Client Sales Executive (London)

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Job Summary

Reference 4Sal0084
Location Channel 4, 124 Horseferry Road, London, SW1P 2TX
Salary Competitive 
Hours 37 per week
Closing Date 23 January 2020 at Midnight

Job Title: Client Sales Executive
Department: Sales
Location: London

JOB PURPOSE
To support the Senior Client Sales Lead & and the Client Sales Lead in the creation and management of the client engagement strategy for the nominated integrated
agency & client sales group. The strategy has three main sections;

1. Retain, Grow/ Extend. Focus on top 150, 4Sales Linear/ VOD spenders
2. New or lapsed. These are social (D2C/ disruptors) and OOH/ radio/ print etc targets
3. Collaboration. This is both internal and external

Reports to the Client Sales Lead

KEY RESPONSIBILITIES
• Working within one of the London based integrated Agency & Client teams to support the Senior Client Lead and Client Lead and to help deliver the client
engagement strategy for the group that maximises revenue (and share)
• Support the team by Lead Sourcing New to TV clients and helping to create compelling Sales collateral and case studies
• Work closely with internal teams ie Digital/ Partnerships/ Content to help extend spend from existing advertisers
• Build a set of client relationships, likely to be Marketing/Brand Manager and Media Manager level, that facilitates discussions that related to business
outcomes and not just media briefs
• Collaborate with the other Client Sales Execs, to share knowledge, skills and approach to positively influence the wider dept. client strategy
• Work closely with the Advertising Research & Development team to research categories and clients to support the group strategy
• To share all relevant information and insight to ensure the Group meets its financial, creative and customer serviced objectives and KPIs
• Be the day-to-day contact for Commercial Marketing in ensuring that there is effective CRM database and engagement strategy for the Group’s clients (and
nominated categories)

ESSENTIAL EXPERIENCE AND SKILLS

Technical & Professional Skills
• Will need to have a proven media sales track record and thrives in business development
• Experience of selling to media agencies is essential
• The role requires a good understanding of broadcast and creative solutions is desirable
• A background in digital is desirable
• Experience of analysing data/ working with Econometric or attribution tools is desirable
• Experience of selling to clients direct is desirable
• Experience and understanding of brand planning, marketing and advertising is desirable
• Experience of working with direct to consumer (D2C) brands is desirable
• Seeks out new challenges and enjoys building new relationships, confident in networking in a past paced environment
• Job holder must be a confident presenter
• Competent in power point to create and maintain client sales presentations and collateral

Autonomy/Judgement/Decision Making
• Self-motivated and enjoys working in a small team
• Able to propose new ideas and processes without the involvement of others

Managing Resources
• The role has no direct reports
• Utilises the full resources of the agency & client sales team matrix to maximise impact, effectiveness and revenue
• The role requires proven organisational skills, collaboration and team work

Relationship Management
4 Sales & Channel 4:
• Be a real team player, putting the success of the team (both group and client sales team)
• Develop and sustain strong relationships across the wider team and channel (as required)
Externally:
• Support the team in developing excellent and long-term relationships with nominated clients and their relevant contacts in their agency client teams
• Be comfortable dealing up to Manager level

Complexity/Problem Solving
• Support as directed by the Client Sales Lead the cross matrix, client vertical strategy project management
• Job deliverables include the creating presentation materials and pre-briefing notes as directed
• Partner the Agency Lead (and senior team) to maximize all commercial opportunities for 4 Sales

Success Criteria
• Revenue and share performance as per the group strategy
• Conversion of new to TV targets from the nominated sales group
• Vertical (category) performance as per the wider 4Sales strategy and objectives
• Volume and value of client relationships, as measured by formal and informal feedback (e.g., NPS) for the nominated sales group
• Creative success, Media Week, Campaign, IPA Effectiveness and Cannes Lions (short-lists and wins) for the nominated sales group

Full Role Description


Further information

Celebrating diversity is at the heart of Channel 4's purpose both on-screen and off-screen. Being different is therefore at our core - and we know that recruiting talent from diverse backgrounds encourages our workforce to be vibrant, creative and think differently. Our goal is also to be truly reflective of the makeup of society and we actively recruit from groups that are under-represented in the media sector. So we welcome difference be it ethnicity, religion, age, gender or gender identity, sexual orientation or disability.

We have won awards from Stonewall for our work on screen and in the workplace, we are a member of the Business Disability Forum, and we are signed up as a Disability Confident employer with the Department of Work & Pensions. Channel 4 also won the company National Diversity Award - 2016. At the end of 2016 Channel 4 was awarded the National Equality Standard by EY, the only company ever to be placed at the highest level 'Institutionlised Inclusion'.

We understand that disabled people might have concerns about being discriminated against if they declare their disability when applying for a job. If that's you then don't worry - we will judge you on your abilities and fit against the job description. We are happy to discuss with you any adjustments you need to give you a level playing field during recruitment and then, if you're made an offer, we can then discuss with you the adjustments you might need to get on with the job and develop your career. Furthermore we can offer a guaranteed interview to any disabled applicant who meets the essential skills or experience listed above.

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