Senior Manager, Advertising and Sales Marketing The Senior Manager, Advertising & Sales Marketing is responsible for managing the advertising sales, sales marketing, and new advertising sales opportunity development functions of the organization working with outside publisher representatives, advertising agencies, and product/brand managers to promote the Association’s available advertising space in all mediums. Develop new business relationships and sales opportunities beyond existing communications outlets. Lead the advertising/marketing strategy and coordinate with a cross-functional team of stakeholders to develop sales strategies that align with all revenue departments that touch industry (Publishing, Meetings and Conventions, Community, Corporate and Philanthropic Relations, and Marketing). Responsible for setting advertising sales and marketing goals and strategies for attaining these goals, including responsibility for media planning, marketing, budgeting, and developing agency presentations and creative marketing strategies for all publications and communications vehicles (print/web/e-publications) that carry advertising.

Responsibilities:

 Works with Director of Creative and Publishing to set goals and strategies to achieve monthly and annual sales budgets. Works with Director and contracted advertising sales offices to set rates and identify and launch new growth opportunities. Meets and exceeds revenue targets by working consultatively with new and existing clients. Assesses and manages sales representative performance and ensures market reports are produced by sales teams for all advertising programs.

 Has ownership and oversight of all advertising sales marketing plan development and execution. Works with internal staff and publisher’s representatives to develop effective marketing proposals offering cross-media marketing solutions. Develops professional marketing materials to position advertising sales opportunities within the marketplace, including the development of a comprehensive media kit and individual rate cards, according to annual planning calendars of advertising clients.

 Collaborates with publisher’s representative firms, advertising agencies, and brand/product managers on the promotion and support of advertising sales opportunities. Supports the sales representatives’ efforts to influence buying decisions by in-person, telephone and e- mail contact, as appropriate. Leads the team to assist in gaining new business/potential advertising clients.

 Works with Advertising Specialist to design and produce accurate sales reports and financial forecasts. Ensures maintenance and accuracy of data contained in the advertising sales database (Aptify and SalesForce). Recommends additional financial reporting needed and software additions, as appropriate. Ensures the maintenance all databases, files, and archives related to advertising sales reporting (Aptify and SalesForce). Oversees advertising billing activities and ensures accuracy of all sales/financial data.  Works collaboratively with internal staff and external sales representatives to regularly review existing advertising programs for appropriateness, as well as pricing strategies and reach. Responsible for business development of new advertising sales programs, including facilitating collaboration with and tactical input of internal and external stakeholders, and development of appropriate pricing, marketing, implementation, and sales strategies.

 Acts as a convener of all revenue departments that seek industry support, and develops market strategies for advertising in conjunction with those departments in order to provide comprehensive sales packages (including advertising, exhibits, and sponsorships) where appropriate. Works closely with revenue departments to generate sales leads and monitor market trends. Maintains database of advertising market data. Provides excellent communication with various internal departments regarding the plan and execution of advertising sales programs. Maintains regular communication with editorial staff concerning planned editorial and sources to inform marketing decisions.

 Researches, recommends, and manages the acquisition of advertising reporting data (e.g. Kantar Media), as well as promotional opportunities for Association publications in outside marketing directories. Researches and manages promotional mailing and telemarketing opportunities for all applicable publications with marketing staff and contracted advertising sales offices. Monitors and analyzes sales promotion results to determine cost effectiveness of promotion campaigns.

 Assists in the development of the annual department budget, monitors revenue and expenses for monthly financials and periodic forecasts, and assists with all variance reports. Works with internal staff on the preparation of the annual report of corporate spending.

Requirements: Minimum of eight years’ experience in advertising sales management for magazines and websites required. Knowledge of print production and online ad management required. Bachelor’s degree in Marketing, Communications, Advertising or other business-related field. Supervisory experience of direct reports and sales teams is required. Association background a plus. Proven record of maintaining and building advertising sales in a publishing environment is required. Strong experience in developing market strategy and marketing plans, and managing sales teams is a must. Experience in multiple sales categories (advertising, exhibits, sponsorship) is required. Strong project management skills required. Demonstrated proficiency MS Office, including Excel, Word, and Outlook, and Adobe Acrobat in a PC environment. Understanding of publication layout, print production, and web ad serving software (DoubleClick) is necessary. Knowledge of SalesForce preferred. Understanding of Aptify (order entry/billing system) desired. Ability to successfully meet tight deadlines is required. A high level of interpersonal skills, organization, problem solving skills, attention to detail, follow-up, and strong verbal and written communication skills including presentations are necessary.