THE NEW YORK TIMES SYNDICATE/SERVICE IS SEEKING A
REGIONAL SALES DIRECTOR TO HEAD THE EMEA REGION
(EUROPE, MIDDLE EAST AND AFRICA) Based in London
The New York Times Syndicate/News Service is seeking a Regional Sales Director to join its global sales team and assume responsibility for Europe, Middle East and Africa (EMEA). The position is based in London and the Regional Sales Director will manage a team composed of two Sales Managers and one Sales Operations Manager.
ROLE EXPECTATIONS AND CONTRIBUTIONS:
Strategy/New Business Opportunities
- Proactively create content sales strategy for the EMEA region, including identifying new business opportunities and client segments. Research and analyse marketplace and trends; synthesize findings and provide recommendations for new revenue growth opportunities, including marketing and pricing guidelines.
- Create business plans and P&L for new business ideas for the EMEA region.
- Conduct regular reviews of existing and potential business of EMEA region for Syndication Sales senior management and provide results and recommendations.
Sales/Business Development
- Independently size market potential, including identifying prospects, facilitating sales calls, negotiating deal terms, closing the deal, signing the contract and implementing the deal. Ensure a consistent deal pipeline. Push deals to closure while protecting NYT brand and meeting company goals.
- Maintain existing business by ensuring high renewal rate by providing on-going customer care and grow revenue by upselling new news service/syndication products to existing clients or new clients. Create client solutions while supporting NYT mission and goals.
- Lead and facilitate efforts with staff in New York Office (Editorial Development, Marketing and Contract Operations staff) on matters related to specific deals to ensure consistent business practices and to support long term deal success.
- Review business proposals and plans from potential magazine licensees and other companies. Size the market potential for each new deal, and present a strong rationale for selected candidate. Identify issues and provide recommendations for each licensing candidate
- Communicate regularly with clients and prospective clients either via phone, in person visits, or at conferences, to identify and anticipate their changing needs. Represent the Times at select regional conferences.
- Set up meetings with key clients and senior Syndication Sales management during regional visits and conferences. Prioritize the EMEA team travel schedule throughout the year, including trips for senior management, in order to maximize revenue growth and meet division and client objectives.
- Serve as sales champions for specific sales products and track sales and be the point person for all things related to that product.
- Participate in regular global sales meetings to update on status of deal pipeline and initiate conversations as needed to resolve any outstanding issues.
- Input all prospective clients and existing client information into Salesforce and other relevant databases.
Staff Management
- Proactively manage EMEA sales staff including prioritizing their work, directing their sales approach, supporting their sales efforts, training them on best practices of sales and business development tasks, and ensuring accuracy in inputting lead and contract information into necessary systems.
- Provide regular feedback and professional development to staff including goal setting and performance reviews.
- Lead annual regional planning sessions with staff.
Financial Reporting and Support
- Provide accurate inputs to finance on monthly revenue and expense forecasts and annual budgeting.
- Interact with Collections department to ensure that bad debt is minimized.
- Assure that EMEA expenses are kept within budget, and always look at ways to maximize cost effectiveness.
CANDIDATE QUALIFICATIONS AND EXPERIENCE:
The ideal candidate will be a highly-motivated sales professional who can work independently, can manage and motivate a diverse sales team, and thrive in a dynamic environment.
- Solid understanding of the media industry specifically, newspapers, magazines, and digital.
- Solid media sales experience with a proven record of creating and maintaining effective relationships with newspapers, magazines, Web publishers and other key online platforms.
- Demonstrated experience in prospecting and growing client lists with a proven track record of consistent revenue growth and meting sales goals.
- Must be able to research and analyze the marketplace and identify trends and new business opportunities that translate into solid prospects.
- Strong business development skills and the ability to develop and execute on strategic programs that attract customers and generate new sources of significant revenue.
- Knowledge of online pricing metrics and business models.
- Ability to maintain and grow existing relationships with both large and small accounts.
- Excellent verbal and writing communication skills in English (other European language a plus).
- Motivated self-starter with bags of initiative.
- Excellent relationship-building skills and the ability to work effectively in a team environment
- Proficient in Microsoft office applications (Word, Excel, Powerpoint) and sales and database management tools (i.e., Salesforce)
- 8+ years of industry-related sales.
- Experience in new business development and consultative selling.
- BS/BA Degree preferred
ABOUT THE NYT SYNDICATE/NEWS SERVICE (www.nytsyn.com)
The NYT Syndicate/News Service offers articles, images and multimedia from The New York Times and from more than 100 other highly regarded publications and columnists.
Categories include news, lifestyle, entertainment, business, technology and science. Articles by leading authorities (Martha Stewart, Jorge Ramos, Richard Branson) and from respected news sources (The Economist, BBC, Harvard Business Review, National Geographic) provide commentary on the latest events and the most pressing global issues. Images, videos, slide shows and interactive graphics are available with related articles or as stand-alone products, providing clients with a comprehensive catalog of services suitable for any publication or digital platform.
The NYT International Weekly section, the annual year ahead magazine Turning Points, and T Magazine are among the strong licensing opportunities available to media clients worldwide with already a combined reach of over 6 million readers across more than 30 countries.
Company Information: The New York Times Company (NYSE: NYT) is a global media organization dedicated to enhancing society by creating, collecting and distributing high-quality news and information. The company includes The New York Times, International New York Times, NYTimes.com, INYT.com and related properties. It is known globally for excellence in its journalism, and innovation in its print and digital storytelling and its business model. Follow news about the company at @NYTimesComm.
EEO Statement: The New York Times Company is an equal employment opportunity employer, and does not discriminate on the basis of race, color, religion, gender, sexual orientation, marital status, age, disability, national origin, citizenship or any other protected characteristic. The New York Times Company is committed to diversity in its most inclusive sense.
