Job Description

Job TitleSales Executive

DepartmentMedia Magazines

DivisionTelecoms and Media

Reports ToPatricia Arescy, Advertising Sales Manager

Supervisesn/a

Job Summary/Purpose

Sell advertising space on Digital TV Europe magazine and related products includingsupplements, show dailies, a yearbook and an online daily news service and website. The job will also include selling sponsorship and exhibition space on a number of related media events throughout the year

Key Areas

Manage client base effectively through regular telesales and face to face sales contact, ensuring that monthly sales targets are reached.

Develop new business by proactively seeking out potential customers through competitive media and business leads

Grow electronic revenues by maximising website opportunities including, but not limited to, sponsored videosand webinars

Formulate client proposals that will incorporate sponsorship and exhibition opportunities

Knowledge & Experience Required

Previous experience in selling a portfolio of products is preferred; particularly selling online opportunities. A foreign language is desirable. Must be able to travel.

Functional Sales Competencies: Level 1 Key Behaviours

You have an ability to self motivate and a palpable drive and enthusiasm which makes you proactive and positive in approach to the sale / You have a good knowledge of your market and the key players, enabling you to explain the business benefits on offer to your clients
You exhibit a commitment to the end goal and you are diligent and single minded in achieving it / You are honest and open and quickly build rapport by finding common ground
You have the ability to successfully identify and prospect new leads / You are able to reproduce information accurately and succinctly
You are not easily unnerved and work well under pressure / You are presentable and take a pride in your appearance with customers and work colleagues
You effectively deal with objections and turn them to your advantage / You are clear and confident in asking for the sale, get the timing right and know which methods to employ
You skilfully use language to create interest, and ask questions to enable you to quickly understand business needs - you can create a vision of the product over the phone if necessary / You are able to plan and organise your time methodically and you are tenacious in following leads and in doing mundane tasks to support the process of the sale
You demonstrate a professionalism in your approach to the sale at all times / You are logical in your approach and calculate reactions well
You display a confidence with people that inspires trust / Your written work is accurate and thorough
You are IT literate in programmes relevant to the function

Core Competencies – these are applicable to all roles within Informa

Communication (Level 2)
  • Quickly process information, break it down and communicate the salient points as appropriate
  • Develop avenues of questioning to ascertain correct information and ensure understanding
  • Influence, negotiate and persuade others as required
  • Communicate difficult messages sensitively and professionally
  • Juggle a range of information and deliver it in the right form to the right audience
  • Deliver effective presentations internally with confidence
  • Write concise reports for internal and external use
  • Read and interpret financial data

Creativity (Level 2)
  • Use a range of tools to initiate debate and problem solving
  • Encourage lateral thinking among the team
  • Praise examples of change for the better
  • Ensure ideas are explored, challenged and implemented

Customer Focus (Level 1)
  • Understand who your customers are and can identify their needs
  • Follow up customer issues and work hard to resolve problems as promptly as possible
  • Continually look for ways of delivering a better or more efficient service
  • Ensure processes and product evolve to continually meet customer needs
  • Project a professional image in your language and approach when dealing with customers internally and externally
  • Have a thorough understanding of Informa systems policies and procedures to ensure excellent customer service
  • Know when to escalate a problem to the next level

Team Working (Level 2)
  • Anticipate when team members need help or support and offer your assistance as appropriate
  • Develop understanding of wider team and how other functions contribute to the business
  • Support group initiatives and contribute to a business that works across functions, groups and divisions

Drive for Results (Level 1)
  • Can work autonomously at times and demonstrate the ability to self-motivate
  • Work efficiently and calmly under pressure, maintaining accuracy and attention to detail
  • Manage a range of information at the same time and maintain focus on deadlines and priorities
  • Always have the end goal in sight and work to the bigger picture
  • Take responsibility as part of your job to understand the workings of the business as a whole and the direction in which it is going
  • Deliver on or before deadlines
  • Understand the key deliverables of your role and aspire to over achieve
  • Can say ‘no’ when work is outside your remit or is impacting on delivering more important results
  • Take responsibility for driving your own career development to ensure ongoing drive and commitment to the role