Feed & Grain is currently looking for an Agrifood Sales Manager for its brands.
SUMMARY
Responsible for B2B account management of marketing communication programs, digital advertising, digital event sponsorships and magazine display advertising.
ESSENTIAL DUTIES AND RESPONSIBILITIES
- Plans and sells digital/magazine advertising and solutions to B2B clients including website banner ads, native advertising programs, audience extension programs, audience targeted messaging, eblasts, white paper programs, e-newsletter advertising, webinar sponsorships, marketing services, video programs, live and digital event sponsorships and magazine display advertising.
- Develops sales strategy for all accounts utilizing Sales Enablement methods including pipeline management with specific value messaging to increase sales revenues.
- Creates customized proposals and sales presentations to support the sales objectives with industry information and value messaging options designed to provide individualized program for prospects and clients.
- Meets bi-weekly or as needed to discuss annual revenue forecasts for print, digital/on-line, event sponsorship, special projects, and all other related products.
- Establishes goals and objectives to increase page and revenue share with assigned accounts
- Participates in developing and contributing to value messaging for all products and services.
- Updates CRM system with information from client contact such as call reports, contact reports and communication whether they occur in-person or remotely.
- Develops monthly plan for account coverage via in-person travel, attending industry meetings in person or remotely to maintain a consistent open dialog with clients and prospects.
- Maintains complete and accurate pipeline information in NetSuite to provide continual sales projections for assigned accounts.
- Maintains and update complimentary and promotional mailing lists as well as maintain sales aids, market, and media information, and in order to make effective use of them in sales dialog with clients and prospects.
- Prospects on a consistent basis to build an actionable pipeline by reading competitive magazines, attending industry trade shows and meetings, and accessing online tracking tool MediaRadar
- Provides the Director of Global Agrifood Sales with ideas and competitive data on market and advertiser conditions as requested in connection with publication planning, sales strategy, sales presentations, and account base strategy.
- Keeps accurate and up-to-date advertising and promotion records in Netsuite (CRM) for all assigned accounts and prospects.
- Maintains consistent customer service correspondence, conduct closing sales efforts and coordinate with production the retrieval of client materials as needed.
- Maintain travel expenses within budget and submit expenses within two weeks of business travel via Expensify.
- Prepares travel plans, in advance of each business trip, and send to Director of Global Agrifood Sales for approval.
- Assist Accounting/Accounts Receivable department with credit and collection matters and consult with the Director of Global Agrifood Sales on steps to be taken.
- Works with Editors on providing editorial support (product/press releases, etc.) for clients and any editorial opportunities that may be appropriate. Keep Editor(s), Director of Global Agrifood Sales informed on subjects and issues of current interest to the industry.
- Collaborates with other departments of the Company and other members of the sales force in a professional manner to help achieve the overall company objectives.
- Develops relationships with industry, trade, and professional groups as necessary in order fulfill Company objectives.
SUPERVISORY RESPONSIBILITIES
None
EDUCATION and/or EXPERIENCE
Bachelor of Science, Bachelor of Arts Degree with emphasis in Business, Marketing, or Advertising.
KNOWLEDGE AND SKILL
Minimum five years direct sales experience – Marketing/Advertising/Communications with direct experience and knowledge of digital products and terminology, live and digital event sponsorships sales and magazine ad sales.
Proven record of account development and revenue goal attainment.
Proficiency in Microsoft Office software programs (PowerPoint, Excel, Microsoft Word, Outlook) Microsoft Teams, Zoom, GoToMeeting, NetSuite, Trello, Yammer, Bamboo, and other programs as required to fulfill the responsibilities of the position.
PHYSICAL REQUIREMENTS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to:
· Communicate with internal and external customers, face-to-face and on the telephone and correspond by using voice, email or letter/memo.
· Sit, stand, bend and stoop.
· Travel approximately 30% domestic, international travel to manage accounts.
WORK ENVIRONMENT
- The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Results-Only-Work Environment (ROWE). Works in virtual team environment where culture, distance, time and language are considerations to effective working relationships.
- Works from home office
- Works from Rockford office, clean, well-lighted area with access to up-to-date technology and equipment.
WORKING RELATIONSHIPS
Internal – Works with all WATT staff
External – Current and potential clients, vendors, suppliers, others as needed.
