Media Sales Business Development Manager at ShopriteX

Role Purpose

The purpose of the Media Sales Development Manager role is to identify new business opportunities and expand the client base across the omnichannel media offering in order to generate revenue, improve profitability and grow the business. The role works across all areas of the business to increase awareness and adoption, drive retention and increase advocacy and referrals. The Media Sales Development Manager plays the role as front of the company, creating, driving and executing an effective sales strategy. The role requires commercial acumen and a deep understanding of the value of 1st party customer data, the ability to identify sales opportunities and analyse closed loop campaign performance.

Role Description

• Develop a comprehensive sales growth strategy focused on driving financial gain and customer satisfaction.
• Research new markets, organisations and customers to identify customer needs, opportunities and prospective new customers.
• Arrange business meetings with prospective clients, establishing good rapport while qualifying, selling and pitching the media offering, platform and value proposition.
• Build and increase the value of current customers while attracting new ones.
• Determine key business development performance metrics for each new client and monitor performance and opportunities to leverage further growth.
• Track, monitor and report on sales targets and performance to leadership teams to facilitate business decision-making.
• Promote data-led omnichannel media solutions to address or predict the client's business objectives and needs.
• Prepare sales contracts ensuring adherence to organisational and regulated rules and guidelines.
• Keep accurate records of contracts, sales, revenue and invoices.
• Ensure regular and trustworthy feedback and after-sales support.
• Build and maintain long-term relationships with new and existing customers.
• Participate in and manage successful negotiations of agreements and contracts ensuring new business / renewals are fully leveraged and optimised.
• Collaborate across functions to develop and implement initiatives that optimise value for customers and the media agency.
• Train and support team members to develop their marketing, sales and customer service skills.

Qualifications and experience

• Degree or Diploma in Marketing, Media, Business or a related field - (essential).
• +4 years' experience in a business development, sales management, sales executive or equivalent role in a retail media sales environment with well-developed knowledge of the retail media and sales market along with exposure to both instore and digital sales - (essential).
• Proven background generating leads via proactive prospecting and selling
• Has a well-established external media network - (essential).
• In-depth knowledge and experience developing and presenting a sound business case and media campaign for customers - (essential).
• Proficiency in all MS Office 365 applications as well as CRM software (e.g., Salesforce) - (essential).

Key competencies and work ethic

• Business development and selling capability - Able to proactively explore new prospects, capitalise on established external media network, sell and provide excellent customer service. Has a passion for sales, networking and building relationships
• Leadership and influence – Able to lead, direct and guide others toward goal achievement and delivery.
• Communication skills – Communicates effectively, converts concepts into well-articulated messages, delivers compelling presentations and articulates client strategy, rationale and ideas in a way that inspires confidence.
• Negotiation skills - Applies diplomacy and skill with calculated compromises for the benefit of all parties concerned.
• Critical thinker and problem solver – Explores and analyses various sources of information to come to rational conclusions. Makes sound independent decisions to influence the success of the business in a competitive shopper landscape. Is curious, inclined to learn and understand why.
• Collaborative partnering – Builds relationships both internally and externally. Adopts a range of styles to deal with conflict/challenges. Open and honest, comfortable giving and receiving feedback. Able to work independently as well collaboratively.
• 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 and others, while remaining focused and working tenaciously toward meeting and exceeding expectations within quality standards.
• Planning and organising - Plans, coordinates and executes functions, practices and procedures to realise business goals and objectives. Tracks, monitor and reports on sales targets and performance.