Job Title: Group Account Director / Team Leader Department: Media Sales Job Purpose: Reporting to the Commercial Director, CBS Interactive, you are responsible for growing revenues and developing and executing the strategy for one of three CBSi brand group (Business, Consumer Tech or Entertainment) and growing revenue from a client list of key accounts for the UK and pan-EU level. This individual will need to command the respect of both clients and colleagues and demonstrate senior management attributes including leadership skills, coaching and training, ownership of relationships and projects, be a strong team player and a professional with a proven ability to think creatively/strategically and act tactically/efficiently. The role requires someone who is consistently proactive and entrepreneurial, but able to work within defined parameters and over-deliver on commitments. Reporting Line: Commercial Director – No Direct Reports Working Relationships: Ability to work with all the areas of the UK business and effectively influence and communicate cross- functionally is essential in achieving sales objectives. Key players include: Site Directors Head of Ad Operations Production Development Team Technical Team Marketing Team Main tasks and responsibilities: Sales strategy and Personal Sales Performance Work with the Commercial Director to develop sales plans, and revenue forecasts where appropriate for the group and personal account territories. Set realistic goals and ensure they are managed and implemented in the following areas; • Identify, structure, negotiate and close significant and complex deals for your account list and guide/mentor more junior members of the team on their major deals. • Build relationships with all possible clients in defined Account territory and lead team by example by driving to sell throughout the influencing chain in both client and agency • Develop strong client relationships with your account list to ensure more strategic selling environment • Utilise strong knowledge of client base and agencies to drive towards selling directly to the senior executive and final decision maker - uncover and develop relationships at Marketing Director/CMO level/Head of Interactive/MD of Agency • Establish in-person relationships by conducting a high volume of face to face client and agency meetings • Deliver specific targeted revenues on an individual basis as agreed with the Commercial Director. • Sustain and grow cross-brand revenue from all named Key Accounts as agreed with the Commercial Director – these accounts are subject to change periodically • Identify and promote cross-media opportunities to support revenue targets for the media product brand extensions e.g. commerce, events, research, webcasting etc • Provide clients directly, and in-directly, with true consultative sales experience • Work within the sales team to assist with the development of new revenue initiatives • Work closely with any other Account Directors in sharing information including knowledge, strategies & successes • Work closely with Marketing to collaborate on creation of sales collateral and presentations for the group and lead effective dissemination of information and brand positioning to the Group sales team Forecasting and financial reporting • Provide quarterly analysis to the Commercial Director of Group Territory outlining revenue performance, growth potential for the remaining year, opportunity for increasing overall revenues and areas of concern. Ensure account maps and sales plans for each client is up to date for both your own territory and the Group • Manage the accurate reporting of all Group sales revenues within the Salesforce account management system and report to Commercial Director on a weekly basis. • Track and report on sales activity for the Group Management and mentoring • With direction from the Commercial Director, implement the management of the Group sales team and tactics required to deliver revenue to budgeted targets. • Make recommendations to the Commercial Director regarding territory splits , training needs, team motivation and individual performance • Ensure clear communication within the team and organise regular meetings to review accounts, revenue and share information • Build a developmental and coaching culture to ensure skill sets and abilities are at the right level to achieve objectives • Work with the Commercial Director on hiring of effective staff to the team, as and when appropriate. Attributes: • Ability to work under pressure • Displays leadership and maturity • Understanding of strong team work dynamic – ability to work effectively as part of a team • Ability to sell conceptually and consultatively and to client’s direct • Self starting but recognition of when to ask for help • Ability to be creative and adaptable in a dynamic entrepreneurial environment • Good communicator – externally and internally, upwards and downwards • Attention to detail in proposals, rate calculations and forecasting Competencies for success: • Drive for results • Customer focus • Integrity and trust • Negotiation skills • Presentation skills • Motivating Others • Customer Focus • Problem Solving • Time management • Listening Composed with YAFPC (www.yafpc.net), (c) Wolfgang Ullrich (2004-2009).