Recruitment and Conference Delegate Sales, Broadcast
Brand name: Broadcast
Reports to: Group Commercial Director/Manging Director
Job reference: MBI–063
Location: Old Street, London
Key purpose
• To own and deliver on Broadcast recruitment & classified magazine & online revenue and conference delegate revenue targets
• To deliver both growth in accounts and new business across Broadcast recruitment products and solutions
• To work on existing and new multiplatform proposals for your client base
• To own and deliver delegate sales plan for MBI conference programme.
About Media Business Insight Ltd
• MBI owns a unique portfolio of leading multichannel subscription based brands, offering content and insight to key decision makers and
creative in the media industry across TV, advertising and marketing services, and film.
• MBI brands are: Broadcast, shots, Screen International, Brad Media Planning and ALF Business Development
• The company has around 90 employees based in Shoreditch
You will be selling advertising both in print and online, sponsorship, and creating commercial solutions for your clients working to their marketing objectives
About Broadcast
Broadcast is a multi-platform brand, with daily digital services, analysis and comment, and live events including awards and conferences.
The brand provides in-depth analysis, news and commentary for the UK TV industry. Broadcast is the only B2B product in the UK directly serving the broadcasting, production and distribution industries with daily news and information.
The portfolio includes a mobile optimised website, tablet and mobile apps, a weekly magazine, Greenlight database allowing subscribers to search
for info about commissioned and completed programmes, The Broadcast Awards and the Broadcast Digital Awards, and a series of events and conferences.
Products
Primary responsibility for:
Broadcast Recruitment and Classified sections across Magazine and online:
Selling advertising from your accounts into, but not limited to:
• Broadcast (weekly)
• www.broadcastjobs.co.uk Digital advertising, featured jobs, emails, listings
• Special supplements
• Sponsored bespoke events, such as roundtables and talks
Secondary responsibility for:
Broadcast conferences, including but not limited to:
• Indie Summit
• Commissioning & Funding Forum
• Media Summit
• VR Summit
You will be expected to deliver planned commercial products as well as work with the team to deliver new ideas and projects
Key Accountabilities
1) Strategy and Sales Development
• Develop and implement the operational sales plan in line with the Sales strategy
• Effective communication with the wider team including editorial, events, marketing and production
• Forward planning – booking into further issues and online inventory
• Forecast accurately on a rolling basis, current/next month and annualised revenue/profit by product where applicable
• Be able to launch new products, working to key timelines and profit targets
• Deliver own personal sales targets
2) Market & Product Knowledge
• Ensure a thorough working knowledge of the British TV industry and the products for which you are responsible, their brand extensions
and the markets in which they operate
• Ensure full awareness of all competitor activity and how to sell against it
3) Relationship Management
• Ensure all products achieve and maintain a high profile within the market, keeping appropriate levels of contacts with key clients
• To understand the customers’ business environment and their needs
• Develop and maintain relationships with customers based on an understanding of their business and market dynamics
• Develop and maintain strong relationships and communications with your brand teams e.g. Editor/ marketing/production etc.
4) Sales Performance
• Deliver / exceed against monthly, quarterly and annual sales targets (revenues/share/yield) for your business area
• Be responsible for your own clients and demonstrate clear sales leadership by operating best practice
• Identify and assess new product/business development to ensure sustainable growth.
• Maintain regular contact with existing key customers and endeavour to grow revenue and share
• Gather market intelligence from your own visits and use to generate and implement NPD / Business development
• Work to agreed sales KPI’s; define new business areas for sales patch, segment opportunity; focus effort, manage and measure pipeline and be able to communicate with the team
5) Operational activity including but not limited to:
• Running the commercial flatplan
• Working and planning to various deadlines
• Liaising with editorial and production
• Presenting an operational sales plan for your patch of clients
• Preparing presentations and collateral supported by design team
• Attend events and support events team in delivering conference and awards.
Suggesting feature angles that will deliver commercially and gaining buy in
Personal Attributes & Experience
• An energetic and enthusiastic person, who demonstrates passion in their pitches and internal communication
• A proven track record of outperforming budgets/targets
• Experience selling multi-platform solutions including, print, online, events and bespoke solutions
• Knowledge and experience working in the Broadcast sector is essential
• Experience of trouble shooting, overcoming objections and ability to turn products around
• Experience of working in a B2B publishing environment is preferred
• Proven success of identifying new markets and new revenue streams, new product development
• Able to demonstrate sales planning experience and successful implementation
• A strong ability around numbers including, forecasting, analysing trends, identifying problems early and focusing on solutions
• Excellent internal communication skills
• Ability to create, own and deliver a sales plan to assist MBI in accelerating its growth objectives