Sales Director - B2B - CBS Interactive - Singapore

Job description
Main Tasks & Responsibilities

• Develop and agree Agency Sales and Trading Strategy with VP Global Sales.

• Develop and agree Publisher Sales Strategy for the B2B Properties.

• Execute Sales and Trading Strategy through the compelling leadership of the B2B Sales Team and collaboration with all relevant departments, especially edit and TGM.



• Lead, develop and negotiate trading relationships with head of trading contacts at major agency groups.

• Provide consultative support to agencies to understand business/marketing needs and formulate an ad sales solution.

• Identify and promote cross-media opportunities to support revenue targets for CBSi brand extension products.

• Yield management - ensure CPM targets across all products are achieved (complying with corporate guidelines on value-adds). Ensure non-CPM based deals e.g. cost-per-lead, microsites etc are done so as to comply with CPM guidelines as defined.

• Evolve best practices for selling, collaborating with marketing and product marketing to support the sales teams with research, market analysis, competitive benchmarking and collateral to enable growth.

• Develop sales plans and revenue forecasts, setting realistic goals and ensure that they are managed and implemented.

• Management of named agency relationships.

• Territory classification (by importance, value, competition, potential). Communicate this with the sales team and keep it updated with current and new prospect data on a weekly and monthly basis.

• Build relationship with Steve Wing and Will Jones to collaborate across sales teams.

• Manage key stakeholders in US and international

Person Specifications

• Ability to work under pressure

• Proven people manager with the ability to drive high performance, develop direct reports and create an effective team culture. Ability to effectively manage expectations and keep teams motivated.

• Proven ability to sell conceptually and consultatively.

• Self starter but with recognition of when to ask for help.

• Ability to be creative and adaptable in an entrepreneurial environment.

• Good communication – externally and internally, upwards and downwards.

• Attention to detail in proposals, rate calculation and forecasting.

• Demonstrated negotiation expertise with proven ability to deliver client value at multiple levels while protecting CBSi financial and operational interests.

• Strong knowledge with online advertising and trends.

• Track record of performance against targets.

• Knowledge of sales CRM (Salesforce useful) , and sales management systems (Operative useful).

• Ideally experience of working on content and premium content environments.

• Senior contacts at agency level required and ideally contacts at clients.
Desired Skills and Experience
• Ability to work under pressure

• Proven people manager with the ability to drive high performance, develop direct reports and create an effective team culture. Ability to effectively manage expectations and keep teams motivated.

• Proven ability to sell conceptually and consultatively.

• Self starter but with recognition of when to ask for help.

• Ability to be creative and adaptable in an entrepreneurial environment.

• Good communication – externally and internally, upwards and downwards.

• Attention to detail in proposals, rate calculation and forecasting.

• Demonstrated negotiation expertise with proven ability to deliver client value at multiple levels while protecting CBSi financial and operational interests.

• Strong knowledge with online advertising and trends.

• Track record of performance against targets.

• Knowledge of sales CRM (Salesforce useful) , and sales management systems (Operative useful).

• Ideally experience of working on content and premium content environments.

• Senior contacts at agency level required and ideally contacts at clients.

Competencies for Success
Dealing with ambiguity
Comfort around higher management
Drive for results
Negotiating
Decision quality
Managing and measuring work
Motivating others
Customer focus
Priority setting
Planning
Presentation skills
Integrity and trust

Enter your email address:

Refer This Job To Your Friends And Help Them To Find Jobs!