News UK

Direct Sales Manager (DSM)

22 Nov 2013
20 Dec 2013
News UK
Full Time
Contract Type

Job Title:
Direct Sales Manager (DSM)

Reports to:
Direct Senior Sales Manager (SSM)

News UK Commercial (Glasgow)

Overview of Role:
Reporting to the Direct Senior Sales Manager, the Direct Sales Manager (DSM) is responsible for selling the News UK portfolio to a category/categories of clients that contribute to the Direct team and departmental budgets. Working to set key performance indicators, the DSM will provide an industry leading customer experience through a combination of external meetings, telephone and face to face presentations/pitches. Responsible for maximising opportunities, revenue, yield and share (all media) of business from a category/ categories. Demonstration of the News UK Commercial values is expected at all times.

Key Accountabilities:
Accountable for delivering and monitoring yield strategy, volume strategy and inventory management.
Accountable for assigned leads and proactively sourcing and selling to new leads.
Prepares for and conducts every meeting with consistency and industry leading skill and service. This includes objectives, agenda and a comprehensive follow up for every appointment.
Demonstrates an ability to influence direct client decision makers through confidently presenting, negotiating and closing a sale.
Consistently works closely with the wider advertising team to identify business needs and opportunities across their category/categories
Uses research data and market intelligence to create and develop bespoke client proposals.
Displays a strong knowledge of the News UK portfolio, competitor products and the category/categories' marketplace in which he/she sells.
Ability to pro-actively pitch creative and thought provoking ideas and partnerships.
Demonstrates a clear comprehension of how the sales structure delivers results and contributes to an effective call/meeting.
Fully competent with the relevant systems and processes within News UK Commercial.
Awareness of all relevant stakeholders and appropriate channels of communication that should be used effectively when required.
Work Space usage and quality of entries.
Ensure superior customer service is given at all times internally and externally across all business areas.
Is responsible for verbal and written reports of territory revenue, sales, opportunities and threats to their Senior Sales Manager's specification
Ensure that credit and queries are dealt with in a timely manner.
Accountable to client for delivery of all campaigns sold
Ensures spend agreements are introduced, measured, delivered and repeated across category/categories
Adheres to News UK's self serve policy where appropriate
Liaises with their category/categories peer group in other News UK offices
An ability to forward plan, forecast by title, platform and category

Key Skills & Experience:
Demonstration of the Commercial values
Working knowledge of the given Scottish category/categories market
Communicating at all business levels
Influencing skills
Sales and target delivery
Key Account Management
Presentation Skills
Creativity and Innovation
New Business Development
Commercial focus

Competencies / Behaviours:
Positive role model
Self Motivated
Curiosity about clients' businesses
Desire to be part of and learn about a constantly changing media landscape
Passionate and knowledgeable about all media platforms
Confident, assertive and energetic
Organised and resilient
Attention to detail - report writing and financial data
Willingness to go the extra mile

Key Internal / External relationships
Internal - All NIC team members, planning, marketing, and editorial.
Client direct partners - business owners and marketing managers.