Yachting Pages Media Group

Transcription

1 Yachting Pages Media Group Job Description (updated 15/11/16) Job Title: YPD Sales & Distribution Account Manager Reporting To: Field Operations Manager (for Distribution, YPD, Field Trips, Marketing and Boat Shows & Events). Sales Manager (for Office based sales). Overall Job Purpose: This role encompasses a wide range of areas within the company, including, but not limited to, Sales, Distribution, Marketing and Boat Shows & Events. Within Sales: To help to grow the YPD brand and revenue. To successfully sell a range of YPD, print and online advertising services across multiple titles and websites in the portfolio. To grow revenue and profit for the product portfolio. To manage your sales business and build your pipeline from lead sourcing, writing winning proposals through to agreed terms of business, order, invoice and detailed record keeping. Within Other Areas: To assist the Field Operations Manager to ensure that all YPD editions, print titles and marketing collateral are distributed as per the agreed company plan. To assist the Field Operations Manager to offer logistical and practical support in the field,when distributing and at boat shows/events. To assist the Field Operations Manager to offer advice and opinion based on local knowledge and practical experience. Major Areas of Responsibility: Sales Creation Implement and drive clear sales product plans for all your renewal and new business clients ensuring that Yachting Pages products and cross portfolio opportunities are presented and sold. Implement clear plans for lead sourcing, capturing the lead source and managing your database effectively with excellent record keeping and administration. o Create new leads through farming the database. o Create new leads and networking opportunities utilising; LinkedIn, Facebook, Twitter, Instagram, Pinterest and Google Plus. o Create new leads through referral business actively managing lead sourcing through reviewing clients. o Create new leads from competitor titles. o Create new leads from boat show exhibitor lists and exhibition attendance. o Create new leads from on-line research. o Create new leads whilst on sales field trips and distribution trips.

2 Identify new opportunities to grow Yachting Pages category selling channels in YPD, print and on-line to support KPI and target achievements. Market intelligence be the expert on Yachting Pages clients, how they buy and their buying criteria; be the expert on our competition, read industry, trade and consumer magazines as well as researching online. For each product communicate the value proposition, identify and present innovative and creative product solutions for the client. Sales Objectives & Key Performance Indicators Sales value - to successfully achieve daily, weekly, monthly, quarterly, annual revenue, profit targets and department goals. Telephone calls to make two hours of calls per day resulting in 5 quality sales presentations leading to a proposal per day as a minimum. Lead Conversion - Successfully achieve agreed KPI and conversion rates: o Lead to written proposal of 65%. o Written proposal to sales order/invoice of 75%. Debtor days To work with the Finance team to ensure that your debtor days do not exceed 90 days maximum. Ensure that credit terms allowed for each customer follow company rules based on payment terms, revenue amount and discount level allowed. Discounts - To run a commercially profitable client territory and sales business you must not offer more discount than allowed based on any given rules and methods in place at the time of the discount offer. Any discount offer in excess of the maximum allowed must be signed off by the Managing Director or Operations Director in advance of the discount being offered to the prospective client. Average Order Value to actively increase your client average order value by upselling and offering other products in the portfolio. New business - Implement and drive clear sales product plans for all your new clients ensuring that Yachting Pages products and cross portfolio opportunities are presented and sold. Renewal business Implement and drive clear sales product plans for all your renewal clients ensuring that Yachting Pages products and cross portfolio opportunities are presented and sold. To work to an agreed renewal of 70% of your client base (any renewal business lost to be replaced with new business to maintain your portfolio). Customer Relationship Build customer value; enhance the customer journey by offering the best service levels to clients ensuring they receive a quarterly service/fact finding call. Continuously log the details of all calls and correspondence, decision makers, budget timings and contact details on the database. The client record on the database must be updated every time you speak to (or attempt to speak to) or correspond with (or attempt to correspond with) any client, prospect or other company held on our database. o The goal is to become an active and valuable marketing expert in your client s business:- o Through a consultative approach Identify mutual growth opportunities for building longer-term business. o Discuss with clients ways of optimising their online products through reviews, promotions, images, video and fresh content and new keywords. o Gather client insight by identifying new products and services that clients will be launching and any up and coming changes in their business

