Media Sales Account Manager - (Non FMCG) at ShopriteX

Role Purpose

The purpose of the 3rd Party Account Manager role is to sell and manage online media campaigns to non-FMCG clients with the aim of achieving marketing objectives, maximising ad spend and growing the omnichannel media offering. The 3rd Party Account Manager focuses on driving growth within the existing customer base while developing new relationships with clients to generate revenue, improve profitability and increase online media spend. The 3rd Party Account Manager is the front of the company and requires dedication to create and apply an effective sales strategy. A good commercial acumen, understanding of the value of 1st party customer data, ability to identify sales opportunities and analyse closed-loop campaign performance are critical capabilities required to be successful in this role.

Role Description

• In partnership with the Head of 3rd Party Sales, develop a growth strategy for the account focused on delivering financial gain and customer satisfaction.
• Achieve and exceed allocated overall sales revenue budgets.
• Retain and grow revenue of 3rd party (FMCG) portfolio, clients and agencies.
• Actively research, seek out and cultivate new business opportunities to drive business growth.
• Initiate, develop, and present relevant opportunities to clients and agencies, utilising data and insights to build compelling proposals and presentations wherever possible to support and drive sales.
• Actively engage all available data points/touchpoints/information platforms to ensure solutions and market conversations remain relevant and impactful.
• Actively promote Shoprite’s multi-channel portfolio and platforms to clients, being an authority on the brands’ positioning, and objectives.  
• Participate in and manage successful negotiations of agreements and contracts ensuring new business/renewals are fully leveraged and optimised.
• Efficient management of all sales processes and systems. 
• Monitor campaigns executed to ensure all deliverables are met, working alongside Ad Operations to guarantee the best possible campaign outcome thus ensuring the opportunity for return business.
• Promote data-led omnichannel media solutions to address or predict clients’ objectives.
• Prepare sales contracts ensuring adherence to company and law-established rules and guidelines.
• Keep accurate records of sales, revenue and invoices.
• Provide trustworthy feedback and after-sales support.
• Build long-term relationships with new and existing customers.
• Schedule regular client status meetings to maintain relationships, establish needs or opportunities, grow the portfolio while ensuring spend continuity.
• Ensure constant and effective flow of communication between agency, client and suppliers.
• Track, monitor and report on sales targets and performance to leadership teams to facilitate business decision-making.

Qualifications and Experience

• Degree or Diploma in Marketing, Media or a related field - (Essential)
• +3 years experience in account management or related role in a media sales environment, with strong retail media and sales market knowledge along with demonstrable experience selling and managing online media campaigns - (Essential).
• Experience working with non-FMCG clients - (Essential).
• Proven background in growing customer spending and generating leads via proactive prospecting and selling - (Essential).
• Experience developing and presenting a sound business case and media campaign for customers - (Essential).
• Has a well-established external media and direct client network - (Essential).
• Proficiency in MS Office and 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 acumen – Proactively explores opportunities and applies sound business principles and standards to drive performance and deliver performance/sales targets.
• Communication skills – Is engaging and communicates effectively to a variety of audiences. Delivers compelling presentations and articulates business strategy, rationale and ideas in a way that engages and builds trust.
• Negotiation skills with the ability to apply diplomacy and skill with calculated compromises for the benefit of all parties concerned.
• 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.
• Relationship building skills – Develops strong relationships with internal stakeholders, agencies and client contacts. Good networker. 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, prioritise and balance numerous competing demands in a high-pressured environment. Organises prioritises and reorders workload in a rapidly changing and fast-moving environment.
• Results and quality-focused, setting stretch goals for self 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.