• Sales Director, Advertising and Sponsorship, Beijing

    Job Locations China-Beijing
    ID
    2019-5989
    Function
    Sales/Business Development
  • Introduction

    The Economist Group logo

    The Economist Group is in a unique position amongst media owners in having a highly engaged audience to both print and digital platforms and through the Economist Intelligence Unit the ability to create and sell integrated solutions that include content, research and events.

     

    Mainland China and Taiwan territory is a large sales sub region within the Asia Pacific region. The Economist Group views the region as offering the greatest potential for growth not just within Asia but globally. As such it is a focus for both regional and global management.

     

    The Sales Director will manage a team of internal staff based in Beijing. This team is responsible for growing revenues through creating, selling and executing communication solutions for MNC’s and government departments who wish to access audiences globally. These solutions increasingly span a combination of the Group’s products and services (print, online, digital editions, events, content creation and research). It is vital for the growth of this sub region that new clients are identified and conversations with clients begin with their marketing strategies not just advertising requirements.

     

    Reporting directly to the China Managing Director, this is a senior position and subject to performance could lead to a senior management position and increased responsibilities at a later date.

     

    The Sales Director will be responsible for:

    • Driving revenue growth and maximising several revenue streams in the region through effective management and development of the advertising/sponsorship sales teams
    • Building and enhancing new and existing client and agency relationships for the Economist Group’s global products and services

    Accountabilities

    How you will contribute:

    • Gain revenue from advertising, including print, online and digital editions, content creation and event sponsorship
    • Prospect and nurture new clients
    • Provide solutions that meet clients marketing and communication needs
    • Lead and develop a sales and client marketing team
    • Lead client marketing for the region
    • Work with the other business divisions in China, the Asia sub region Sales Directors and coordination with global teams
    • Manage the costs associated with the business

    Sales Results

    • Exceed personal and regional sales bookings targets
    • Take regional Champion responsibility for creating and proposing integrated packages including the range of Economist Group products
    • Develop new business through chasing leads in competitive media; identify potential clients and implementing a communication/sales strategy to win their business

    Sales Management

    • Ensure all sales territories are meeting or exceeding their revenue budgets
    • Execute according to regional revenue and expense budgets, plans and strategies
    • Provide regular sales reports and forecasts
    • Exceed monthly and current quarterly forecasts
    • Work with sales managers to develop and close key business.
    • Select, appoint and manage sales agent network in the region in conjunction with MD, China
    • Work collaboratively with other regional sales directors to identify and close regional/global deals

    Financial Management

    • Manage the regional sales costs and expenses in line with budget and internal policies and procedures. 

    People Management

    • Develop and sales people to be able to deliver planned results in their territory
    • Develop a stable team with excellent communication across the region and with their interdepartmental colleagues
    • Recruit direct reports and be involved in other recruitment where appropriate
    • Manage good and poor performance within the team appropriately and provide regular performance feedback to direct reports

    Regional Management

    • Work with Marketing and Editorial to develop coordinated territory specific marketing and sales plans
    • Work collaboratively and effectively with other business colleagues to achieve team goals and strategic targets

    Experience, skills and professional attributes

    The ideal skills for this role are:

    • A degree (preferred) with at least 10 years work experience with at least 5 years in China
    • Proven ability to sell solutions (going beyond product selling)
    • Experience of taking brief and developing solutions to meet that brief
    • Proven ability to identify and grow new clients
    • Successful track record of selling to C level clients at large Chinese outward facing corporates in industries such as finance, IT, communications, and travel
    • Minimum 7 years of sales in selling high-ticket information services and advertising of premier brands
    • Familiarity with syndicated research and audit statements
    • In-depth knowledge of the business conferences and sponsorship market
    • Familiarity with the corporate, financial, professional, academic and government sectors in China
    • Working knowledge of MS Office, salesforce.com
    • Fluency in spoken and written English and Chinese

    Preferences

    • based in Beijing
    • Currently working for or have worked for a western company in China
    • An understanding of and interest in marketing and the role of communications in marketing strategy
    • Global curiosity

    You will be able to demonstrate:

    • Strong integrity and values
    • Strong sales, communication, negotiation, presentation and organization skills
    • Ability to deal with and selling to senior executives comfortably and confidently
    • Ability to lead, organise and motivate a team of staff, giving clear direction to the team
    • Self-motivation and capability of setting challenging goals him/herself and the team
    • Ambitious and energetic personalities
    • Ability to work in a fast-paced, collegial environment 
    • Willingness to travel

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