Media UK

Direct Account Manager, GCap Media

GCap Media owns 78 media titles
This job is located in Glasgow (map)

JOB DESCRIPTION

Job Title: Direct Account Manager

Reports: Head of Sales

Location: Glasgow

Role Objective and Context:
To optimise revenue and realise target expectations from potential new business’s in the Transmission area.
GCap Media Group’s strategy is based around building and growing a strong brand portfolio to drive revenue and profits.
The quality of our people is paramount to our success as a business.

Key Duties and Responsibilities:
To achieve set revenue targets on a monthly basis.
To optimise revenue from potential new client base.
Source, identify and secure new business opportunities.
Understand and execute sales policy within the marketplace.
Deliver revenue whilst adhering to group sales policies.
Meet agreed revenue levels, call rates, activity levels and minimum standards as set out in the GCap Way.
Establish and develop long term business relationships.
Responsible for the accurate reporting and forecast of revenue from identified client base.
Maximise revenue opportunities over and above commercial airtime.
Adhere to group standards of behaviour and implement group HR, IT and Finance policies.
Ensure clients receive thorough, professional, high quality service at all times.
Deliver against goals set out in individual and management team business plans.
Key measures of success:
Revenue realised, compared to agreed targets and revenue potential.
Revenue premium realised, average yield, %of revenue from new sources, average order value.
Performance against the GCap Way minimum standards and expectations.

Experience and Skills:
Some exposure to media businesses, and of the types of businesses that purchase advertising to promote their business/product.
Experience of directly selling relatively expensive items to key decision makers of businesses
Experience of networking within a business community.
Good general understanding of commercial issues.
Good level of numeracy.





Should be able to demonstrate:
Team membership
Able to work effectively and positively within a competitive team environment.
Able to accept and utilise feedback, training, and coaching
Business Acumen
Able to accurately forecast individual revenue potential.
Able to understand the overall business issues and objectives of the
target customer base.
Able to understand and deliver against the business requirements of Capital Radio Group.
Sales Ability
Able to demonstrate ability to identify potential targets, make effective contact, assess needs and requirements, prepare and utilise sales presentations that address these needs, and close sales on terms consistent with the sales strategy.
Able to consistently deliver against monthly individual and team revenue targets.

Personal Characteristics:
Self awareness and confidence
Personal integrity – ability for others to trust quickly
Straight talking, honest and a good team player
Drive and determination (gets things done)
Flexible and able to handle multiple tasks
Enthusiastic and persuasive
Creativity - To be creative in driving department sales approach and thinking
Results Driven

Key Working Relationships:
Responsible to the Local Sales Manager/Head of Sales for delivery of agreed results. Works with Local Sales Manager/Head of Sales and other members of the Commercial team to ensure individual and team revenue targets are met, and revenue opportunities are optimised.
Works with the Local Sales Manager to ensure accurate revenue forecasting.
Works with the Sales Support staff to ensure effective co-ordination, planning and presentation of sales activity.
Works with the Creative team to provide creative solutions and creative led sell for clients
Works with S&P Executives to ensure clients are provided with creative opportunities and to ensure smooth co-ordination of joint sales opportunities
Works with Traffic Executives to ensure booking and smooth execution of campaigns
Works with Credit Control to resolve any payment and collection requirements.

To apply:
If you would like to apply for this position, please send your CV now to:
pamela.richardsonxfm.co.uk

Closed on: Friday 23 May | Views: 533 so far
Posted by Mark_devlin on Friday 25 April 2008
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