Sharepoint Version Number: 0.1 Author

SharePoint Version Number: 0.1 Author SharePoint Reference Number: 41183 Jess Stone

ALLPAY LIMITED JOB DESCRIPTION

Owner HR Manager Date Created 07/08/2013 21:15:00 Classification Level Restricted Template Version General Form v1.4

1 JOB IDENTIFICATION

Job Title: Media Sales Executive

Responsible to: Advertising Manager

Department(s): 24publishing

2. JOB PURPOSE

To achieve maximum levels of subscriptions and advertising (volume and revenue) by selling effective advertising in print and online, over the telephone and occasionally face to face, for all 24publishing products to include; 24housing magazine, 24dash.com, 24housing.co.uk, 24dashjobs.com.

To sell sponsorship and tickets for the annual 24housing awards and to actively source subscriptions for 24housing magazine and 24dash.com.

Managing the media sales process from lead generation to closing and invoicing the sale.

To actively promote the benefits of the company and its products, to include the core allpay business where required.

3. DIMENSIONS

Working as part of a team, under the direction of the Advertising Manager and Publisher. Responsible for managing your own customers (from small legal/financial firms to large housing associations and construction companies) and categories within the social housing and public sector, with a reasonable degree of autonomy. Accountable for individual sales revenue targets (predetermined by the manager) and call targets of 30 effective outgoing calls per day minimum. The role entails cultivating and maintaining excellent business relationships with existing and potential customers and actively seeking out new business opportunities. Selling the benefits of advertising and subscriptions in print and online, using a high level of negotiating skills in every pitch and the ability to write effective sales letters.

4. ROLE OF DEPARTMENT

The 24publishing department is responsible for creating market leading titles/websites and awards. Highly cited and renowned for the quality of its content so that they maximise advertising, sponsorship and subscription revenues.

 to develop and supply the very best sales, editorial and publishing services to our core markets (social housing and public sector)  branding and the reputation of all products and services is a core responsibility

Classification Level Page 1 of 5 Date Printed: 09/01/2013 09:23:00 Restricted SharePoint Version Number: 0.1 Author SharePoint Reference Number: 41183 Jess Stone

 the publisher and their supporting staff will work and liaise on all matters relating to pricing, product positioning and revenue strategies  the 24publishing team will be required to attend networking events, trade shows and conferences when necessary, to canvass for business, extend client relationships and market knowledge, this may require overnight stays and extended working hours

5. KEY RESULT AREAS

To establish, maintain and develop excellent customer relationships and provide a high standard of customer service via telephone, letters, email and by attending conferences/exhibitions.

Identify, canvass, prospect and make effective contact with new businesses from the competition and other sources.

To meet or exceed agreed sales targets by sustaining the existing business with customers and identifying new sales opportunities in order to grow revenue.

To convert irregular business to regular series advertising, work with editorial to coordinate feature selling and cross sell clients into portfolio products.

To provide detailed information to Finance to enable the preparation of sales invoices. To chase overdue payments.

Responsible for loading all online advertisements using Google Ad Manager and to provide statistical data to clients.

Responsible for managing individual client category/territory to include; account managing where necessary, knowledge of marketing spend and activity and revenue growth year on year.

Establish effective working relationships with various departments including; production, editorial, accounts and marketing.

To carry out regular market research exercises in order to gain a thorough understanding of the customer and their needs.

To prepare sales proposals and occasionally PowerPoint sales presentations, which effectively sell the features, advantages and benefits of our products and meet the needs of the customer.

To ensure adequate preparation has been made for each sales call and that you are fully equipped at all times with up to date media information, sales figures, process and schedule.

Responsible for ensuring that advertiser art work has been received in accordance with the deadlines and that payments have been processed on time, following company policy.

To ensure that all sales and productivity reports are completed accurately and handed in on time and regularly report to the Publisher on revenue progress.

To ensure that all queries are effectively resolved and authorised within 48 hours and that accounts and your manager are informed of any potential issues.

Responsible for advertising sales administration and ensuring that all records and reports (manual or electronic on Salesforce) are kept up-to-date and accurate.

To keep personal skills and knowledge up to date (i.e. production processes, advertising booking system, accounts processes, product knowledge, competitive titles, and industry knowledge) and to attend training when required.

“The post-holder will be required to undertake such tasks as may be reasonably expected within the scope and grading of the post”.

6. ADDITIONAL KEY DUTIES

7. KNOWLEDGE, TRAINING, EXPERIENCE & SKILLS REQUIRED TO DO THE JOB

 GCSE level education or equivalent  some media/product sales experience  evidence of strong sales skills/process, communication, influencing and presentation skills  experience of achieving challenging sales targets, revenue and call targets  working knowledge of Microsoft Office applications  excellent telephone skills  persuasive ability  ability to negotiate confidently  the ability to create relationships with customers  able to work under pressure to tight deadlines  good level of numeracy skills  high attention to detail  flexible and adaptable to changing situations  to comply with the company dress code and maintain a smart, business-like appearance at all times  to present a positive, confident and enthusiastic attitude towards the job, the company and your colleagues at all times  the ability to attend conferences, exhibitions, seminars, networking events outside of working hours

8. JOB DESCRIPTION AGREEMENT

We confirm that this conveys a full and accurate description of the job as at .

Job Holder’s Signature: Date:

Manager of Department Signature: Date:

Director of Department Signature: Date:

Classification Level Page 5 of 5 Date Printed: 09/01/2013 09:23:00 Restricted