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Team Lead, Digital Media Sales

About the department

To establish iCar Asia as the leading Automotive Media company in Malaysia by championing our products in market and providing digital education and innovation to the industry, advertising agencies & clients.  Grow revenue across multiple platforms, increasing market share from other forms of media and our competitors.

About the job

Responsible in assisting the Head of Department in creating and executing the iCar Media Sales strategy and for the proactive leadership and coaching of a high-performing sales team to deliver outstanding revenue achievements across iCar Asia’s digital portfolio.  The job holder will create innovative solutions to generate greater revenue opportunities from clients and agencies and will ensure we consistently over-deliver on client expectations.  This means being 100% hands-on and personally servicing certain agencies or clients as required.

 

Who are we looking for?

Sales Leadership & Management

  1. Execute the sales strategy
  2. Provide sales tools and implement robust operational processes to ensure the Sales strategy is executed correctly
  3. Create and execute innovative solutions strategies to achieve success of overall sales strategy
  4. Achieve sales targets consistently, always striving to overachieve
  5. Manage sales pipeline effectively, ensuring accurate and timely reporting and forecasting

Market

  1. Co-ordinate the negotiation process for large client contracts with personal involvement as required for successful outcomes
  2. Ensure responses to client or campaign briefs are timely, solution-oriented and innovative
  3. Take personal ownership and responsibility for delivering an outstanding level of service to our clients and advertising agencies and ensuring customer satisfaction
  4. Champion our brands to the market
  5. Seek market intelligence and provide clear and well-evidenced feedback to the business on a regular basis

Stakeholder Management

  1. Establish and build close relationships with senior stakeholders at agency and direct client level, acting as a brand ambassador at all times.
  2. Work collaboratively with Operations to ensure all campaigns are delivered on time and to specification
  3. Work closely with other teams i.e. Consumer & Editorial, Marketing, Ad Operations, Product to ensure we deliver the most innvotive solutions to clients

Team Development and Culture

  1. Pro-actively manage the team and their KPIs to drive optimum performance of individuals and the team
  2. Provide on-going training for Account Managers in sales processes, negotiation, presentation skills, digital etc
  3. Ensure Account Managers are as equipped as possible to achieve their KPIs and that pipelines updated weekly
  4. Continually monitor the output of the sales team (proposals, strategy documents etc.) to ensure the highest standards of quality are maintained
  5. Lead from the front by actions, not words, to inspire and demonstrate desirable behaviour and standards across the team

Essential knowledge, skills and abilities:

  • Marketing and/or business-related degree
  • Existing excellent contacts and strong relationships with KL media agencies
  • Strong, broad digital media experience (likely 3 years +)
  • Solid, demonstrable people management experience (likely 5 years +)
  • Excellent offline media experience in senior sales or sales management (likely 5 years +)
  • Experience managing complex, high level contract negotiations (to a 7-figure level)
  • Experience and understanding of direct and advertising agency sales disciplines
  • In-depth, well-evidenced knowledge of advertising processes and strategies
  • IT- and internet-literate, especially in web research, MS Office applications (Advanced Excel) and sales-specific software
  • Strong numeracy with practical experience of data reporting & analysis
  • Excellent organisation, time management and communication skills

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