| For: Sales Executive
Meyer Scott Ref: VR/03964
Sales Executive Stamford - £18,000 pa
To identify customers needs, and to provide the right solutions to meet these in line with the magazines strategy and budget.
This role is predominantly office and telephone based, working as part of a sales team, maintaining and developing relationships with existing customers as well as sourcing and cultivating new business.
Some attendance at shows and events is required which will involve weekend working on occasion.
Media sales experience is preferred but not essential, some sales experience is essential.
Financial: Meeting and striving to exceed budgeted revenues and yields.
Customers: Growing, developing, and maintaining relationships with
Customers to achieve greater loyalty.
Key Accountabilities / Responsibilities
Manage your customers and conclude transactions
Ongoing learning of product knowledge and to gain an understanding of market forces
Achievement of all M.I.T.S
To actively sell advertising
Administration, signed booking forms and all sales support procedures adhered to
Feature Ideas coming up with new revenue generating ideas (2 per month)
To take charge of the titles when the Senior Advertisement Manager is absent
Key Performance Indicators
Financial: Monthly targets achieved
M.I.T.S: Achievement of all M.I.T.S
30 calls per day, 10 of these must be effective, this means speaking to the customer about price and size. This does not include email and fax attempting to sell advertising, this does not include copy chasing, pre-payment chasing or order confirmation chasing or receiving
Contribute towards monthly Ad Reports
Provide Senior Advertisement Manager with a hit list on a monthly basis
Regular contact with the editorial team (be aware of any specials)
Attend any relevant shows/exhibitions
Customers: All customer care initiatives adhered to
Skills, Knowledge and Experience:
Commercial & Customer Focus Is aware of competitor activity and market trends. Seeks to understand customer needs and strives to satisfy these in line with magazine strategy. Establishes and maintains lasting relationships with customers based on trust.
Typical representative behaviours:
Keeps up to date with what is going on in the market
Looks for new ways to generate business
Offers appropriate solutions to customer needs
Takes actions to build customer loyalty
Drive and Resilience
Is self-motivated and results driven. Sets high standards and exceeds challenging personal targets. Stays positive despite setbacks.
Typical representative behaviours:
Maintains high professional standards and gets work right first time.
Remains calm and self controlled under pressure.
Is highly motivated to achieve targets.
Maintains enthusiasm in the face of rejection
Influence & Selling
Quickly builds rapport and easily establishes relationships with customers. Communicates clearly, confidently and fluently. Negotiates and convinces others. Changes peoples views and influences their decisions. Handles objections positively and assertively.
Typical representative behaviours:
Demonstrates influencing/sales skills based on in-depth product knowledge
Understands and uses training knowledge and data to support arguments
Presents the key points of an argument persuasively
Adapts communication style to suit listener e.g. knows when to adopt a sales-oriented approach, and when a consultancy-based one is most appropriate
Personal Organisation
Organises own time effectively to achieve targets. Prioritises and prepares in advance for calls. Is reliable, follows directions from supervisors and respects policies and procedures. Pays attention to detail in completion of administration.
Typical representative behaviours:
Sets clear objectives prior to all client calls
Manages time to maximise selling opportunities
Maintains accurate customer records
Is organised in completing booking details
Flexibility
Is open to new ways of doing things. Reacts well to change. Fits in well with the team.
Typical representative behaviours:
Is open-minded and positive about the need for change
Is able to adapt and retain focus in light of change
Is willing to respond to last minute requests and change plans as necessary
Develops effective and supportive relationships with colleagues and is able to mix and participate with team members.
nformation Handling & Providing Solutions
Proactively gathers information on clients and the market. Knows where to get information to make decisions. Consults appropriately to come up with the optimal solution.
Typical representative behaviours:
Knows where to find relevant information
Retrieves and absorbs information quickly
Checks facts and data and supplies accurate information
Provides solutions based on appropriate consultation
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