Director of Sales for Advertising and Marketing Solutions
Education Week
- Bethesda, MD
- Permanent
- Full-time
- Must have significant expertise and business acumen regarding Advertising market assessment, pipeline management, sales planning, negotiations, and productivity analysis, as well as data-driven decision making, strategy, and planning
- Develop and manage performance against KPIs (e.g. weekly meeting/demo KPIs, pipeline KPIs, etc.)
- Meet or exceed goals and quotas and ensure sales team members reach their major duties, goals, responsibilities, high performance, and continuous improvement
- Support development and ensure execution of overall AMS team strategy, in partnership with the Publisher, and other members of sales leadership.
- The ability to provide executive-level selling on a regular basis, especially aimed at increasing the size and volume of strategic accounts, is a must.
- Identify and implement solutions that solve high-leverage, team-wide challenges and significantly improve overall AMS sales team effectiveness, e.g. improvements to positioning of solutions, overcoming common client objections, strategic account penetration, conversation/pitch volume, and/or territory forecasting and management.
- Apply a deep understanding of key AMS customer-value drivers and insights to help develop compelling narratives and value propositions for AMS products and services.
- Monitor competitive advertising landscape for market share and product development purposes, paying particular attention to competitor activity
- Manage sales team and provide ongoing, personalized coaching that elevates the performance of each salesperson, based on individual needs
- Serve as a public/customer-facing thought leader for AMS and EdWeek’s business team, e.g., hosting Leadership Dinners, delivering presentations of research insights
- Work in close partnership with other departments ensure support of objectives, and objectives are achieved and marketing campaigns support AMS revenue objectives, positioning of solutions is aligned across AMS sales and marketing activities, and AMS sales and marketing tactics work in concert to support overall AMS team strategy
- Bachelor’s degree, proficient in Salesforce, and working familiarity with Microsoft Word, Excel, and Outlook
- Minimum four (4) years managing sales teams to include goal setting, coaching and development, and growth
- Minimum six (6) years of experience in a consultative B2B sales role, with a track record of success with customer-facing selling to large enterprise accounts.
- Experience selling B2B or K-12 marketing/advertising solutions strongly preferred. Other media-related sales experience, including subscriptions or research sales, a plus.
- Ability to identify team-wide and individual improvement opportunities and solutions, and provide continuous training and support that elevates sales rep performance, and development skills
- Strong understanding of trends, and customer priorities and challenges, in B2B marketing, K-12 marketing, and/or B2B media/advertising. Ideal candidate will have sold marketing solutions to C-level B2B and/or K-12 marketing leaders.
- Deep understanding of B2B sales and B2B sales management, including but not limited to territory planning and management, consultative selling, and pipeline management
- Support development and ensure execution of AMS team strategy, in partnership with the Publisher