The Delegate Sales Executive role involves identifying and contacting senior managers, company executives and representatives of government agencies and MoD’s across the UK and Europe by phone and email, with the aim of securing their attendance at relevant events.

The ideal candidate will be professional in their approach, confident in their ability to deal with senior contacts and customers, have a positive telephone manner and be able to convey complex ideas clearly, accurately and concisely in both verbal and written communication.

The candidate must also be resilient and respond well under pressure, be customer focused and be able to problem-solve quickly, as they will be expected to assume ownership of any problems to ensure that our customers experience exceptional customer service at our events.

The Candidate

The best candidate for this role will be able to demonstrate the following:-

• The ability to work both independently and as a team player.

• To work calmly under pressure.

• Takes pride in their work.

• Clear and confident telephone manner.

• Assertiveness.

• Tenacity.

• Passionate about customers

• Strong drive and ambition

• Office IT Skills

• An understanding of the military and/or police forces would be beneficial but is not essential

Key Responsibilities 

• Contact existing and potential new conference attendees over the phone to improve attendance.

• Understanding the benefits of attending each conference, and clearly communicating these benefits to potential attendees.

• Keeping abreast of market developments and identifying and researching new growth areas for sourcing delegates for each event.

• Delivering strong customer care and support.

• Working closely with the marketing team to:

o Follow up enquiries

o Support existing delegates

o Generate and update contacts into the database

o Promote additional delegate places to sponsors and exhibitors

• Weekly reporting on activities.

• Attending training courses as directed by line manager.

• Ensuring that all relevant administration is completed to a high standard and in a timely manner.

• Attending industry functions when required.

• At all times representing Clarion Events in a professional manner.

• Ensuring and assisting accounts personnel in the timely payment of all customer payments

Competencies

• Demonstrates excellent telephone manner

• Demonstrates effective active listening and communication skills

• Demonstrates high levels of productivity

• Good organisational and time management skills

• Ability to build rapport effectively

• Generates trust and credibility amongst our potential customer base.

Performance expectations:

Following an initial 3 month probation period and training the delegate sales and support executive is expected to support the achievement of delegate revenue targets on all conferences across the group.

It is expected that a successful period in this role will lead to further opportunities in either the sales or marketing teams within the business.

Occasionally, you be may be asked to fulfill roles, tasks or functions not included in this job description.

Primary Roles:

• The Sales Executive will telesales existing and potential exhibitors and sponsors to meet sales revenue targets on the Defence & Security Exhibitions and Conferences.

• Sourcing relevant and show enhancing new business.

• Developing and maintaining excellent relationships with exhibitors, sponsors, partners and the rest of the show team.

• Keeping abreast of market developments and identifying and researching new growth areas for sales.

• Visiting clients when necessary/ appropriate.

• Attending industry functions when required.

• Visiting relevant exhibitions in the UK and worldwide when required (this will include overnight stays).

• Maintaining key customer care objectives.

• Handling enquiries on the telephone, by email and by post, producing mailings and general office correspondence.

• Ensuring that all sales administration is completed to a high standard and in a timely manner.

• Resolving exhibitor conflicts both in the office and on site.

• Working on site during the build up, open period and breakdown of all the shows.

• Liaising with the whole show team including marketing, ops, finance to ensure maximum awareness of each element of the shows.

• Collating and producing sales plans and reports as required.

• Liaison with the finance department to assist in deposit collection where necessary.

• Attending training courses as directed by line manager.

• At all times representing Clarion Events in a professional manner.

Personal Attributes:

• The ability to work both independently and as a team player.

• To work calmly under pressure.

• A hunger to reach and exceed targets.

• A tenacious ‘can do’ approach to.

• Takes pride in their work.

• Assertive.

• Confident.

• Creative.

Competencies:

• Demonstrates an ability to make 30 – 40 calls per day

• Demonstrates an ability to source leads

• Demonstrate an ability to report activity and future results effectively

• Demonstrates excellent market and product knowledge

• Demonstrates effective communication skills

• Demonstrates high levels of productivity

Call 0207 183 7739 for further information.

