Sales Director, International
Sales | London, United Kingdom | Full Time
Business Insider has seen incredible journey from 3 person start-up out of New York in 2007 to one of the worlds most read business and news brands with over 150M unique users across our global sites per month and many more across social platforms.
5 years ago we launched our first owned and operated International edition in the UK and quickly established ourselves as the most read business publication in the UK with on average over 7M monthly unique users. 7 editions have followed across Europe since the UK launch and we now have a local language reach of over 33M across the region. We are a fast paced, innovative culture that is focused on getting better every day for our readers and clients.
We are hiring in our London office and we are looking for an Agency Sales Director handling our International region.
You will be responsible for growing revenues and developing and executing the strategy across BI’s portfolio of commercial opportunities. Focus will be on facilitating deep, long-term partnerships with existing and new advertisers that are beneficial to Business Insider and valuable to the customer. This requires the individual to demonstrate senior management attributes including leadership skills, coaching and training, ownership of creativity/strategy and act tactically/efficiently. The role requires someone who is consistently pro-active and entrepreneurial, but able to work within defined parameters and over-deliver on commitments.
Main tasks and responsibilities:
Work with the Head of International Sales/Brand Partnerships to develop sales plans and revenue forecasts where appropriate. Set realistic goals and ensure they are managed and implemented in the following areas:
Identify, structure, negotiate and close significant and complex deals for your account list and guide/mentor more junior members of the team on their major deals.
Build relationships with all possible clients in your territory and lead the team by example by driving to sell throughout the influencing chain in both client and agency.
Develop strong, deeper, longer term client relationships with your account list to ensure a more strategic selling environment.
Utilise strong knowledge of client base and agencies to drive towards selling directly to the senior executive and final decision maker – uncover and develop senior relationships at Marketing Director/CMO level/Head of Digital/MD of Agency.
Establish in-person relationships by conducting a high volume of face to face client and agency meetings.
Deliver specific targeted revenues on an individual basis as agreed with the Head of International Sales/Brand Partnerships.
Identify and promote cross-media opportunities to support revenue targets for the media product brand extensions.
Provide clients directly and indirectly with a true consultative sales experience and long-term partnership solutions.
Work within the sales team to identify new business opportunities, create and execute a strategy to grow International advertising revenue streams into BI.
Work closely with any other Account Directors in sharing information including knowledge, strategies and successes.
Work closely with operations to collaborate on creation of sales collateral and presentations for the team and lead effective dissemination of information and brand positioning externally.
Increase volume of advertising partners and grow revenue across BI’s International business.
Develop existing relationships to ensure clients are retained and partnerships are renewed and grown.
Act as the external face of BI to clients, agencies and partnerships, increasing brand exposure.
Represent Business Insider at relevant industry events and networking opportunities.
Prospecting and marketing analysis:
Pro-actively contribute towards the sales team’s knowledge and understanding of international advertising trends, innovation of digital media, client marketing strategies/tactics, BI audience and ensure they are all used to competitive advantage.
Provide regular analysis of top clients and prospects within designated patch, outlining growth potential for the remaining year, opportunities for increasing long term revenues and areas of concern.
Forecasting and financial reporting:
Provide quarterly analysis to the Head of International Sales/Brand Partnerships of Group Territory outlining revenue performance, growth potential for the remaining year, opportunity for increasing overall revenues and areas of concern. Ensure account/sales plans for each client is up to date for both your own territory and the Group.
Manage the accurate reporting of all sales revenues and report to BI International leadership on a weekly basis.
Track and report on sales activity for the team and weekly forecasting.
Liaise with Business Insider’s internal interfaces – Ad Operations, product marketing, project management to ensure smooth running of partner campaign process and delivery.
Management and mentoring:
With direction from the Head of International Sales / Brand Partnerships, implement the management of the team and tactics required to deliver revenue to budgeted targets and dovetailing with account managers business plans.
Make recommendations to the Head of International Sales / Brand Partnerships regarding territory splits, training needs, team motivation and individual performance.
Ensure clear communication within the team and organise regular meetings to review accounts, revenue and share information.
Build a development and coaching culture to ensure skill sets and abilities are at the highest level to achieve objectives.
Work with the Head of International Sales / Brand Partnerships on hiring of effective staff to the team, as and when appropriate.
Ability to work under pressure
Displays leadership and maturity across the business
Understanding of team dynamics and ability to work effectively and collaboratively as part of a team
Ability to sell conceptually and consultatively and to client’s direct at a senior level.
Proven experience within content and media sales with existing UK client and agency contacts.
Ability to comfortably drive senior level client and agency relationships, partnerships and senior business stakeholders.
Tenacious, self-motivated sales expert with a strong and credible track record, an eye for revenue growth and broad set of sales and business skills.
Determination to make an impact.
Self-starter with an entrepreneurial spirit, however recognition of when to ask for help.
Ability to be creative and adaptable, taking the initiative by being pro-active, positive and taking ownership to make things happen.
First class communication, upwards and downwards plus an excellent presenter, engaging internally and externally.
Attention to detail in proposals and forecasting.
Proven negotiation expertise with ability to deliver client value at multiple levels while protecting BI’s financial and operational interests.
Passionate about digital and innovation in media with experience of working for a digital publisher or equivalent.
Insider Inc. is the publisher of INSIDER, Markets Insider, and 17 international editions of Business Insider, including the flagship NY-based US edition. The company pioneered a digital-native approach to news and information that is social and mobile at its core, for an ambitious and curious global audience that grew up with digital. The company launched in 2007, and in ten years, Business Insider has grown to become the most favorite business news brand in the world, when measured by reach. Insider Inc. reaches a global audience of several hundred million readers and viewers. The company also offers a subscription research service, Business Insider Intelligence (BII), that provides in-depth insight, data, and analysis of digital topics. Every year the company hosts IGNITION, an influential media and technology conferences. Insider Inc. is a subsidiary of Axel Springer SE. We are always looking for talented, curious and motivated individuals to join our growing team.