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Sales Manager – Account Development

  • Salary: Competitive base plus uncapped bonus opportunity
  • Sector: Content
  • Sub-sector: Sales / Business Development
  • Type: Permanent
  • Location: USA

job description

A Sales Manager is needed for our clients US operation to lead their Account Development team. You’ll be inspiring Account Development Managers (ADMs) to develop business within existing accounts, whilst also taking responsibility for your own revenue target. You’ll be driven to increase our clients market share and revenue opportunities at every possible touchpoint. You’ll have an excellent knowledge of your target market / location and execute a tailored approach to develop business for both short- and long-term gain. Working as part of a matrix pod structure, you’ll thrive in an environment of clear, continuous communication and global collaboration and be able to successfully manage priorities and deliver results in a dynamic setting. You’ll embrace change, seeking opportunities through curiosity and demonstrate a growth mindset.

Our client is a global leader in the photo & video licensing vertical.

Responsibilities

  • Coach team members to optimise performance via a continual conversation, active listening and skilled questioning approach
  • Set quarterly targeted performance and personal objectives that align with business goals
  • Recruiting and onboarding new talent, demonstrating an excellent knowledge of the market and resource management to optimise business performance and build high performing teams
  • Motivate and drive focus within the team to exceed targets by articulating the vision into practical solutions at team level
  • Report on team sales performance, identifying and formulating plans for any areas of concern
  • Striving to exceed annual sales targets for existing customers
  • Manage and develop assigned and newly registered customers under a contract with a revenue commitment
  • Discover all information necessary to understand the prospective customer, identifying opportunities and planning a creative and targeted approach for growth with accounts at every possible touchpoint
  • Adopting a portfolio management approach to high level spending accounts, reviewing performance on a quarterly and then annual basis, formulating relationship plans to enhance the customer experience
  • Network and build relationships with customer contacts ranging from picture researchers to procurement and senior management, in order to optimise and grow revenue across the whole organisation
  • Successfully manage Request for Proposals
  • Calculate and roll out preferential price agreements to secure repeat business and commitment-based contracts
  • Handle correspondence with customers for any terms and contract negotiation, having consulted where appropriate
  • Help organise, set up and attend all relevant trade shows
  • Provide data led, and objective, projections to support with forecasting and re-forecasting

An additional 10% of time will be spent on Team Support including working proactively with your team to exceed team and group sales targets and Reporting ( Analysing data to assist with the tracking of performance versus revenue generation and re-forecasting for team members )

Skills, Knowledge and Experience

Commercial Insights and Focus  

  • Demonstratable experience of reaching accurate decisions, both quickly and confidently, based on data  
  • Proven track record of leading a sales team to success
  • Experience of articulating the clear ROI on all proposals for change 
  • Proven track record of managing budgets 
  • Positively questions the status quo in order to achieve a better outcome
  • Optimises productivity via effective prioritisation and delegation 
  • Can demonstrate the ability to create competitive advantage through agility and disruptive thinking 

Business Knowledge  

  • Demonstrates a natural product mindset 
  • Proven success in developing and implementing strategy in line with company vision and values 
  • Always considers the global landscape  
  • Demonstrates excellent knowledge and practical delivery of resource management to optimise business performance, including scouting talent to build high performing teams  
  • Keeps up to date with industry trends and developments and uses this information to logically analyse the market, informing the business case for any decisions 
  • Strives for business growth at every possible touchpoint 
  • Demonstrates a customer first approach and is proactive in resolving any challenge that the business is faced with  

Relationship Management  

  • A proven track record of empowering people to succeed through active listening and asking great questions  
  • Demonstrates excellent self-awareness and the ability to adapt their individual style to bring out the best in others  
  • Skilled in both providing and receiving constructive feedback and acting on this with a genuine desire to improve both theirs and their teams’ performance  
  • Actively celebrates both individual and team success and encourages people to be the best version of themselves, never holding them back 
  • Trusts and empowers the team to bring their own thoughts and ideas to deliver the best possible outcomes 
  • Has total alignment to, and a passion for, the vision, values and business goals 
  • Drives engagement, focussing on the human side of business by telling compelling and authentic stories 
  • Drives focus within their area by articulating the vision into practical solutions at team level  

Account Development Sales

  • Experience of working in an Account Management role that was focused on revenue targets and continued growth
  • Skilled presenter, able to adapt approach to suit a wide-ranging customer base
  • Able to take the lead in brainstorming sessions, encouraging creative thinking throughout the team and lateral thinking in terms of how ideas could be applied in market
  • Business level language skills and cultural understanding of allocated territory, able to converse confidently via telephone, face to face and via email
  • Strong negotiation skills, responsive and creative with a keen visual sense when recommending imagery
  • Works well under pressure, able to make good judgements, decisions and meet conflicting deadlines
  • High attention to detail and level of accuracy
  • Familiar with customer management systems, SalesForce experience would be highly desirable
  • Knowledge of the basic fundamental legal considerations, including Copyright, when working with photography would be beneficial

For a complete spec, please register your interest. We regret only successful applicants will be contacted.

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Ref: Job ID: 32529

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