Swing Media Recruitment has over 25 years of media knowledge and experience which enables us to work closely with and advise, both clients and candidates in all areas of the media market place.Swing Media Recruitment are a specialist media recruitment agency in the publishing, digital, events and exhibitions, radio, outdoor and press sectors. We place all levels of sales personnel, from Trainee through to Director.Typical job titles recruited for include; CEO/Chief Executive, Managing Director, Sales Director, Commercial Director, Advertisement Director, Publisher, Publishing Director, Digital Director, Digital Sales Director, Business Development Director, Classified Director, Radio Sales Director, Recruitment Sales Director, Marketing Director, Sales Manager, Commercial Manager, Classified Manager, Digital Manager, Digital Sales Manager, Advertisement Manager, Advertising Manager, Regional Sales Manager, Radio Sales Manager, Media Sales Executive, Sales Executive, Advertising Executive, Classified Sales Executive, Digital Sales Executive, Telesales.

Selling and being successful at sales is all about how well you can match the features and benefits of a product or service to fulfil the needs of your client. The same is true when preparing your CV. You need to be mindful as to what the job requires and tailor your CV so that your skills and abilities match what the employer is looking for in a candidate.

Although the job advert will give you some indication of this, it is worth asking the HR department or recruitment consultant for a copy of the full job description. However, avoid simply making a list of all your skills and abilities will leave recruiters thinking so what?

Employers spend as little as 30 seconds on average considering your CV so they don’t have the time nor inclination to read a list of key words that appear on every single CV they see.

So you need to focus on adding ‘achievement statements’ that show employers you can do what you claim you can do – regardless of whether you have worked in sales or not. Here are a few examples of achievement statements that can be used in a Sales CV:

• Ability to hit targets: Worked with a team of sales assistants to promote the store’s customer loyalty card during a dedicated period of sales. This resulted in an uptake of 150 additional applications – 30% above target
• Presentation skills: Whilst at university I regularly presented the findings of my research to group of fellow students and college lecturers ranging from 6 to 30 people
• Negotiation skills: In my last role I negotiated a series of short term contracts with a number of new clients who renewed their orders and have developed into key accounts worth in excess of £150,000 for the organisation
• Strong communication skills: As secretary for my university student union I ensured a clear channel of communication and effective working relationship between all parties, including students and the university management team

Achievement statements need to provide an action verb (e.g. increased, launched, developed) that describes your responsibilities, and they need to be measurable in terms of money or percentages or value-added to dispel the “So what?” attitude on the part of the recruiter.

To discuss your Sales CV and your next career move – call Ian on 0207 183 7739

Autotrader magazine is the subject of discussions between Apax and GMG.

Private equity group Apax has sounded out Guardian Media Group (GMG), parent company of the Guardian and Observer newspapers, about buying its stake in Auto Trader, the classified car advertising business in which GMG is a joint venture partner.

Apax has raised the possibility of buying the 50.3% of Trader Media Group (TMG) owned by GMG in a deal understood to be worth up to £600m.

It is understood no formal bid has been tabled by Apax, but discussions were described by one source as “more serious” following a number of previous discussions between the joint venture partners about the future of Auto Trader Group.

Although GMG does not necessarily consider itself a long term owner of its half of Auto Trader, Apax’s tentative approach is not thought to be likely to result in a transaction.

Apax acquired a 49.7% stake in the classified car business from GMG in 2007 in a deal that valued it at about £1.3bn. A clause gives each partner the right to buy out the other if a mutually beneficial agreement can be reached.

Last week TMG reported that the digital transition of the Auto Trader business is successfully continuing with earnings before interest, tax, depreciation and amortisation up slightly to £70.7m in the six months to 30 September.

Digital revenues grew 4% year on year to £106.4m, more than 83% of the total underlying revenue of £127.7m for the six month period. Total revenues fell 3.7% year on year. Net debt stood at £637m at the end of September.

