Display Advertising Sales Executive

Job Summary

To sell display advertising space in print and online through a high level of telephone and face to face sales activity. Service, lead and prospect calling from a clearly defined database, with responsibility for winning and increasing business from a given sales territory.

Hours

35 hours per week

Location

Stevenage

Main Duties and Responsibilities(Not necessarily in priority order)

Responsible for a sales territory, as agreed by the Display Advertising Manager and Head of Publishing Sales.
Responsible for managing and maintaining the client accounts within the territory, meeting the budget yields for page rate and volume in the lET’s corporate plan and in line with the group’s growth strategy.
Responsible for identifying sales prospects by effective monitoring of competitor titles published in the industry served by the lET, as well as liaison with editorial and sales colleagues.
Responsible for developing new advertising business and client relationships within the agreed sales territory, converting client budgets to advertising across the range of relevant IET media.
To make a minimum of 12 effective calls per day by providing clients with the necessary sales information to make an informed choice about where they advertise and consider IET titles in their purchasing decision.
To conduct a minimum of 10 effective face to face sales meetings per month.
Responsible for maintaining effective client records for all clients contacted in the customer relationship management system, Darwin.
Responsible for meeting sales targets set by the Display Advertising Manager, based on revenues and market share.
To work as an integrated part of the sales team, taking calls, providing information to clients, and passing leads to other members of the team when outside allocated territory.
To attend appropriate trade shows, as and when required by the Display Advertising Manager.
To work with the magazine and online production teams to ensure that advertisement booking orders are properly fulfilled.
Responsible for contributing to ideas for promotional material and direct mail to support magazines and web sites.
To ensure personal product and industry knowledge is maintained at a good standard.
To undertake any other duties and projects at the request of the line manager.
To comply with data protection legislation and act responsibly on matters of data disclosure both internally and to third parties.
To be familiar with the Health and Safety and Fire policies for the organisation and to attend mandatory updates where required.

This job description is intended as a general guide to the scope of the post and may change in line with the needs of the service or at the request of the line manager.

Person Specification

Essential Criteria

Graduate calibre.
A self-starter, able to work under the pressure of advertising deadlines and work to targets.
Able to communicate effectively with colleagues and customers at all levels.
IT literate with experience of using MS and database packages.
Sales experience with evidence of meeting set targets and new business growth.
Client facing sales experience in a one to one and group presentation environment.
Effective written and verbal communication skills.
Tenacious attitude with the ability to build effective and productive relationships with clients.

Desirable Criteria

Proficient written and verbal level of a second language.
Media sales experience in a publishing environment.
Media Sales experience working on an IT focused publication.
Sales experience working in the SET sectors.
Appreciation of the opportunities presented by cross-media selling.
Experience of selling to advertising agencies.