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Head of News (Sales)
Who's my manager?
Who reports to me?
Times Media & The Sun team
What is the goal of this role?
To lead the team responsible for all news print, tablet, mobile and digital products within the marketplace in what is a complex multi-platform sell. This role will work across both NGN & TNL brands.
What are my accountabilities?
Creation and day to day management of the multi-platform sales team that can articulate News UK brands and audiences across all platforms
Develop strong agency relationships with Heads of Planning, Press and Digital, as well as key Planning Business Directors and, at times, clients. This can be judged by the result of our Agency Survey.
Work closely with both the Trading Director and Sales Director to deliver and maximise agency and client revenue.
Collaborating with the Head of Lifestyle
Work to ensure successful implementation of the client contact strategy as defined by segmentation.
Manage the team to deliver enhanced client service through increased product knowledge, platform understanding consumer insight and greater appreciation of clients' objectives.
Work with the Agency Strategy to input into and deliver on multiplatform propositions and to provide a bank of case studies to underpin the multiplatform proposition and how it adds value.
Coach, mentor and develop the talent in the News team as it transitions from a trading to a sales team, and embed upstream sales skills outside of traditional agency buying teams.
Ensure excellent product knowledge within the Sales team, ensuring expertise across all titles and platforms
Deliver planning-focused sales propositions to all agencies, using Segmentation to focus conversations and set objectives
How do I perform my role?
I am able to motivate and manage a multi-platform, multi-title sales team.
I am able to lead from the front and drive revenue delivery through upstream sales conversations
I am able to balance hitting targets with transitioning the team from traders to brand led salespeople
I am able to sell and influence senior people across the media market.
Fresh thinking to identify ways of generating incremental revenue from customers and clients.
I am able to implement bold decisions and not afraid to take risks.
I am able to work collaboratively in a complex business environment with a wide range of commercial colleagues.
I'm supportive with the ability to coach and mentor team members to peak performance
I am able to ensure that all revenue targets are achieved on a monthly, quarterly & annual basis through the delivery of the Sales Strategy
I am able to work collaboratively with the Heads of Category, Title Manager, Trading Team & Finance to help set budgets and re-forecasting on a quarterly basis to ensure that we are maximising revenue.
What skills and experience must I have?
Experience of running a large sales team.
Able to work at board level.
Experience of high level sales and expert in the psychology of selling.
Excellent working knowledge across a broad range of media
Thorough understanding of a cross platform sell and the roles of different media in the marketing mix.
Proven understanding of the agency marketplace and the broader media landscape.
High level presentation skills and able to speak on public platforms with presence & impact.
Existing relationships at senior level in agencies and the ability to quickly establish new ones with planners/account management, digital teams and clients.
Who are my contacts?
Commercial colleagues - Sales, Trading, Strategy, Business Services.
Clients and their agency partners, primarily in the Planning community, feeding into the buying teams.