The rise of digital revenues almost offset a fall of about 40% in TMG’s magazine publishing division, home to titles including Auto Trader.

Auto Trader’s weekly circulation fell from 124,000 in September last year to 85,000 at the same point this year, a fall of more than 31%.

Last year GMG and Apax shared a £200m special dividend from TMG.

GMG reported a £75.6m pre-tax loss in the year to the end of March with the newspaper operation, Guardian News & Media, which also publishes guardian.co.uk and MediaGuardian, reporting a £44.2m loss.

Andrew Miller, the chief executive of GMG, has been pursuing a policy of selling off assets considered non-core to the main newspaper publishing group.

In June Global Radio paid £70m to buy GMG Radio, the UK’s third largest radio network with brands including Real Radio and Smooth Radio.

And in July the newspaper division, Guardian News & Media, sold technology research firm Kable to Progressive Digital Media Group.

PDMG is the business that Mike Danson, who sold Datamonitor to Informa in 2007, has been building.

In February GNM sold ContentNext Media, publisher of paidContent, to US business and technology media company GigaOM.

The Guardian Property Services Group is considered to be another non-core asset likely to be sold off.

GMG and Apax also jointly own Top Right, the events to publishing business formerly known as Emap, with GMG owning a 32.9% stake.

In May Top Right sold its automotive information business, CAP, for more than £150m to Montagu Private Equity.

via Apax talks to GMG about possible Autotrader bid | Media | guardian.co.uk.

Dear [INSERT HIRING MANAGER’S NAME],

Regarding the [INSERT JOB TITLE] position currently advertised on swingmediarecruitment.co.uk, please find attached a copy of my CV for your consideration.

Having worked within the industry for over [INSERT YEARS EXPERIENCE], I have developed a wide range of skills that would meet, and exceed the expectations for the role. I have taken charge of [INSERT NUMBER OF EMPLOYEES] direct reports, forming a cohesive team that help the company achieve overall objectives.

In my present role as a [INSERT CURRENT JOB TITLE] for [INSERT CURRENT EMPLOYER] I have had many achievements, including [INSERT KEY ACHIEVEMENT]. I would relish the opportunity to bring this level of success to your company.

If you would like to get in touch to discuss my application and to arrange an interview, you can contact me via [INSERT PHONE NUMBER OR EMAIL ADDRESS].

I look forward to hearing from you soon.

Yours sincerely,

[INSERT NAME]

Dennis: unveils Auto Express interactive iPad app

The app will be free for the six issues between now and 2 January 2013. A joint print and iPad subscription costs £1 for the first six issues, followed by £22.99 for every 13 issues, while a digital-only subscription costs £1 for the first six issues, followed by £16.99 for every 13 issues.

According to Dennis, key features will include the latest car news and reviews, “specially optimised” images, exclusive video content, a search facility for articles by manufacturer and a “unique specification comparison between models”.

The app also features several interactive ads, which were all created by Dennis’s in-house ad creative team. The concept and functionality of the ads were designed and built from scratch by the team to make “full use” of the iPad’s features.

These ads include a 360-degree photo of the Mazda CX-5 and the rebalancing feature in the Jaguar Sportbrake. Both ads utilise the iPad’s touchscreen and the accelerometer.

The Remington Touch ad includes a video, 360-degree product view, hotspots, and the chance to use the touchscreen to shave a face with your finger.

Steve Fowler, editor-in-chief of Auto Express, said: “We’re hugely proud of our new app – it’s been designed to allow our users to experience the very best weekly car stories in an exciting new format. It’s the most advanced app Dennis Publishing has produced to date, and has been vigorously tested for user experience.”

James Burnay, publishing director of Auto Express, said: “Auto Express iPad edition is the perfect platform for advertisers wishing to create ground-breaking interactive campaigns, with unique adverts from Jaguar, Mazda and Remington Touch all booked prior to its release”.

Auto Express’s weekly circulation is 54,633 copies according to figures published by the Audit Bureau of Circulations (ABC).

