Media Agency Account Manager at ShopriteX

Role Purpose

We are looking for an ambitious and energetic Media Agency Account Manager to help us expand our client base across an omnichannel media offering. The Media Agency Account Manager is a dynamic individual with a natural talent for actively pursuing new clients and untapped business opportunities or markets. The Media Agency Account Manager will play an integral role in delivering our media sales strategy and growing the business through their “go-getter”, entrepreneurial spirit and "hunter" mentality. A strong commercial acumen, deep understanding of the value of 1st party customer data, ability to identify business and sales opportunities and analyse closed-loop campaign performance are further critical capabilities required to be successful in this role.

Role Description

• Develop a comprehensive business development/sales growth plan focused on driving financial gain and customer satisfaction.
• Research prospective clients/businesses to understand key business drivers, challenges and opportunities.
• Generate leads and cold call prospective clients, leveraging established networks as required.
• Engage with and strengthen relationships with dormant clients to reactivate accounts and actively convert them into business opportunities.
• Develop proposals based on client needs that effectively articulate and differentiate Rainmakers’ value proposition.
• Cultivate new business opportunities and relationships.
• Initiate, develop, and present relevant opportunities to new clients, delivering compelling proposals and presentations to support and drive sales.
• Actively promote Shoprite’s multi-channel portfolio and platforms, being an authority on the brands’ positioning, and objectives.  
• Actively engage all available data points/touchpoints/information platforms to ensure solutions and market conversations remain relevant and impactful.
• Participate in and manage successful negotiations of agreements and contracts ensuring the new business is fully leveraged and optimised.
• Prepare sales contracts ensuring adherence to company and law-established rules and guidelines.
• Work with Account Managers to ensure seamless handover and integration of new business and perform proactive post-activity follow-up.
• Achieve and exceed allocated overall sales revenue budgets and targets.
• Efficient management of all sales processes and systems. 
• Keep accurate records of sales, revenue and invoices.
• Track, monitor and report on sales targets and performance to leadership teams to facilitate business decision-making.
• Work collaboratively with the internal teams and stakeholders to continuously improve client satisfaction and uncover new business opportunities.
• Promote data-led omnichannel media solutions to address or predict clients’ objectives.
• Keep abreast of networks and developments in the media industry and deepen industry relationships.

Qualifications and Experience

• Degree or Diploma in Marketing, Media, Business or a related field - (Essential).
• +4 years' experience in a new business/sales development management or equivalent role in a retail media sales environment with comprehensive knowledge of the retail media and sales market along with demonstrable exposure to both instore and digital sales - (Essential).
• Demonstrable experience and a proven track record of generating leads, bringing in new business and actively hitting targets - (Essential)
• Have a well-established external media network - (Essential).
• In-depth knowledge and experience developing and presenting a sound business case and media campaign for customers and conveying the commercial value and benefit - (Essential).
• Proficiency in all MS Office 365 applications as well as CRM software (e.g., Salesforce) - (Essential).

Key competencies and work ethic

• Independent and motivated self-starter with good energy and drive. Passion for selling with a strong client orientation and commitment to providing exceptional customer service.
• Business and commercial acumen – Proactively explores untapped markets and opportunities and applies sound business principles and standards to drive performance and deliver commercial targets. Skilled at conveying value to prospective clients while demonstrating a full understanding of the commercial benefit of solutions.
• Communication skills – Is engaging and communicates effectively to a variety of audiences. Able to confidently articulate key product differentiators to secure a sale. Delivers compelling presentations and articulates business strategy, rationale and ideas in a way that inspires confidence.
• Negotiation skills – Strong negotiator with a strong ability to quickly establish rapport with clients. Applies diplomacy and skill with calculated compromises for the benefit of all parties concerned.
• Leadership skills with the ability to coach, guide and direct others on effective new client acquisition strategies.
• Flexible thinker and problem solver – Explores and analyses various sources of information to come to rational conclusions. Makes sound decisions to influence the success of the business in a competitive shopper landscape.
• Exceptional interpersonal and relationship-building skills – Active and highly effective networker, develops strong relationships with internal stakeholders, agencies and client contacts. Manages client expectations well and adopts a range of styles to deal with conflict or challenges and influence a situation.
• Planning and organising - Plans, coordinates and executes functions, practices and procedures to realise business goals and objectives. Manages time well while tracking, monitoring and reporting on sales targets and performance.
• Able to work under pressure, thrive and survive in a competitive sales environment. Balances numerous competing demands while organising, prioritising and reordering workload in a rapidly changing and fast-moving environment.
• Results and quality-focused, setting stretch goals for self and others while remaining focused and working tenaciously toward meeting and exceeding expectations within quality standards.
• Team player and collaborative partner - contributes towards building positive team morale.