Director of Sales Adstream Asia - Kuala Lumpur, Malaysia

Director of Sales

Adstream Asia - Kuala Lumpur, Malaysia

Job description

The Director of Sales is a leadership position that owns and manages the customer relationship through it’s lifecycle of prospecting, sales closure and account management ensuring consistent customer delight throughout.  It is a role that retains customers, grows the business and delivers the budget as set by the executive team. This role works with a team of product and project experts in Broadcast, Print and Digital Managers with whom this role must collaborate strongly to ensure that Adstream gets the best from it’s opportunities in the marketplace.

Success in this role will come from demonstrably growing the business and through the maintenance and development of outstanding relationships with customers.  It requires clear monthly reporting on sales success, and progress on the pipeline. Delivery of an annual sales and marketing plan developed in line with the Business objectives is essential as is proactive communication on the progress of customer issues through to successful resolution.  This is delivered through proactive, ‘solution focused’ problem resolution.

Sales  

Deliver Revenue, Profit Margin and Sales targets

• Develop and implement robust sales processes, sales policies and strategies to achieve Adstream’s revenue and profit margins targets and brand/marketing objectives
• Ensure effective management of proposals and contract negotiations in line with Adstream’s objectives, strategy and Customer Value Proposition
• Lead the negotiation of major deals, strategic partnerships and maintaining key customer contacts
• Drive the Sales team to achieve the targets. Oversee business prospects in Print, TV, Asset Management and Radio (Core Business)
• Proactively assist with business prospects and projects working collaboratively with the CEO & teams
• Lead the strategic planning and positioning of Adstream with our partners as appropriate
• Continuously monitor, evaluate and report on business development and account management activities/pipeline, and sales performance against budget and forecasts and initiate quick corrective action where necessary
• Project manage revenue initiatives as highlighted in the annual business plan in collaboration with Production Services
• Ensure key customer relationships are managed and maintained at a senior level
• Deliver proactive sales solutions for collaborative decision-making
• Ensure sales resources are appropriate and qualified to match the changing needs of the customer base
• Identify, present and implement new revenue initiatives within existing product suite
• Identify, present and implement new revenue initiatives outside existing product suite through strategic partnership or integration
• Ensure effective and operation client contact management strategy, ensuring usage of the CRM system

Operations

• Ensure that revenue and profit margins are on target, that opportunities are continuously being developed and ensure delivery to forecasts, pipeline and budgets
• Present prospect reports weekly to management actual against budget and forecast (by sales representative, state, product, contact strategy)
• Attend business plan and share learnings
• Attend weekly WIP meeting with CEO to report on sales progress and to receive briefing on business priorities
• Provide input into state and national budgeting planning
• Proactively raise key operational issues and facilitate constructive team problem solving to gain a clear and timely solution. Ensure appropriate and timely escalation of technical issues to resolution.

Marketing & Customer Delight

• Ensure Pricing and Discounting policies are adhered to in the business
• Monitor customer satisfaction statistics to ensure standards are met, ensuring follow up with customers to ensure that they are satisfied with service or products provided.
• Identify and investigate negative customer experiences and work with Production Services & Customer Support to ensure remedy to client satisfaction. Escalate service shortcomings or negative customer experiences and make recommendations to Management as appropriate
• Understand all Core business products from a strategic point of view; understand the features and benefits of each and their market value.

Financial Focus

• Ensure monthly budget is achieved in each core business sector.  Reporting clearly on any deviation to budget
• Retain current budgeted revenue
• Assist CFO in reporting such as budgeting, forecasting and revised projections. Set targets for the Sales team and manage the pipeline.
• Manage and be accountable for discretionary budget both for you and your team. 
• Provide maximum effort to achieve EBITDA budget
• Proactively manage and adhere to the Adstream pricing, credit, and travel policies
• Maintain and Increase profitability of Adstream, and minimize operating costs by continual review and implementation of efficiencies within the business

Desired Skills and Experience

- At least 10 years work experience with a minimum of 3 years in Advertising/Media/Broadcast. Experience in planning and development of operations is an added advantage

- Candidates with local and Asian region work experience preferred.

- Proven track records of successfully increasing market share

- Proven sales strategy development and implementation capabilities in setting and exceeding sales, revenue and profitability targets both from a quantitative and qualitative perspective

- Well connected and with a network of contacts across industries in Indonesia especially broadscasters and media

Knowledge & Skills

- Strong understanding of print, broadcasting, and digital advertisement platforms and processes

- Good understanding of advertising pricing models, advertising optimization, audience trends and technology preferences

- Knowledge and experience in utilizing CRM tools (such as salesforce.com), asset management systems such as Dropbox or Sugarsync is an added advantage

- Strategic thinker of sales segmentation and forecasting, as well as good executor of sales plan with capability to develop out-of-the box innovation to maximize profitability

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