director should recommend solutions to Publisher for any make-good or credit requests coming from client disputes and work collaboratively to see disputes are settled amicably and quickly. Vice President will regularly review (e.g., at least monthly) the performance of all sales personnel.

A minimum of 10 years’ experience in selling with a minimum of 3 years’ experience managing a sales team. Good judge of people and character. Demonstrated strong leadership qualities. Superior communicator. Ability to spot and respond to problems and opportunities quickly. Creates effective sales strategies. Working knowledge of research, promotion, and all current digital advertising programs. Ability to put needs of subordinates/team ahead of personal desires. Demonstrates strategic thinking beyond sales function for the development and advancement of the brand. Ability to work in a hybrid environment.

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.

Pay Transparency Disclosure: The estimated salary range for this position is $150,000 to $225,000. The final salary offering will take into account a wide range of factors, including experience, accomplishments and location. The salary range provided should not be considered as a salary limit or cap. In addition to base salary, Crain also offers competitive benefits including retirement plan savings contributions and bonus opportunities based on individual and company performance.