Head of Sales - ARN Consulting
Aug 27
Location: London, Categories: Sales
Website: http://www.arnconsulting.com
Position Description
Our client is responsible for delivering their teams assigned revenue quota and yield target across the Mobile Advertising network. They are responsible for the management of the UK mobile specialist team whilst ensuring customer and partner satisfaction.
The Head of sales will continue to develop a profitable business for our client in the UK market leveraging the company’s digital advertising capabilities and mobile advertising expertise. The company is a global leader in providing mobile advertising solutions across a complete range of ad formats, from display to text, as well as ad management and sales, to serve the needs of mobile operators and independent publishers equally.
The role will involve aggressively growing media sales revenue through multiple sales channels (agency direct, client direct and referrals from digital advertising sales force) and building strong industry relationships with advertising clients, and key players in the mobile and broader media industry. There will be scope to make significant contributions to growing their mobile advertising business in the market. Including first level business development for potential publisher partners (handing over to VP of Business Development.)
Team/Department Mission
To achieve industry-leading profitability by creating a viable and sustainable business through excellent customer relationships and thought and market leadership
Key Accountabilities
Business Performance
Develop mobile sales strategy, manage sales effort and advise our client’s senior management on current and future market opportunities, sales positioning, use of resources and strategic planning
•Deliver the agreed quarterly and annual revenue targets
•Responsible for management and budget of the sales team Ownership of monthly sales forecasts, planning and budgeting, and presentation of regular annual, mid-year and long-range plans
•Define new product requirements
•Define product packages / offers and their pricing
•Oversee development of relationships with key clients and management of agency relationships, and work across their teams to deliver mobile advertising campaigns successfully
•Build strong industry relationships
oWith clients
oWith key players in the mobile and broader media industry, including trade bodies, trade publications etc.
•Act as mobile advertising expert and evangelist to our client’s advertising sales teams and to industry in general
•Drive revenue generation, reviewing and analyzing performance, driving actions for improvement, and implementing efficient and productivity enhancing tools and processes
•Ensure smooth coordination with other functions, namely distribution network, operations, technology and partnerships.
•Provide accurate and regular forecasts and business updates to the Head of Specialist Sales.
Key Success Criteria
•Deliver against all KPIs outlined above; Revenue Generation, Forecasting Accuracy, Customer Satisfaction, budgeting, leadership etc
•Reach and exceed sales goals and yield targets
•Develop excellent customer/partner satisfaction whilst maximising yield, aiming to achieve advocacy amongst all contacts, in all areas of your business
•Maintain an accurate forecast (+/- 5%) ensuring a healthy pipeline of opportunities amongst the team
•Drive powerful and referenceable PR and case studies based on success with the customer
•Drive solution selling beyond digital teams into strategic planning communities and other agency departments such as broadcast as necessary
•Work with internal stakeholders to grow current revenue streams and build new ones
Knowledge, Skills and Experience
Essential Experience
•Ideally, candidates should currently be in senior sales or business development role, with team management responsibilities within media sales including Strong sales experience preferably online or mobile.
•Experience in leading complex, executive-level campaigns through the entire sales cycle
•Capability to successfully grow and manage a commercial sales delivery team.
•A robust network of contacts and relationships in the industry that can be leveraged to the mutual advantage of the contacts
•Proven experience in successfully building and growing digital advertising sales revenue.
•Ambitious with advanced negotiating skills and experience on business, corporate, legal and account management issues at a senior level
Team player with a positive and dynamic personality, excellent communication and presentation skills, strong planning and organizational capabilities
•Able to act as a strong Evangelist with the industry, educating and convincing clients about the benefits of mobile advertising as a new media
Ambitious and ability to broker deals
Operational focus – get things done – and results driven
