Job Description Fusion Trainer s1

Job Title: Senior Digital Advertising Sales Exec Reporting To: Head of Advertising Sales - Agra Division: Commercial Advertising, Location: Christchurch Court

BUSINESS Informa Business Information provides market intelligence, news and analysis, bespoke consulting services, industry events and specialist online training to millions of customers worldwide through online platforms and multimedia subscription services. We provide businesses, professionals, academics, scientists and governments with information so they can act, and ultimately make valuable and profitable decisions.

DIVISION

Agra, part of the Informa Group, is the leading information specialists on soft commodities, agriculture and food policy, markets and trade. Our publications combine quality editorial, cutting-edge analysis and real-time data to produce information used by major global companies.

JOB PURPOSE

In this role you will be expected:

• To sell digital marketing solutions across the Agra portfolio– helping achieve the objective of 100% digital advertising revenue in the Agra Ad’s Group product range.

• To delight our customers with our digital advertising solutions

• To convince existing customers to spend more on our digital solutions and new customers to invest.

Result Key responsibilities & activities Deliver new  Ensure all agreed personal KPI’s and objectives are exceeded. business and  Win new targeted accounts grow revenues  Deliver sales of increased subscriptions at target levels  Deliver sales of one off products at target levels  Achieve minimum customer contact levels Achieve  Ensure all agreed personal KPI’s and objectives are exceeded. customer  Regular contact with buying influences & decision makers across the customer retention base targets  Promote the value of the solutions and information that the customer utilises and understand how it addresses their business challenges  Initiate timely and robust contract renewal discussions  Expand network of influence within customer base Increase usage  Although the prime focus will be on Digital sales, the ability to sell a portfolio and seats in solution where necessary (website, print and bespoke marketing solutions) is a accounts must  Sell effectively to an international client base through understanding international nuances and making the best use of the time available to you in your working week  Ensure training is provided where needed in a timely manner  Actively seek further users and departments that can use service Build product,  Act as a client expert, communicating the benefits of digital advertising to industry advertisers and being able to convert print advertisers online knowledge and  Learn and adopt ‘The Agra Approach’ to digital advertising, converting digital key sales skills detractors and neutrals into supporters – and then keeping them that way.  Take a structured approach to managing your personal territory of existing accounts and driving new business  Work to an agreed sales structure to best sell Agra Digital advertising to the market  Help engender an ongoing ‘culture of excellence’ within the sales team  Demonstrate enthusiasm to understand the industry and the key challenges and objectives of the job titles and role profiles that you will be selling to  Use, practice and perfect key sales tools and techniques  Be generous with your knowledge and expertise with other members of your team  Make it your responsibility to understand the business’ financial and strategic goals and wherever within your power, make a positive contribution toward achieving these  Work closely with editorial, production and marketing to ensure commercial objectives are hit  To ensure a ‘can do’ approach to clients needs, balancing the need to generate profitable digital revenue (minimum of 5:1 margin) whilst serving their needs.  Work as a productive and positive member of the sales team, treating others with dignity and respect Record and  Present accurate forecasts on your sales territory report all  Ensure that all sales activity and customer contact is properly recorded in activity SalesForce.Com.  Present accurate forecasts on your sales territory  For face to face sales, to work within an agreed travel budget, submitting a sales plan for each major trip within agreed guidelines, ensuring any trips provide an agreed ROI  Report progress at agreed intervals to HOAS.  Help develop and launch new services as agreed with HOAS, develop new ideas to expand revenue and product portfolio.  Maintain account plans for all accounts and report on progress as required

SKILLS & COMPETENCIES

 Experience of converting print advertising clients into digital.  Experience of managing, renewing and up-selling large advertising accounts  Relevant sales training and experience  Positive Experience of change (in particular product realignment)  Experience of launching new products preferable  Possession of strong influencing skills  Proven experience in a similar role  Experience of working in a remote management environment  Mandarin language skills would be advantageous

PREFFERED (BUT NOT REQUIRED) KNOWLEDGE & EXPERIENCE

 Good quality degree or equivalent qualification  Experience of operating Salesforce.com or an alternative Sales CRM