Overview:
The National Media Manager will play a pivotal role in driving revenue growth by overseeing the sales strategy, team, and execution for a Business-to-Business (B2B) media company. This individual will work closely with sales, operations and editorial teams to sell advertising space, digital campaigns, sponsorships, and other media products to business clients in various industries. The National Media Manager will be responsible for building and maintaining strong relationships with key clients, developing new business opportunities, and ensuring that sales targets are met or exceeded.
Key Responsibilities:
1. Sales Strategy and Execution:
- Develop and implement a comprehensive sales strategy that aligns with company goals and targets.
- Identify and prospect new business opportunities in various B2B sectors (Club Solutions, Campus Rec, Community Rec, Pickleball Innovators)
- Cultivate long-term relationships with existing clients while proactively seeking new revenue opportunities.
- Manage the full sales cycle from prospecting to closing, including lead generation, proposal creation, and contract negotiation.
- Track and manage sales pipelines, ensuring timely follow-ups and accurate reporting of sales activities.
- Create customized media solutions, including print, digital, events, and content-driven advertising, based on client needs and objectives.
2. Team Management:
- Lead and mentor a team of sales representatives, providing guidance, training, and motivation to meet and exceed targets.
- Set performance expectations and sales quotas for the team, monitor progress, and provide regular feedback.
- Organize regular team meetings to discuss sales progress, challenges, and opportunities.
- Conduct performance reviews and provide coaching to enhance team members' skills and sales effectiveness.
3. Client Relationship Management:
- Build and maintain strong, lasting relationships with key decision-makers at client organizations.
- Serve as the primary point of contact for high-value clients, addressing any concerns or issues in a timely manner.
- Regularly check in with clients to ensure satisfaction with products/services and to identify upsell or cross-sell opportunities.
- Negotiate and close deals that align with both client needs and the company's business goals.
- Ensure smooth post-sale transitions, working with the account management team to implement the client's media plan.
4. Reporting and Analytics:
- Monitor and report on key sales metrics, including revenue, pipeline health, and sales team performance.
- Analyze market trends and competitive landscape to adjust sales strategies accordingly.
- Prepare regular sales forecasts and provide detailed reports to senior management.
- Leverage CRM software (e.g., Hubspot) to track customer interactions, sales progress, and outcomes.
5. Collaboration with Internal Teams:
- Collaborate with the internal teams to align sales strategies with promotional campaigns, content creation, and lead generation efforts.
- Work closely with product and editorial teams to ensure offerings meet client needs and stay competitive in the market.
- Provide feedback to product teams based on customer insights, helping to shape future media products and services.
6. Industry Knowledge and Networking:
- Stay up-to-date with trends and developments in the B2B media industry.
- Attend industry events, conferences, and networking opportunities to expand the company's presence and client base.
- Build a strong network of industry contacts and thought leaders that can support business development efforts.
7. Contract and Proposal Management:
- Draft, negotiate, and close contracts and proposals for media services and sponsorship packages.
- Ensure contracts align with pricing models, service agreements, and legal requirements.
- Provide clear and detailed proposals to clients, outlining the benefits and ROI of the media solutions offered.
Qualifications:
Education and Experience:
- Bachelor's degree in business, Marketing, Communications, or related field.
- 5+ years of B2B sales experience in media, advertising, or a related industry.
- Proven track record of meeting or exceeding sales targets, preferably in a media sales environment.
- Experience managing and mentoring a sales team is highly preferred.
Skills and Competencies:
- Strong understanding of B2B sales cycles and media advertising products (digital, print, events, sponsorships etc.).
- Exceptional communication and presentation skills, both written and verbal.
- Strong negotiation and closing skills.
- Ability to analyze data and provide actionable insights to improve sales performance.
- High level of organization and time management skills.
- Proficiency with CRM software (Salesforce, HubSpot, or similar) and Microsoft Office Suite.
- A proactive, self-motivated approach with a results-driven mindset.
Personal Attributes:
- Leadership and team-building capabilities.
- Client-focused with the ability to build and sustain long-term relationships.
- Problem-solving attitude with a creative and innovative approach.
- Strong networking skills and a professional presence.
- Ability to thrive in a fast-paced, target-driven environment.
Compensation and Benefits:
- Competitive salary and bonus structure.
- Wellness Stipend.
- Retirement plan (Simple IRA with company match).
- Paid time off and holidays.
- Professional development and training opportunities.
This role is ideal for a dynamic and driven sales professional who thrives in a fast-paced, results-oriented environment and has a passion for B2B media sales. The National Media Manager will be key in helping the company expand its client base, grow revenue, and maintain strong, long-term relationships with high-profile business clients.