Sales Director

We are looking for a Sales Director to join our Commercial Team in Cornwall.

You will take responsibility for the delivery of the commercial strategy into the territories you are responsible for. This includes direct responsibility for the commercial revenues. You will be responsible for the leadership of the sales team and some day-to-day business management activities.

You will have genuine empathy for others and maximise their impact through understanding the motivations of their team and adapt their communication style accordingly. You must be able to deliver information efficiently and accurately to the right people, at the right time, using the right medium.

Working within a complex matrix structure, you will be at ease with a fast paced, dynamic working environment.

You will be expected to demonstrate a genuine passion for the commercial team's mission, translating the commercial vision into the day to day. You will implement the core deliverables via the sales operations in the local markets that they are responsible for with exceptional results.

What you will be doing

Business planning and management

Inputs into sales strategy and holds responsibility for the implementation and delivery. Communicates goals and benefits of strategic direction to local sales team. Develops strong buy in and understanding of the strategic goals and key deliverables and the role everyone must play. Implements and adheres to pricing policy and contractual agreements. Ensures rates, proposition and packages are communicated, adhered to and implemented. Manages territories, completes quarterly audits, and assigns resource accordingly. Understands peaks in demand and plans for accordingly. Identifies geographical or local differences and builds solutions. Implements robust working practices and processes within the station and ensure these are imbedded.

Customer focus

Ensures team focuses on driving value for the customer by understanding their needs and what is important to them. Supports the team in developing and implementing a solution orientated sales approach. Maintains a detailed knowledge of the customer base, geography, seasonal trends and buying habits. Develops excellent relationships with our customers. Implements quarterly meetings with all Champion accounts, you will win hearts and minds and educate on Bauer benefits. Provides industry, product and category specific knowledge through market data and tools and provided. Resolves customer queries and complaints in line with Bauer policies. Manages customer retention/ Acquisition focus/ Customer relationship management. Manages pricing, discounts and churn. Focuses on cost to serve aligned to account management by the correct roles and frequency of touch. Understands and mitigates any concerns by overcoming these with solutions. Provides regular feedback and reports on progress.

Sales focus

Drives standardisation of territory management best practice across the business. Transfers ideas, knowledge, and skills into profitable and measured activity. Salespeople management - Achievement of sales targets, productivity, KPI deliverables and customer management. Develops consistent working practices and sales team behaviours within CRM. Uses CRM to gain insight into what performance issues need attention and then impact this for positive results. Schedules and manages sales incentives and sales events when required. Liaises with training team to define gaps. Delivers feedback, shares best practice, suggests training needs etc and challenges as appropriate. Establishes and maintains an active involvement with all relevant business associations. Builds solid professional relationships underpinned with clear developmental plans to close any skill and knowledge gaps. Understands customer segmentation: - Value, number of accounts, touch points required etc and create plan to influence these positively.

People focus

Is active and visible across the business you are responsible for. Supports and directs activities and plans. Ensures all teams and functions are aware of the overall strategy for the group, what role they play and how the interdependencies operate. Is the specific commercial contact for ensuring that all training and working practices are being followed and implemented. Is responsible for the sourcing and recruiting of commercial sales staff. Onboarding of new staff - Ensures that the relevant skills, behaviour, and knowledge are delivered through good recruitment of people and ongoing training. Delivers regular monthly 121’s, dual calling and supports sales teams with plans to achieve targets. Prepares targets and sets commissions.

What you will Bring

Extensive working experience in a sales leadership position within a fast-paced and dynamic business environment. A proven and successful ability to lead a group of salespeople towards growth in enhanced sales volumes and enhanced revenue generation, while displaying exceptional leadership skills and confidence. Experience evaluating product/market situations and analysing raw data and information, transforming it into actionable sales strategies and approaches. Demonstrate high proficiency in ability to learn and use new technological solutions. Comfortable and experienced at working within a data driven organisation and to KPI’s and benchmarks. Deep understanding of the business’s marketplace models as well as the opportunities and limitations that come along with it. Adept at analysing data to translate this into strategic goals and plans for the teams to work on. Excellent interpersonal skills that will encourage openness and trust both internally and externally. Self-motivated with a strong entrepreneurial spirit. Demonstrate exceptional leadership skills, portraying an ability to move and inspire a large group of people from multiple disciplines in a unified direction and towards a common goal. Demonstrable knowledge of setting budgets and targets and managing these, working to a strict budget and demonstrating where they have acted on areas that they felt have needed attention. Deep understanding of the business’s marketplace models as well as the opportunities and limitations that come along with it. Demonstrate great training and coaching skills. They need to be able undertake training analysis within their team and translate the findings into training or coaching sessions that have clear objectives and measurable outcomes.

Desired

Ideally you will have knowledge of the UK Regional Radio business and the companies that operate within it. You should, where possible, show evidence of where they have worked with local major clients themselves whilst at the same time managing a successful sales team.

Package Description

Rewards packages at Bauer Media offer a range of salary sacrifice Benefits, such as our pension scheme and flexible holidays, as well as exclusive Perks like great deals and discounts for everyday life.

25 days holiday + bank holidays + 2 volunteer days  Car Allowance or Company Car Commission Scheme Internal Bauer Academy – Wide range of learning opportunities to support with your Career Development  Opportunity to buy additional holiday Enhanced Maternity and Paternity pay  Company pension  Cycle to work scheme, tech loan scheme and groups discounts for healthcare insurance Discounted subscriptions on Bauer publications (50%) Thrive initiatives – Wellbeing at Bauer Opportunities to contribute to our Belonging@Bauer and Sustainability initiatives Discounted high street vouchers

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