Regional Sales Director (Media)

STOXX Ltd.; New York (NY); On-site; USD 90,000 - 150,000; Full time

Job summary

ISS Media’s New York City location seeks an ambitious salesperson to grow revenue with existing clients and add new prospects across six north-eastern states. You will travel regularly to meet clients and participate in ISS Conferences, promoting PLANSPONSOR, PLANADVISER and CIOStrong.

The role emphasizes consultative sales, robust presentation skills, and a proven ability to prospect and close multi-channel advertising solutions within a fast-paced team.

Qualifications

• Ambitious, high-energy salesperson with a proven media sales track record.
• 4-8 years of national B2B media sales experience, especially with financial institutions.
• Strong presentation and listening skills; ability to develop cross-platform programs.
• Proven prospecting, pipeline management, and revenue growth capabilities.
• Experience selling digital, print, video, research and event products.

Responsibilities

• Manage and grow revenue with existing clients and fill the pipeline with new prospects.
• Meet monthly, quarterly, and annual sales targets; travel regularly to meet clients.
• Use Salesforce to manage activity, reporting, and teamwork.
• Present to agencies and senior marketers; negotiate and close deals.
• Develop cross-platform programs and partnerships with asset management clients.

Skills

Consultative selling

Client relationships

Prospecting

Negotiation

Presentation skills

Cross-selling

B2B advertising

Account management

Industry knowledge

Tools

Salesforce CRM

Microsoft Office

Job description

• This position is located in our New York City location and reports to the Commercial Director. The salesperson will manage and grow revenue with existing clients and fill the sales pipeline with new prospects while being responsible for a revenue target. As a visible and vocal advocate for our brands in their territory, adherence to our core values (Integrity, Collaboration, Clients, Empowerment, Flexibility) is a must
• Cultivate strong relationships through a consultative sales process. Geographic territory with accounts in six north-eastern states (New York State, Connecticut, Massachusetts, Rhode Island, Vermont, New Hampshire, Maine), and shared responsibilities in New York City. Expect to travel regularly to meet with clients (when able). Will be required to travel to ISS Conferences during the year
• Effectively and accurately managing sales pipeline in Salesforce to facilitate teamwork and management reporting
• Regular schedule of client meetings per week, including face to face (when it is again possible), video presentation, group conference call, negotiations
• Understand customer’s needs/objectives and develop and deliver winning cross-platform programs and proposals that lead to lasting and commercially successful advertising partnerships
• Work with the Commercial Director to grow active account list, create new revenue opportunities, and consistently meet and exceed monthly, quarterly, and annual sales goals
• Utilize ISS Media’s Salesforce CRM tool to manage all business activity
• Prospect and identify new sales opportunities
• Maintain a steady stream of outgoing emails and phone calls to prospects weekly
• Presence at industry associations and events and a visible presence in the financial advertising community

ISS Media is looking for an ambitious, high-energy salesperson that is self-motivated and driven to be the best. A results-focused mindset is paramount to achieving success in this role, along with a consultative sales processThe ideal candidate will be a team player who can successfully leverage her or his existing networks to sell our B2B brands: PLANSPONSOR, PLANADVISER and CIOStrong and effective written and verbal communication skillsExperience developing custom content programs, with an emphasis on native mediaExperience identifying, cultivating, and converting prospects into clientsEstablished relationships at asset management clients and agencies in the B2B spaceAt least 4-8 years of successful media sales experience managing national accounts with a strong background working with financial institutions in the B2B spaceOutstanding presentation and listening skillsProven experience prospecting and developing new business as well as managing and growing existing businessExperience achieving all sales goals through a focused and strategic approach to salesExperience in cross-selling digital, print, video, research, and event productsOrganized, multi-tasker who thrives in fast paced environmentExperience creating programs and partnering in a consultative sales process with customers as they grow and market their businessExperience presenting to agency contacts as well as senior marketers at asset managersTeam player who works well with colleagues, support teams, and other company departmentsExperience working in a team-based sales organization (account splits)Know the rapidly changing digital space and the demands of dealing with various campaign implementationsA deep passion for building value for customersAn adaptive and consultative customer engagement approachProficient in Word, Excel, PowerPoint, and SalesforceContacts at both client and ad agency levelPassion for selling and being in front of clientsUnderstanding the financial category and the industry’s needsStrong negotiation, influencing and account management skillsSalesforce or comparable CRM system expertiseA strong working knowledge of the institutional retirement space