The primary focus of this role is to lead the in-house advertising sales team in Shanghai, ensuring consistent profitable growth in sales revenues from South China markets, across all advertising sectors of FTChinese.com and all devices.
This role will be responsible for individual sales target for assigned sector/s as well as the achievement of overall team targets. You will coach sales professionals in meeting/exceeding their respective individual targets as well as manage sales support team in ensuring achievement of overall advertising team targets.
1.Identify opportunities for growth and new business within own markets. Develop creative ideas while working with Multi-Media Advertising Director, to devise sales strategies and pricing to ensure effective planning of the delivery of overall team revenue targets
2.Determine sales forecast for responsible markets and manage expenses of overall team within assigned budget
3.Expand and maintain advertising base for print and digital revenues in own markets. This includes leading in house sales team as well as agencies/reps of assigned markets. A key task of this role will be leading our clients from PC past to a Mobile digital future
4.Plan, coach, manage resources of sales professionals to achieve
4.1 strong relationships with key contacts from key accounts, agencies and parties involved in the buying process, maintaining a high level of contact via the telephone, email and meetings
4.2 ability to prioritize customers based on revenue potential
4.3 proactive sales prospecting and lead generation
4.4 advertising revenues in both print and digital formats, ensuring all bookings are followed up and captured on time and accurate
4.5 ability to adapt unique and relevant sales presentations & proposals (including structured, research based business cases) to each sales opportunity to achieve overall team targets while increasing market share.
4.6 ability to determine new sales opportunities by learning the latest market trends
4.7 effective usage and up to date knowledge of CRM system
5.Achieve/exceed own sales revenue targets in assigned category/categories. This role will currently carry revenue targets for all category in Shanghai as well as all region in East and South China.
6.Plan and manage resources of sales support professionals in Shanghai, in line with regional and global commercial strategy
7.Collaborate with internal specialist teams, e.g. Marketing, Event, Product and IT etc. ensure team members embrace FTC’s digital capabilities
Key skills / Experience
1.Strategic mind set; demonstrating understanding of digital marketing and appreciation of trends in the industry
2.Up to date knowledge of key trends; programmatic trading, third party data, video and mobile development
3.Ability to translate understanding of current international and domestic media landscapes, particularly our expanding competitive set, into actionable revenue opportunities
4.Solid track record of generating sales revenue from network of personal contacts in the financial sector
5.Ability to negotiate in multi-platform advertising campaign agreements either at an agency level or client level
6.Ability to lead and motivate sales team in South China
7.Ability to manage complex clients with multiple decision points
8.Ability to develop innovative, integrated media solutions for clients
9.Ability to work effectively with senior contacts both externally and internally
10.Aptitude for problem solving, influencing and motivation
11.Working knowledge of Dolphin and/or major CRM system
12.Ability to make short haul as well as occasional long haul work trips
1.A strong record in showing the ability to create long term, high trust relationships at all levels of contact with clients and agencies. You will be able to show how clients value your advice and recommendations
2.A highly organised individual able to manage complex projects and timelines. Evidence of frequent use of software platforms to organize and communicate cross discipline groups
3.A self-starter, entrepreneurial individual, able to demonstrate past success in creating innovative projects that meet client needs and generate strong profit for the FTC
4.Has the ability to lead effectively under conditions of rapid change and mounting complexity
5.Business acumen and ability to negotiate complex deals. Your responsibility for clients, and your team, dictates that you will need to have a clear understanding of the FTC’s trading strategies and be able to implement them on a client by client basis in partnership with other team leaders
6.Personal gravitas, presence and credibility with people at all levels of the client and agency world
7.Collaboration: recognising that you do not always possess the right knowledge, but are able to bring in experts from around the business as appropriate.
8.Must be a fluent English speaker and writer.