Dennis also claims that more than 1.5 million unique users visit its website every month.

via Dennis launches interactive Auto Express iPad app – Media news – Media Week.

Main Responsibilities:
• Successfully develop new launch product.
• Grow commercial opportunities in print and events.
• Develop print and events capability.
• Ensure that all revenue forecasts are achieved and, wherever possible, exceeded.
• Contribute proactively to the development of the brand, including spin-offs and online presence.
• Ensure high-quality, accurate and insightful reporting of results, intelligence and trends through the standard reporting procedures as well as through regular communication with the Associate Publisher
• Understand the market and engage effectively with the portfolio’s community.
• Implement successful forward planning & pipeline management ensuring this is communicated effectively.
• Contribute to brand strategy, as required, and to drive the development and promotion of new and existing products in partnership with the Associate Publisher and wider publishing team.
• Work with the editor to identify commercial opportunities and products.

Key skills:
• Demonstrable experience in a similar level role.
• Proven successful experience of working on new launches or focus on new business
• Passion, drive and resilience.
• Excellent communications – face to face and written.
• Can-do attitude and results driven approach.
• Excellent organisation and time management skills.
• Experience in working in a similar or financial sector.

A dynamic award-winning company with talented, knowledgeable and committed staff. It has the advantage of the flexibility of a small company with the support and backing of one of the world’s leading media organisations.

VACANCY: Senior Sales Executive
LOCATION: EC4, London
SALARY: Competitive + uncapped commission
BENEFITS: Contributory pension scheme, interest-free season ticket loan, 25 days annual leave plus 8 bank holidays, excellent training and strong development opportunities

Call 0207 183 7739 for further information.

Swing Media Recruitment has over 25 years of media knowledge and experience which enables us to work closely with and advise, both clients and candidates in all areas of the media market place.Swing Media Recruitment are a specialist media recruitment agency in the publishing, digital, events and exhibitions, radio, outdoor and press sectors. We place all levels of sales personnel, from Trainee through to Director.

Typical job titles recruited for include; CEO/Chief Executive, Managing Director, Sales Director, Commercial Director, Advertisement Director, Publisher, Publishing Director, Digital Director, Digital Sales Director, Business Development Director, Classified Director, Radio Sales Director, Recruitment Sales Director, Marketing Director, Sales Manager, Commercial Manager, Classified Manager, Digital Manager, Digital Sales Manager, Advertisement Manager, Advertising Manager, Regional Sales Manager, Radio Sales Manager, Media Sales Executive, Sales Executive, Advertising Executive, Classified Sales Executive, Digital Sales Executive, Telesales.

Founded in 1983, our client is a specialist publishing company dedicated to offering innovative and intelligent media to the business and consumer markets.

Through their flagship print title, our client’s weekly portfolio of products provide in-depth coverage of important events and trends, interviews with both high-profile industry figures and unsung heroes, and commentary from the network worldwide, giving them an unparalleled perspective on their sectors, verticals and geographies.

Job Description

Reporting directly to the Head of Sales, the advertisement manager will be responsible for ensuring the brand exceeds sales budgets and targets across all of their revenue streams (Magazine, Website, Sponsorship, Lead Generation and events).  As well as developing your own client base, you will also be in charge of managing and the improving the output of the sales team.

The role will involve the following:

•  Selling to accounts across a wide portfolio including print, online and sponsorship
•  Identify and build relationships with new clients
•  Assist in launching new products and revenue streams
•  Assist in flat planning, forecasting
•  Devise and implement a sales strategy for your client base

Management Skills

• Manage and develop a sales team
• Produce accurate weekly, monthly and annual sales forecasts for all products
• Develop a deep understanding of the market and come up with new ideas to develop the brand
• Liaise, communicate and work effectively with the central departments.
• Be inventive and come up with new revenue streams in both online and print

Sales / Commercial skills

• Devise and implement sales strategies to achieve the goals
• Ability to sell effectively to senior level professionals
• Be able to build and implement systems to ensure the sales team is working effectively to exceed targets
• Ability to communicate at senior level both externally and internally
• Identify opportunities for brand expansion and communicate them to the Head of Sales

Management responsibilities

• Inspire and motivate those that work for you
• Provide effective staff management for your staff through job descriptions, appraisals, training, informal coaching, and team meetings
• Manage underperformance
• Lead from the front
• Report on performance to management team

Person Specification

This role would suit a current advertisement manager or a senior media sales executive looking for their first management role.

