New Business Sales Manager

Job Type:
Permanent
Categories:
Sales, Business Development & Account Management
Location:
UK
Salary Description:
Competitive Salary Offered
Posted:
12-Dec-17
Job Ref:
11476

Job context:

The client is a media company which focuses on horse racing, greyhounds, football and sports betting. The company publishes a daily national newspaper, runs multiple websites and mobile products and also has a growing syndication division as well as a books operation. The business employs approximately 280 permanent staff and also hires freelancers and contractors.

The business has invested significantly in the development of digital/multimedia services for both existing and potential markets. The company is a leading digital publisher and content provider with a number of world-class websites. The client has also recently developed a number of innovative mobile and tablet products which are crucial in extending the appeal of the brand to a new audience. In addition to racing-related products, the company is also expanding its digital product range into sports such as football.

Reports to:
Head of Sales

Job purpose:

• Communicate and sell at all levels with the capacity to plan and execute the sales policies of the client, across all revenue generating channels including B2B, Print Advertising, Digital Advertising and Betting.
• Lead in contract drafting and negotiation in order to facilitate new business across a variety of customers, with a view to passing the management of this contract across to a dedicated Account Manager.
• Ensure that all sales material is industry leading at all times.
• Represent the company at all relevant trade shows and external events, with the sole objective of identifying new opportunities, building new relationships and developing these into quantifiable sales opportunities.
• Effective and insightful management of the front-end customer pipeline, providing key marketplace insight at all times.

Accountability:

• Meet and exceed individual sales targets.
• Identify new opportunities within the online and land based gambling market and wider racing industry.
• Build and develop exceptional internal and external relationships with potential customers and product owners/managers.
• Develop outstanding external relationships and hold responsibility over the management of a full sales process in order to contract new, profitable business for all B2B, advertising and betting channels.
• Handle and manage all inbound sales enquiries.
• Manage a high level, strategic pipeline of potential business activity and provide regular, extensive internal reports to reflect this, including full customer needs analysis where applicable.
• Produce business cases and sales documentation (including contracts and SLA’s) to quantify new sales opportunities.
• Provide full and constant support to Account Managers, when handing over contracted business and engaging with existing clients. Ensure the smooth transition of customer care within the department.
• Build internal relations to facilitate the smooth supply and delivery of commercial products.
• Produce timelines and document long term plans for key prospects.
• Working with the Head of Sales and other Head of Departments, product owners/managers, identify, develop and sell commercially viable products to potential customers.
• Manage and take responsibility over the production of industry leading sales and presentational material.
• Communicate effectively at all times, including a high level of engagement with the established departmental CRM tool.
• Develop a thorough understanding of the market sector you are competing within and gather your own market intelligence. Establish and quantify the best routes of exposure, to generate and extract new business from.
• Conduct yourself in a professional and effective manner reflecting the high standards of integrity and service associated with the company.
• Prepare and present proposals and respond to customer queries in a prompt and professional manner.
• Any other duties as and when required.

Key relationships:

• External customers / potential clients.
• Senior management, product owners/managers across all departments.
• Head of B2B and wider B2B team.
• Head of Betting.
• Advertising Manager.

Skills and attributes:

• Meet and exceed individual sales targets.
• Identify new opportunities within the online and land based gambling market and wider racing industry.
• Build and develop exceptional internal and external relationships with potential customers and product owners/managers.
• Develop outstanding external relationships and hold responsibility over the management of a full sales process in order to contract new, profitable business across all B2B, advertising and betting channels.
• Handle and manage all inbound sales enquiries.
• Manage a high level, strategic pipeline of potential business activity and provide regular, extensive internal reports to reflect this, including full customer needs analysis where applicable.
• Produce business cases and sales documentation (including contracts and SLA’s) to quantify new sales opportunities.
• Provide full and constant support to Account Managers, when handing over contracted business and engaging with existing clients. Ensure the smooth transition of customer care within the department.
• Build internal relations to facilitate the smooth supply and delivery of commercial products.
• Produce timelines and document long term plans for key prospects.
• Working with the Head of Sales and other Head of Departments, product owners/managers, identify, develop and sell commercially viable products to potential customers.
• Manage and take responsibility over the production of industry leading sales and presentational material.
• Communicate effectively at all times, including a high level of engagement with the established departmental CRM tool.
• Develop a thorough understanding of the market sector you are competing within and gather your own market intelligence. Establish and quantify the best routes of exposure to generate and extract new business from.
• Conduct yourself in a professional and effective manner reflecting the high standards of integrity and service.
• Prepare and present proposals and respond to customer queries in a prompt and professional manner.
• Any other duties as and when required.

Key relationships:

• External customers / potential clients.
• Senior management, product owners/managers across all departments.
• Head of B2B and wider B2B team.
• Head of Betting.
• Advertising Manager.

Skills and attributes:

• Meet and exceed individual sales targets.
• Identify new opportunities within the online and land based gambling market and wider racing industry.
• Build and develop exceptional internal and external relationships with potential customers and product owners/managers.
• Develop outstanding external relationships and hold responsibility over the management of a full sales process in order to contract new, profitable business across all B2B, advertising and betting channels.
• Handle and manage all inbound sales enquiries.
• Manage a high level, strategic pipeline of potential business activity and provide regular, extensive internal reports to reflect this, including full customer needs analysis where applicable.
• Produce business cases and sales documentation (including contracts and SLA’s) to quantify new sales opportunities.
• Provide full and constant support to Account Managers, when handing over contracted business and engaging with existing clients. Ensure the smooth transition of customer care within the department.
• Build internal relations to facilitate the smooth supply and delivery of commercial products.
• Produce timelines and document long term plans for key prospects.
• Working with the Head of Sales and other Head of Departments, product owners/managers, identify, develop and sell commercially viable products to potential customers.
• Manage and take responsibility over the production of industry leading sales and presentational material.
• Communicate effectively at all times, including a high level of engagement with the established departmental CRM tool.
• Develop a thorough understanding of the market sector you are competing within and gather your own market intelligence. Establish and quantify the best routes of exposure to generate and extract new business from.
• Conduct yourself in a professional and effective manner reflecting the high standards of integrity and service.
• Prepare and present proposals and respond to customer queries in a prompt and professional manner.
• Any other duties as and when required.

Key relationships:

• External customers / potential clients.
• Senior management, product owners/managers across all departments.
• Head of B2B and wider B2B team.
• Head of Betting.
• Advertising Manager.

Skills and attributes:

Essential:
• Experience and understanding of gambling / gaming industry.
• A good insight into how the betting marketplace is evolving and awareness of the latest technology driving change.
• Excellent information gathering skills.
• Highly motivated and committed with a high level of personal achievement.
• The ability to work under your own initiative and as part of a team.
• Demonstrate an innovative approach to problem solving and generating new ideas.
• Excellent attention to detail with a high level of accuracy and efficiency.
• Effective negotiating/influencing skills, proven within a previous role.
• Strong analytical and reporting skills.
• Excellent communication skills at all levels.
• Experience of managing and working to a budget.
• IT literate, including good operational knowledge of Microsoft packages.

Desirable

• Awareness and understanding of the horse racing industry.
• B2B sales background.

Contact Details:
Tel: +44 (0) 1355 588 965
Contact: Ross MacGill
Email:

Return to search results

X
Latest Job Listings