REGIONAL SALES DIRECTOR TO HEAD THE EMEA REGION
(EUROPE, MIDDLE EAST AND AFRICA) Based in London
The New York Times Syndicate/News Service is seeking a Regional Sales Director to join its global sales team and assume responsibility for Europe, Middle East and Africa (EMEA). The position is based in London and the Regional Sales Director will manage a team composed of two Sales Managers and one Sales Operations Manager.
ROLE EXPECTATIONS AND CONTRIBUTIONS:
Strategy/New Business Opportunities
- Proactively create content sales strategy for the EMEA region, including identifying new business opportunities and client segments. Research and analyse marketplace and trends; synthesize findings and provide recommendations for new revenue growth opportunities, including marketing and pricing guidelines.
- Create business plans and P&L for new business ideas for the EMEA region.
- Conduct regular reviews of existing and potential business of EMEA region for Syndication Sales senior management and provide results and recommendations.
Sales/Business Development
- Independently size market potential, including identifying prospects, facilitating sales calls, negotiating deal terms, closing the deal, signing the contract and implementing the deal. Ensure a consistent deal pipeline. Push deals to closure while protecting NYT brand and meeting company goals.
- Maintain existing business by ensuring high renewal rate by providing on-going customer care and grow revenue by upselling new news service/syndication products to existing clients or new clients. Create client solutions while supporting NYT mission and goals.
- Lead and facilitate efforts with staff in New York Office (Editorial Development, Marketing and Contract Operations staff) on matters related to specific deals to ensure consistent business practices and to support long term deal success.
- Review business proposals and plans from potential magazine licensees and other companies. Size the market potential for each new deal, and present a strong rationale for selected candidate. Identify issues and provide recommendations for each licensing candidate
- Communicate regularly with clients and prospective clients either via phone, in person visits, or at conferences, to identify and anticipate their changing needs. Represent the Times at select regional conferences.
- Set up meetings with key clients and senior Syndication Sales management during regional visits and conferences. Prioritize the EMEA team travel schedule throughout the year, including trips for senior management, in order to maximize revenue growth and meet division and client objectives.
- Serve as sales champions for specific sales products and track sales and be the point person for all things related to that product.
- Participate in regular global sales meetings to update on status of deal pipeline and initiate conversations as needed to resolve any outstanding issues.
- Input all prospective clients and existing client information into Salesforce and other relevant databases.
Staff Management
- Proactively manage EMEA sales staff including prioritizing their work, directing their sales approach, supporting their sales efforts, training them on best practices of sales and business development tasks, and ensuring accuracy in inputting lead and contract information into necessary systems.
- Provide regular feedback and professional development to staff including goal setting and performance reviews.
- Lead annual regional planning sessions with staff.
Financial Reporting and Support
- Provide accurate inputs to finance on monthly revenue and expense forecasts and annual budgeting.
- Interact with Collections department to ensure that bad debt is minimized.
- Assure that EMEA expenses are kept within budget, and always look at ways to maximize cost effectiveness.
CANDIDATE QUALIFICATIONS AND EXPERIENCE:
The ideal candidate will be a highly-motivated sales professional who can work independently, can manage and motivate a diverse sales team, and thrive in a dynamic environment.
- Solid understanding of the media industry specifically, newspapers, magazines, and digital.
- Solid media sales experience with a proven record of creating and maintaining effective relationships with newspapers, magazines, Web publishers and other key online platforms.
- Demonstrated experience in prospecting and growing client lists with a proven track record of consistent revenue growth and meting sales goals.
- Must be able to research and analyze the marketplace and identify trends and new business opportunities that translate into solid prospects.
- Strong business development skills and the ability to develop and execute on strategic programs that attract customers and generate new sources of significant revenue.
- Knowledge of online pricing metrics and business models.
- Ability to maintain and grow existing relationships with both large and small accounts.
- Excellent verbal and writing communication skills in English (other European language a plus).
- Motivated self-starter with bags of initiative.
- Excellent relationship-building skills and the ability to work effectively in a team environment
- Proficient in Microsoft office applications (Word, Excel, Powerpoint) and sales and database management tools (i.e., Salesforce)
- 8+ years of industry-related sales.
- Experience in new business development and consultative selling.
- BS/BA Degree preferred
ABOUT THE NYT SYNDICATE/NEWS SERVICE (www.nytsyn.com)
The NYT Syndicate/News Service offers articles, images and multimedia from The New York Times and from more than 100 other highly regarded publications and columnists.
Categories include news, lifestyle, entertainment, business, technology and science. Articles by leading authorities (Martha Stewart, Jorge Ramos, Richard Branson) and from respected news sources (The Economist, BBC, Harvard Business Review, National Geographic) provide commentary on the latest events and the most pressing global issues. Images, videos, slide shows and interactive graphics are available with related articles or as stand-alone products, providing clients with a comprehensive catalog of services suitable for any publication or digital platform.
The NYT International Weekly section, the annual year ahead magazine Turning Points, and T Magazine are among the strong licensing opportunities available to media clients worldwide with already a combined reach of over 6 million readers across more than 30 countries.
Company Information: The New York Times Company (NYSE: NYT) is a global media organization dedicated to enhancing society by creating, collecting and distributing high-quality news and information. The company includes The New York Times, International New York Times, NYTimes.com, INYT.com and related properties. It is known globally for excellence in its journalism, and innovation in its print and digital storytelling and its business model. Follow news about the company at @NYTimesComm.
EEO Statement: The New York Times Company is an equal employment opportunity employer, and does not discriminate on the basis of race, color, religion, gender, sexual orientation, marital status, age, disability, national origin, citizenship or any other protected characteristic. The New York Times Company is committed to diversity in its most inclusive sense.