This is a hugely significant role to the brand.  You will be aiming to constantly grow your network of relevant contacts in each organisation and you will be responsible for strategically increasing revenues across the whole brand.

You will be fully involved in the managing and growing of your own sales pipeline as well as managing the efforts of your team to do the same.

In essence you will be a champion of of the brand, taking total responsibility for getting under the skin of the market, and bringing your own flair and energy to this hugely exciting role.

The ideal candidate will demonstrate:

• You will be a proven sales person, with a track record of managing effective account growth.
• You will be just as comfortable pitching face-to-face as you would be on the phone.
• You will demonstrate the ability to sell creative print / online advertising solutions (e.g. content site MPUs, leaderboards, sponsorship, or other commercial solutions).
• You will demonstrate a high level of output and work ethic.
• You will demonstrate an ability to get under the skin of a market, enhancing the sophistication of your sell.
• You will have excellent standards of written and verbal communication – in proposals, on the phone, and in meetings – which reflect creditably on the brand.
• You will have excellent time management and organisational skills.
• You will have a positive, can-do attitude – vital to our team dynamic and to successfully reaching our growth objectives.

Basic up to £35k + Uncapped Commission + Benefits (OTE £45k to £50k)

Call 0207 183 7739 for further information.

Swing Media Recruitment has over 25 years of media knowledge and experience which enables us to work closely with and advise, both clients and candidates in all areas of the media market place.Swing Media Recruitment are a specialist media recruitment agency in the publishing, digital, events and exhibitions, radio, outdoor and press sectors. We place all levels of sales personnel, from Trainee through to Director.

Typical job titles recruited for include; CEO/Chief Executive, Managing Director, Sales Director, Commercial Director, Advertisement Director, Publisher, Publishing Director, Digital Director, Digital Sales Director, Business Development Director, Classified Director, Radio Sales Director, Recruitment Sales Director, Marketing Director, Sales Manager, Commercial Manager, Classified Manager, Digital Manager, Digital Sales Manager, Advertisement Manager, Advertising Manager, Regional Sales Manager, Radio Sales Manager, Media Sales Executive, Sales Executive, Advertising Executive, Classified Sales Executive, Digital Sales Executive, Telesales.

Our client is looking for a talented and experienced Senior Sales Executive to join their fantastic brand based in the Midlands/Home Counties.
Experience of selling radio advertising is a pre-requisite along with proven success in previous roles.

Main function of the job

(Note – in addition to these functions employees are required to carry out such other duties as may reasonably be required)

The Senior Sales Executive will maximise and maintain revenue through the sales of local airtime, sponsorship & promotions and digital online opportunities to existing and new clients.

Main Duties and Responsibilities

• To achieve all personal sales targets and objectives

• To work with the team to achieve the monthly team revenue target

• To sell airtime, sponsorships & promotions, on-line and associated products

• To develop new business for the station, maintain and build the existing client database

• To present business opportunities to local businesses and generate creative marketing ideas for clients

• To generate client focused presentations, through powerpoint.

• Cold calling, by phone and face to face

• To create strong business relationships in the community

• To attend events as/when required

• To submit reports and complete all required paperwork within specified time constraints

• To work with programming/traffic and accounts to ensure the smooth running of the sales process

• To assist in the collection of client payments as instructed by credit control

Experience Required

Previous Radio Sales experience

Media sales experience preferred but not essential

Working in a business to business environment

Skills required

•  Target driven
• Excellent communication skills
• Strong negotiation skills
• Self-motivated
• Team player
• PC literate, including a good understanding of Microsoft Office