American City Business Journals
Advertising Director
American City Business Journals, Minneapolis, Minnesota, United States, 55400
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. Performance that falls below the minimum defined standard is job threatening.
Goals and Quotas
:
Yearly and monthly goals will be set in coordination with the Publisher/ Market President. Advertising Director/VP of Sales should, at a minimum, meet their 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. 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 not. Ad Director is expected participate in customer-facing sales calls on a regular basis.Forecast : Manage the process of the sales pipeline and revenue forecast 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.Expenses
:
In consultation with the Publisher/ Market President, develop an annual expense budget. Consistently finish each month at, or under, the expense budget.Staff Development
:
Manage a team of 5 direct reports. Provide each department member with two performance appraisals each year. Working with the ACBJ revenue team, provide sales staff with training opportunities on sales techniques, products, approaches, etc. each month.Product Knowledge/Market Intelligence : Work with sales team to be able to clearly express the value proposition and benefits of ACBJ's products and solutions and ensure that solutions 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 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. Use company provided recruitment tools throughout the hiring process. All new hires must participate in a new hire orientation program, using local and corporate resources.Marketing
:
Execute Advertising Department's Marketing Plan as outlined by ACBJ Corporate Marketing.Management Team
:
Work cooperatively and collaboratively with all colleagues and other department managers.National Sales
and Multi-Market Advertisers:
Work effectively with the national sales team and other ACBJ markets for multi-market buys. Manage the team to make sure the sales team adheres to the ACBJ corporate policies set in place.Professional Development
:
The Advertising Director/VP of Sales is expected to participate in all training offered by the Business Unit and ACBJ. In addition, he or she should participate in one other training opportunity each year, as agreed upon with the Publisher/ Market President.The Advertising Director/VP of Sales should be prepared to assist with any other task or project assigned by the Publisher/ Market President.#hiring
#sales
#B2BSales
BA/BS degree.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 daily use of Microsoft Office Suite, CRM tools like SalesForce.Well versed in a variety of social media platforms including Facebook, Twitter,
Goals and Quotas
:
Yearly and monthly goals will be set in coordination with the Publisher/ Market President. Advertising Director/VP of Sales should, at a minimum, meet their 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. 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 not. Ad Director is expected participate in customer-facing sales calls on a regular basis.Forecast : Manage the process of the sales pipeline and revenue forecast 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.Expenses
:
In consultation with the Publisher/ Market President, develop an annual expense budget. Consistently finish each month at, or under, the expense budget.Staff Development
:
Manage a team of 5 direct reports. Provide each department member with two performance appraisals each year. Working with the ACBJ revenue team, provide sales staff with training opportunities on sales techniques, products, approaches, etc. each month.Product Knowledge/Market Intelligence : Work with sales team to be able to clearly express the value proposition and benefits of ACBJ's products and solutions and ensure that solutions 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 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. Use company provided recruitment tools throughout the hiring process. All new hires must participate in a new hire orientation program, using local and corporate resources.Marketing
:
Execute Advertising Department's Marketing Plan as outlined by ACBJ Corporate Marketing.Management Team
:
Work cooperatively and collaboratively with all colleagues and other department managers.National Sales
and Multi-Market Advertisers:
Work effectively with the national sales team and other ACBJ markets for multi-market buys. Manage the team to make sure the sales team adheres to the ACBJ corporate policies set in place.Professional Development
:
The Advertising Director/VP of Sales is expected to participate in all training offered by the Business Unit and ACBJ. In addition, he or she should participate in one other training opportunity each year, as agreed upon with the Publisher/ Market President.The Advertising Director/VP of Sales should be prepared to assist with any other task or project assigned by the Publisher/ Market President.#hiring
#sales
#B2BSales
BA/BS degree.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 daily use of Microsoft Office Suite, CRM tools like SalesForce.Well versed in a variety of social media platforms including Facebook, Twitter,