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SWR (South West Rail) Sales Executive

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About the Role

Following the recent win of SWR’s business, our high performing Exterion Media Local (EM Local) team created this new role to help helping deliver our revenue targets for our high-profile partner.  Along with being an integral member of both our Manchester and wider UK EM Local Sales team, you will have the opportunity to use your super sales skills to win SWR focused business and achieve commission.  Your target audience are clients spending up to £5,000 per transaction which frees up our Account Managers to focus on client orders of over £10,000.  

EM Local has ambitious plans to grow to £60 million by 2020 and part of the plan to deliver this focuses on development within the teams of ‘home grown’ talent.  We are proud of developing our colleagues and this role is a fantastic opportunity as your first step in our high performing EM Local Sales team.  Success in this role may see you progress on to an Account Manager role in our UK business.  This position combines fun and challenge in a successful digital media business powered by data. We endeavour to hire the best talent on the market and have a team of sales specialists who are here to help you along your career journey with us!

Accountabilities  

  • Deliver the weekly, monthly, quarterly and annual targets for the SWR business through a range of sales techniques from cold calling (around 70%) to management of accounts (20%) and administration (10%).
  • Manage all incoming calls for clients interested in advertising on SWR, dealing with them directly or passing on to the relevant Account Manager if necessary.
  • Enter relevant information into Sales Force in a timely manner logging all details in a timely and efficient way.
  • Process client orders and manage expectations professionally and effectively.
  • Deliver regular report updates to Telemarketing Manager and your Account Managers.
  • Build positive relationships with the Telemarketers and Account Managers in other regions to create good team spirit.  
  • Network positively and collaboratively with other functions across EM, such as Design, Production, Marketing and Operations, as this is crucial for internal operational success.  
  • Analyse data and prepare basic sales presentations efficiently and effectively.
  • Maintain a proactive knowledge of all lead generation communication/mailers and follow up on them to enhance your clients’ experience and maximise revenue.
  • Actively research the local market and press to generate conversions from competitive media (predominantly local press).
  • Maintain all administration around your accounts professionally and efficiently.
  • Contribute to the team spirit of the Manchester Sales Team and to take on other accountabilities as reasonably required by the business.

What we look for in the individual

  • Displays customer service excellence and understands how to deliver the best to each client
  • Exceptional phone manner with all clients 
  • High levels of enthusiasm and intelligence
  • Strong literacy and numeracy to deliver regular reporting and build familiarity with numbers
  • Highly results driven to achieve targets and displays passion for achieving
  • Thrives in a fluid, changing and busy environment
  • Team players who work for the company strategic goals
  • Demonstrates commitment to both the company, its clients and the role
  • Maintains strong activity levels
  • Displays a positive and constructive approach in all situations
  • Excellent organisational skills as this role requires you to keep many plates spinning
  • Highly resilient and a great self-starter
  • Adapts to meet the changing needs of the advertising industry
  • Strong Microsoft Office knowledge including Excel, Word and Outlook

Exterion Media Competencies

Effective Communication

  • To articulate a clear message and persuade and influence others to gain support for ideas or actions in the best interest of the organisation. To understand one’s audience and to adapt a message or presentation to that group to achieve support and results.
Client Partner Focus

  • To work with internal and / or external clients and partners to understand their priorities and success measures. To build positive relationships, looking for win-win solutions to drive growth and performance for the good of the organisation. 
Collaboration

  • To understand, respect and respond to others priorities and needs, working in partnership to achieve best outcomes that benefit the organisation. To break down barriers and overcome obstacles, recognising other departments as internal customers and identifying ways to share information to achieve desired results.  

Results Driven

  • To set standards and goals for self and others that will result in achieving and exceeding expectations. 

Our Development Plan for you

  • Full training and coaching support for the first 12 months
  • Broader understand of our products and offerings
  • Growing knowledge of wider Media Market, specifically Out of Home (OOH)
  • Better insight of competitive media measurement tools
  • Exceptional sales technique and methodology
  • Opportunity to develop into an account manager seat 

Experience

  • Strong track record of achieving targets in telesales 
  • Knowledge of the sales lifecycle and as cold calling is a large part of this role, we are ideally searching for someone who has experienced this before
  • Ideally familiar with Sales Force or an equivalent sales order processing tool