Job Description

Location : Remote, United Kingdom Job Advert

ABOUT US

Shephard is a leading provider of business information and marketing solutions to the global defence community. Through our News, Studio and Defence Insight (DI) divisions we equip our clients with the data, analysis and audiences they need to create a decisive edge in their markets.

Our business is driven by our four core values: a desire to excel; a determination to challenge the status quo; a commitment to treating our colleagues and customers with integrity; and a constant search for creative solutions.

Our news sales team works with the biggest names in the defence industry, providing innovative digital advertising solutions to a global client base.

The role of the Commercial Manager is to sell digital advertising products across the range of Shephard Media\'s news output, grow relationships across key partners, and provide accurate forecasts and reports to targets agreed with management.

The Commercial Manager works within a team consisting of managers and a number of agencies that represent us in various international markets. The team work cohesively across clients and geographies, meeting at least once a week and regularly travelling to large trade shows. There is also a requirement for cross-divisional cooperation with other sales teams in the organisation.

THE ROLE - ACCOUNTABILITIES

New Business Sales

• Prospect and generate leads to consistently maintain a sales pipeline.
• Prepare and deliver sales presentations to win business from new customers.
• Identify new advertising markets and propose products to serve them.
• Attend sales meetings, industry trade shows, and conferences to gather information, promote products, expand network of contacts, and increase knowledge.
• Carry out regular competitor analysis.
• Maintain awareness of non-News products and services and ensure that any leads relating to these are passed on to the relevant department.

Account Management

• Grow assigned account base while developing new accounts.
• Conduct effective needs analysis about clients to offer effective sales presentations and appropriate product assistance.
• Explain to customers how specific types of advertising will help promote their products or services in the most effective way possible.
• Provide clients with estimates of the costs of advertising products or services.
• Develop professional relationships and networks.

Administration

• Maintain correct information on customer accounts, leads, prospects and pipeline within Salesforce.
• Work with the production and accounts teams to ensure the correct information is in place to successfully deliver the product booked and then to bill the client accordingly.
• Check that clients\xe2\x80\x99 advertising is delivered via Shephard\xe2\x80\x99s media channels as contracted.
• Consult with the editorial team to ensure the best editorial programme is in place for clients.
• Maintain accurate forecasts of revenues and pipeline as directed by management.

SKILLS/EXPERIENCE & QUALIFICATIONS

We are looking for candidates with:

• Experience in objective/solution-based selling of a digital advertising products.
• Excellent communication skills, both written and verbal.
• Experience in effective sales reporting and forecasting.
• Experience in working effectively with colleagues and teams across the business.
• An ability to work productively in a remote working environment.
• Knowledge of sales management tools, such as Salesforce.
• Experience/knowledge of the Defence sector (desirable but not essential)

WHAT WE WILL NEED FROM YOU

• Adherence to and respect for our company values;
• A 35 hour working week;
• Availability to attend quarterly meetings.
• A business quality internet connection in your home (your place of work) in order to carry out this role effectively;
• An appropriate working environment in your home;
• Availability to travel as required to visit customers and attend events.
• A willingness to work within the Traction framework, which is the management \xe2\x80\x9coperating system\xe2\x80\x9d recently implemented by Shephard.

WHAT WE WILL PROVIDE

• A competitive salary and bonus plan;
• A company laptop and business mobile phone;
• A positive, communicative, flexible and supportive work environment, with regular feedback and reviews;
• Support for training needs;
• Quarterly meetings of the whole team (in person when possible) including strategy updates and the opportunity to collaborate in person;
• A working environment where active participation and input are encouraged;
• Regular communication on a company, team and one-to-one basis;
• Good employee benefits package (including life assurance, pension, EAP);
• 25 days\xe2\x80\x99 holiday.
• We\xe2\x80\x99re signed up to the Armed Forces Covenant which means we offer additional support to Veterans, Reservists and Military Service Leavers.

Hours 35
Department Sales
Job Type Full time
Contract Type Permanent
Salary \xc2\xa330,000 - \xc2\xa335,000 depending on experience (OTE of \xc2\xa348,000 - \xc2\xa353,000)

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