• Senior/Business Development Manager, Integrated Sales

    Job Locations Singapore-Singapore
    ID
    2019-6136
    Function
    Sales/Business Development
  • Introduction

    The Economist Group logo

     

    This is a Business Development Manager role with responsibility for driving The Economist Group’s business in Singapore across print, digital and content offerings.  The key objective is to meet and exceed revenue targets.

     

    We are looking for a highly-strategic individual who is comfortable having a consultative discussion with middle to senior ranking executives across multiple industries. The suitable candidate should possess the intellectual skills and experience needed to understand and interpret their business marcom strategies, objectives and KPIs, and provide the optimum Economist product solution, working closely with other departments, notably the editorial team of the content solutions unit.   In addition, he/she will work closely with The Economist’s wider sales team to grow print and digital advertising revenue and ensure that The Economist’s suite of products is top of mind among advertisers seeking to reach an influential business audience.

    Accountabilities

    The suitable candidate will be required to engage clients primarily from technology and telco industries to unearth business opportunities. They will also be required to develop meaningful relationships with key agency stakeholders to ensure The Economist is receiving media briefs, and is top of mind during the planning and procurement process for their clients.

     

    A key skillset is the ability to understand the story a client wants/ needs to tell; and to help strategize ways in which The Economist Group can help the client tell that story in a compelling way for the target audience and in a way consistent with our editorial quality and guidelines. This means understanding intellectually the content and recognizing the impact for, and value to, the target audience. It is important that the candidate has a deep and detailed understanding of the digital marketing and media space.

     

    Since solutions are driven by client need, the ability first and foremost to understand that need and then to provide the optimum product solution will be the key to success.

     

     

    Responsibilities:

    In the role you would be expected to:

     

    • Meet and exceed advertising revenue targets for The Economist's suite of advertising solutions, across print, digital and online.
    • Prospect and convert leads, monitor the advertising of competitive publications and sites
    • Work with South East Asia team on short and long range plans for improved revenues, policies, problem solving, etc.
    • Develop and maintain long-term relationships with regular and potential advertisers, and maintain high visibility with customers and others in the industry in order to maintain a leading edge
    • Create and propose integrated packages when appropriate together with events and research based products (Economist Intelligence Unit, EIU)
    • Maintain and grow existing relationships with clients and agencies, and liaise with colleagues in other offices
    • Grow and maintain a healthy pipeline of prospective new opportunities, and update these in com as they progress through the sales cycle
    • Manage expenses within budget

     

    Reporting/Communication

    Weekly Sales meetings

    Monthly plan and review

    Keep customer and prospect records timely and accurate on Salesforce.com

    Provide and achieve reliable monthly sales forecasts and provide weekly updates of any significant changes

    Experience, skills and professional attributes

    Qualifications:

    To succeed in the role you must have:

     

    • Bachelor degree holder in economics, business or Asian studies (preferred)
    • Minimum 5 years of regional business to business sales experience and/or advertising sales experience with a consistent record of exceeding targets
    • Experience in media and advertising sponsorship sales with a strong background in digital advertising and/or agency experience
    • Specific experience in the digital media space
    • Familiarity with targeted high level sponsored activities and ability to articulate the concept of thought leadership as a marketing strategy
    • Strong general business, political and current affairs knowledge. The ability to converse and ask questions around a broad range of topics will increase the success of this role
    • An understanding of the workings of advertising and media agencies is an advantage
    • IT literate (Word, Excel, PowerPoint, SalesForce)
    • Knowledge of specific software packages or other technical IT skills

     

    You will be able to demonstrate:

    • Proven ability at consultative selling and relationship management
    • An excellent communicator with a strong presence, good presentation skills and rapport with clients of various levels of seniority
    • Proactive approach to creating customer focused packages from a portfolio of products
    • Ability to spot and exploit commercial opportunities for the Group and to take part in product/idea development process
    • Ability to develop and manage a pipeline of business
    • Ability to be a results-oriented, self-starter with the drive and determination to succeed
    • Ability to be independent and resourceful, but committed to being a team player
    • Ability to be well-organized and efficient at managing time to meet target deadlines with minimal supervision and ability to cope well under pressure

     

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