3 strategies. o Ensure that clients are following Yachting Pages in all of their social media channels and that is being reciprocated. o Discuss new products and service offerings with clients. Sales Administration o Sales Orders - Ensure that all orders are 100% accurate before entering the processing system. o Client verification After each call ensure that all clients details are updated and verified on the database. Ensure that all records on the database allocated in your name are verified correctly at least once each 12 months. o Data Housekeeping Know your client data network, look for key relationships, maximize the effectiveness of your client data keep the database clean and tidy and up to date ensuring you follow good data protection, privacy and EU directives. Product Service Work to ensure that products/services are of the highest quality, delivered in a timely manner, on budget, and in a way that meets Yachting Pages client expectations. Through understanding client needs Identify opportunities to create and bring new products to market. Participate and identify the need for product changes, new product development and pricing strategies to potentialise the Yachting Pages product portfolio. Pre-empt potential problems and provide effective solutions through your expertise, knowledge, or processes developed to support new product development or product changes. Build strong working relations with your colleagues in all internal departments of the business. Brand Ensure you follow brand guidelines for all products. Get connected to our client network be respected and stay ahead of the game. With your line management team, develop sales strategies that integrate with other sales tools to maximise and leverage resources to optimize your sales plans. Productivity Ensure that all call times targets are met. Ensure that all proposal writing targets are met. Ensure that revenue targets are met. Contributes to Yachting Pages productivity regularly by increasing expertise and efficiency. Identify and implement new processes and procedures to increase workflow and minimize required resources. Fully leverage new technologies available in the market to potentialise product offering and sales KPI achievements. Serve as internal expert on Yachting Pages products for your clients and colleagues. Identify and raise to management any issues involving new products, product

4 development/implementation or technical aspects of Yachting Pages product portfolio that pose opportunities, threats or concerns. Attend training on all new products launches and other company training in house or away days. Communication Present a highly professional image of Yachting Pages to all stakeholders, through verbal and written interactions. Work effectively with a broad range of Yachting Pages clients, as well as all internal teams. Boat Shows & Events It is essential to work in collaboration with the Field Operations Manager, Operations Manager and Marketing Manager in order to fulfil the following tasks: To attend boat shows and events when required. To aid in the successful planning of shows and events, by offering on-the-ground advice, meeting with potential show/stand/terrace contacts when required, in conjunction with the Field Operations Manager, Operations Manager and Marketing Manager. To offer advice on potential distribution quantities required for shows and events, working in conjunction with the Operations Manager. To erect and dismantle stands and equipment at shows and events when required, including trouble shooting and sourcing additional goods and equipment when needed, to ensure the smooth running of the show/event. To act as a stand host, manning the stand, when required. To deliver a full portfolio of products to all required stands, yachts, press lounges and other designated destinations before and during shows and events, in conjunction with instructions issued by the Operations Manager. To offer logistical and practical support before, during and after shows and events. To facilitate the smooth delivery of all goods/stands/equipment/other in to shows, including, when required, the collection, loading/unloading and driving of the vehicle to and from the show. To liaise with storage warehouses to ensure smooth despatch of goods to shows and receipt back to the warehouse after shows. To maintain an inventory of stock/stands/goods/other held at storage warehouses. Marketing To provide on the ground support and planning, especially when personal intervention is required by an individual on the ground locally, rather than over the telephone from the office. To liaise with the Marketing Manager, advising of all newsworthy items regarding distribution of our products. Distribution (All Products, including YP Delivers, and any marketing collateral) To offer support and advice in assisting the Field Operations Manager and Operations Manager in deciding on the delivery destinations/outlets and quantities of all products, when working on the overall distribution strategy for the year. Assist the Field Operations Manager and Operations Manager to analyse,

5 research and offer suggestions how to improve our distribution and logistics systems. To collect goods, products and equipment from warehousing facilities and other collection points. To safely load and unload vehicles with goods, products and equipment, ensuring that maximum vehicle capacity/weight is not exceeded and loads and personnel are safe at all times. To drive the vehicle safely and politely. To deliver the company s full portfolio of products to all required delivery destinations and outlets, ensuring they arrive on time and in good condition. To produce photographic evidence of all deliveries when required. To produce post delivery reports, detailing precise quantities/titles/products delivered and to where. To assist the Field Operations Manager and Operations Manager in keeping up to date stock lists in storage warehouses. To offer suggestions to enhance the methods of delivery, the quantities required, the locations to deliver to and the quantity of yachts expected, in order to constantly enhance our deliveries. To work in a timely manner, ensuring deliveries are completed on time. To always represent the company in a professional manner. Yachting Pages Delivers (YPD) To actively grow the YPD brand, sales revenue and distribution network, meeting all agreed targets. To actively promote YP Delivers to existing clients and new contacts, both on the telephone from the office and whilst in the field. To pass on knowledge of best sales practice for YP Delivers, including insight in to what clients are specifically looking for with this service/product, to the other members of the sales team in conjunction with the Field Operations Manager and Sales Manager. Values Yachting Pages values and Health and Safety policies are understood, communicated and lived daily in our work. To provide support as requested in order to meet the needs of the company. To pursue personal development of skills and knowledge necessary for the effective performance of the role.