Crain's Cleveland Business
Sales Director
Crain's Cleveland Business, Cleveland, Ohio, us, 44101
Crain’s Cleveland Business
is looking for a dynamic
Sales Director
to bring innovative thinking and strong analytical skills to help grow our business. This person will help drive revenue generation across our portfolio of media assets by identifying growth opportunities. Our Sales Director will be a player/coach with their own territory while managing a sales team.
In this role, the incumbent will interface with business leaders across multiple functions, both inside and outside Sales, including regular meetings with the heads of various departments to brainstorm regarding product launches or proposals and manage a team of Account Executives. They are also accountable for meeting the business’s monthly/quarterly/annual sales goals, including tracking, and managing the advertiser pipeline.
Success in this role will be evaluated based on the following criteria:Maximize all brand revenues; digital, conferences, print.Manage their own accounts/book of business and be responsible for growing business.Identify new revenue opportunities via internal analytics/market/sales feedback identifies new markets and designs and delivers special programs, as well as other innovative revenue generating opportunities for the business.Develop and execute strategic plan to achieve sales targets and expand our customer base.Conduct regular top-level sales calls to clients and agencies.Regularly available to assist with problems the sales team may not be able to initially handle.Analyze pipeline and lead data, deliver periodic reporting to the sales and marketing teams providing key business insights.Manage the sales budget for the brand by working with Associate Publisher to establish the brand's annual revenue goals.Collaborate with Associate Publisher to establish proper spending levels to achieve ad page, online, custom content and event revenue goals.Develop sales commission/incentive programs and contests working collaboratively with Associate Publisher.Provide competitive feedback to Associate Publisher so all marketing strategies are developed with necessary input about tactics and strategies of competitive publications.
2. Managing the Sales Team.Oversee the day-to-day leadership of the department, staffing, tracking against departmental and business goals, and team motivation.Motivate the sales force through personal involvement, consultation, support and by setting an example of leadership through action.Ensure customer service standards are high and continually improving. Work with internal teams on behalf of clients to ensure the highest level of customer service.Work collaboratively with the sales and marketing teams to foster a culture of continuous process improvement, and ensure transparent communication takes place regularly making sure sales team employees understand Crain’s culture, values, and business strategy.Drive the successful implementation and adoption of the sales CRM, Salesforce.Maintain up to date prospects, clients, agencies, and promotion list.Work with Production and Digital Ad Ops to ensure that all insertion orders, positioning requests, and campaigns are properly handled and fulfilled. The Sales Director must also handle client complaints incurred by production errors, campaign errors, and any disputes that might arise from clients. The Sales Director should recommend solutions to the Associate Publisher for any make-good or credit requests coming from client disputes and work collaboratively to see disputes are settled amicably and quickly.The Associate Publisher will regularly review (e.g., at least monthly) the performance of all sales personnel.
Minimum Qualifications:A minimum of 8 years’ experience in selling with a minimum of 2 years’ experience managing a sales team.Good judge of people and character.Demonstrated strong leadership qualities.Superior communicator.Ability to spot and respond to problems and opportunities quickly.Creates effective sales strategies.Working knowledge of research, promotion, and all current digital advertising programs.Ability to put needs of subordinates/team ahead of personal desires.Demonstrates strategic thinking beyond sales function for the development and advancement of the brand.Ability to work in a hybrid environment 3 days in Cleveland Office.
Preferences:B to B media sales experience a must.
This position is exempt under the Fair Labor Standards Act and is not eligible for overtime pay.
Pay Transparency Disclosure:The estimated base salary range for this position is $80,000 - $100,000. This position is also eligible for a commission plan in addition to base salary. The final salary offering will take into account a wide range of specific and relevant factors, including experience, accomplishments and location. The salary range provided should not be considered as a salary limit or cap. In addition to base salary, Crain also offers competitive benefits including retirement plan savings contributions and bonus opportunities based on individual and company performance.
Brand Overview:Entering its fourth decade of service to Northeast Ohio,
Crain’s Cleveland Business
is the preeminent source for news, analysis, commentary and data essential for top executives and business owners. Named Ohio’s best business publication several times,
Crain’s Cleveland Business
produces award-winning content online, in print, on social, podcasts, as well stages a robust collection of B-to-B events, from gala awards dinners to in-depth, topical breakfast gatherings. Its editors and reporters specialize in all major sectors of the region’s economy: real estate, manufacturing, healthcare, finance, government, law, higher education, and more. Busy executives and managers know they can rely on
Crain’s
to get business news that is simply not available from any other source in the regional market.
About Crain Communications:Crain Communications is a leading business news and information company with a portfolio of 24 media brands that provide indispensable coverage and data for professionals globally and across sectors, including advertising, automotive, finance, healthcare, staffing, and workforce solutions. Many of Crain’s brands are the most influential media properties in the industries and communities they serve, including Ad Age, Automotive News, Pensions & Investments, Modern Healthcare, Staffing Industry Analysts, as well as Crain’s regional business brands. For more than a century, our dedication to deep sector expertise and journalistic integrity has enabled us to provide trusted insights across all our platforms, empowering today’s business leaders to make industry-shaping decisions. To learn more about Crain Communications, visit crain.com.
