The Local Territory Sales Manager will be responsible for maintaining and growing revenue from a key account list and the local sales team. They will support the local sales team in their efforts to achieve established sales goals for all media products in their respective geographic territories. They will also liaise between the local sales team and regional sales management and leadership.
Responsibilities: The responsibilities of the Local Territory Sales Manager will include but are not limited to the following:
q Maintain and increase the print and digital revenues. In addition, grow the account list with targeted new business identified by the Publisher and the Sales Leadership
o Goals will be determined by the Publisher.
q Assist with in-house marketing responsibilities and campaigns.
q Expertise for all print and digital products, features, reader services and rate structures.
q Spend approximately 50% of time working with the local sales team in the field and in the office utilizing leadership, training, strategic planning, prioritization and problem-solving skills.
q Individually and with the local sales team, conduct the needs assessment process with new business to ascertain best product(s) for each customer. As needed, also conduct needs assessment with current customers for any adjustments or improvements to their mix of products.
q Provide clients with estimates of the costs of advertising products and services
q Effectively communicate, through written presentation and verbal skills, the advertising benefits of products. Prepare and present comprehensive advertising proposal with schedule and spec ads, if applicable, upon completion of needs assessment.
q Focus sales efforts on areas of increased sales opportunity individually and for the local sales team, such as: new business, inactive accounts and upgrading current account contracts.
q Be aware of business developments and opportunities in the market at all times.
q Must have regular communication with the Publisher and sales leadership to provide information on the business climate of the market and anything that may have an impact on revenue volume.
q Prepare and process all correspondence and paperwork related to accounts and maintain up-to-date customer records available for you and management, with the assistance of the team coordinator.
o Delegate appropriate non-selling responsibilities to team coordinator.
q Coordinate all local sales efforts for special publications and initiatives. Assist in the development of new sales initiatives and promotions.
q Assist with monthly goal setting for local sales team and weekly/monthly updates on sales performance (flash, KPI’s and other reports).
q Assist with annual budgeting for local sales team.
q Review local credits/debits/advertising adjustments as necessary.
q Communicate effectively with other departments and management.
q Attend local and regional sales meetings, training seminars.
q Join business and/or community associations in order to gather information, promote products and expand network of contacts.
q Other duties as assigned by the Publisher
Digital First Media - 17 months ago