The performance of the Advertising Director/VP of Sales will be evaluated according to the standards set out below. The target standard defined for each duty is the expected level of performance.
Goals and Quotas:Yearly and monthly goals will be set in coordination with the Publisher/Market President. The Advertising Director/VP of Sales should, at a minimum, meet monthly and yearly quotas and should strive to exceed them.
Revenue Development:Manage a strategic planning process to achieve revenue budgets by product type and develop new revenue opportunities.
Sales Management Process:Execute and enforce the ACBJ minimum activity levels to build a pipeline of business and closed revenue. The following should be performed weekly: 3-5 new business calls, 3-5 proposals, and 3-5 presentations. Ensure each member of the team is meeting those activity levels and manage performance accordingly if they are not. The Advertising Director is expected to participate in customer-facing sales calls on a regular basis.
Forecast:Manage the sales pipeline and revenue forecasting process in Salesforce to ensure accurate recording of prospecting activity, conversion success, and active sales opportunities at each stage of the sales process, as well as future new business revenue.
Staff Development:Manage a team of three direct reports. Provide each department member with two performance appraisals each year. Working with the ACBJ revenue team, provide sales staff with monthly training opportunities on sales techniques, products, approaches, and related topics.
Product Knowledge/Market Intelligence:Work with the sales team to clearly express the value proposition and benefits of ACBJ's products and solutions, ensuring that recommendations address clear business needs for the client. Consume content produced by ACBJ daily and stay informed of media industry trends, as well as trends affecting clients' industries. Monitor the sales team to ensure they remain up to date on product knowledge and market intelligence.
Recruiting/Hiring:Recruit and interview continuously to develop a bench of qualified candidates for hire. Utilize company-provided recruitment tools throughout the hiring process. All new hires must participate in a new hire orientation program using local and corporate resources.
Management Team:Work cooperatively and collaboratively with colleagues and other department managers.
National Sales and Multi-Market Advertisers:Work effectively with the national sales team and other ACBJ markets on multi-market buys. Manage the team to ensure adherence to all ACBJ corporate sales policies and procedures.
The Advertising Director/VP of Sales should also be prepared to assist with any other tasks or projects assigned by the Publisher/Market President.
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- BA/BS degree preferred
- 5+ years media sales management experience or 3+ years within sales at an ACBJ publication.
- Proven track record of success driving revenue through the development of long-term strategic relationships.
- Proficient with Microsoft Office Suite, CRM tools like Salesforce.