Equal Opportunity Employer/Protected Veterans/Individuals With Disabilities:The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant.
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is looking for a dynamic
Sales Director
to bring innovative thinking and strong analytical skills to help grow our business. This person will help drive revenue generation across our portfolio of media assets by identifying growth opportunities. Our Sales Director will be a player/coach with their own territory while managing a sales team.
In this role, the incumbent will interface with business leaders across multiple functions, both inside and outside Sales, including regular meetings with the heads of various departments to brainstorm regarding product launches or proposals and manage a team of Account Executives. They are also accountable for meeting the business’s monthly/quarterly/annual sales goals, including tracking, and managing the advertiser pipeline.
Success in this role will be evaluated based on the following criteria:Maximize all brand revenues; digital, conferences, print.Manage their own accounts/book of business and be responsible for growing business.Identify new revenue opportunities via internal analytics/market/sales feedback identifies new markets and designs and delivers special programs, as well as other innovative revenue generating opportunities for the business.Develop and execute strategic plan to achieve sales targets and expand our customer base.Conduct regular top-level sales calls to clients and agencies.Regularly available to assist with problems the sales team may not be able to initially handle.Analyze pipeline and lead data, deliver periodic reporting to the sales and marketing teams providing key business insights.Manage the sales budget for the brand by working with Associate Publisher to establish the brand's annual revenue goals.Collaborate with Associate Publisher to establish proper spending levels to achieve ad page, online, custom content and event revenue goals.Develop sales commission/incentive programs and contests working collaboratively with Associate Publisher.Provide competitive feedback to Associate Publisher so all marketing strategies are developed with necessary input about tactics and strategies of competitive publications.
2. Managing the Sales Team.Oversee the day-to-day leadership of the department, staffing, tracking against departmental and business goals, and team motivation.Motivate the sales force through personal involvement, consultation, support and by setting an example of leadership through action.Ensure customer service standards are high and continually improving. Work with internal teams on behalf of clients to ensure the highest level of customer service.Work collaboratively with the sales and marketing teams to foster a culture of continuous process improvement, and ensure transparent communication takes place regularly making sure sales team employees understand Crain’s culture, values, and business strategy.Drive the successful implementation and adoption of the sales CRM, Salesforce.Maintain up to date prospects, clients, agencies, and promotion list.Work with Production and Digital Ad Ops to ensure that all insertion orders, positioning requests, and campaigns are properly handled and fulfilled. The Sales Director must also handle client complaints incurred by production errors, campaign errors, and any disputes that might arise from clients. The Sales Director should recommend solutions to the Associate Publisher for any make-good or credit requests coming from client disputes and work collaboratively to see disputes are settled amicably and quickly.The Associate Publisher will regularly review (e.g., at least monthly) the performance of all sales personnel.
Minimum Qualifications:A minimum of 8 years’ experience in selling with a minimum of 2 years’ experience managing a sales team.Good judge of people and character.Demonstrated strong leadership qualities.Superior communicator.Ability to spot and respond to problems and opportunities quickly.Creates effective sales strategies.Working knowledge of research, promotion, and all current digital advertising programs.Ability to put needs of subordinates/team ahead of personal desires.Demonstrates strategic thinking beyond sales function for the development and advancement of the brand.Ability to work in a hybrid environment 3 days in Cleveland Office.
Preferences:B to B media sales experience a must.
This position is exempt under the Fair Labor Standards Act and is not eligible for overtime pay.
Pay Transparency Disclosure:The estimated base salary range for this position is $80,000 - $100,000. This position is also eligible for a commission plan in addition to base salary. The final salary offering will take into account a wide range of specific and relevant factors, including experience, accomplishments and location. The salary range provided should not be considered as a salary limit or cap. In addition to base salary, Crain also offers competitive benefits including retirement plan savings contributions and bonus opportunities based on individual and company performance.
Brand Overview:Entering its fourth decade of service to Northeast Ohio,
Crain’s Cleveland Business
is the preeminent source for news, analysis, commentary and data essential for top executives and business owners. Named Ohio’s best business publication several times,
Crain’s Cleveland Business
produces award-winning content online, in print, on social, podcasts, as well stages a robust collection of B-to-B events, from gala awards dinners to in-depth, topical breakfast gatherings. Its editors and reporters specialize in all major sectors of the region’s economy: real estate, manufacturing, healthcare, finance, government, law, higher education, and more. Busy executives and managers know they can rely on
Crain’s
to get business news that is simply not available from any other source in the regional market.
About Crain Communications:Crain Communications is a leading business news and information company with a portfolio of 24 media brands that provide indispensable coverage and data for professionals globally and across sectors, including advertising, automotive, finance, healthcare, staffing, and workforce solutions. Many of Crain’s brands are the most influential media properties in the industries and communities they serve, including Ad Age, Automotive News, Pensions & Investments, Modern Healthcare, Staffing Industry Analysts, as well as Crain’s regional business brands. For more than a century, our dedication to deep sector expertise and journalistic integrity has enabled us to provide trusted insights across all our platforms, empowering today’s business leaders to make industry-shaping decisions. To learn more about Crain Communications, visit crain.com.
Equal Opportunity Employer/Protected Veterans/Individuals With Disabilities:The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant.
#J-18808-Ljbffr