Sales and Marketing Director

Location: Bucks County, PA - Pennsylvania
Date Posted: 12-30-2017

 
Position Title: Sales & Marketing Director Date of Revision December 2017
EEO Job Classification: Exempt Dept: Sales
# of Direct Reports: 5+ Travel: 75-100% Bucks Co
Supervisor’s Title Publisher Location: Bucks County
 Summary
This role will lad and manage the support functions essential to sales productivity including planning, reporting, quota setting and management, sales process optimization, sales job design, sales training, sales program implementation, sales compensation design and administration, and recruiting and selection of sales talent.  Responsible to increase market share, sales revenue and profitability.  This role will also be responsible to delivering a specific book of business.  
Essential Duties and Responsibilities
  • Develops and implements strategic sales plans for the sales team to meet goals.
    Directs sales forecasting activities and sets performance goals accordingly.
  • Reviews market and analyzes market trends to determine customer needs, price schedules, and discount rates.  
  • Directs staffing, training, and performance evaluations to develop and control sales program.
  • Provides support, feedback and direction to sales force, including regular ride-along’s and mentoring sessions.
  • Directs channel development activity and coordinates sales distribution by establishing, with the publisher, sales territories, quotas, and goals.
  • Advises, through the advertising sales representatives, customers concerning sales and advertising techniques.
  • Assigns sales territory to sales representatives in consultation with the publisher. Analyzes sales statistics to formulate policy and assist dealers in promoting sales. Directs product simplification and standardization to eliminate unprofitable items from sales line.
  • Represents company at trade association meetings to promote product.
  • Delivers sales presentations to key clients in coordination with sales representatives. Meets with key clients, assisting sales representative with maintaining relationships and negotiating and closing deals.
  • Research, analyze, and monitor technological and demographic factors so that market opportunities may be capitalized on, while minimizing the effects of competitive activity.
  • Evaluate marketing and lead generation results.
  • Evaluate market reactions to advertising programs to ensure the timely adjustment of marketing strategy and plans to meet changing market and competitive conditions.
  • Maintains market intelligence database to examine, analyze, and compile statistical data.
  • Develop and assist in conducting surveys and focus groups to analyze market demand, purchasing patterns, preferences, and the organization's image and marketing effectiveness. Summarize and evaluate information received.
  • Stay abreast of current marketing-related industry literature across all relevant and related topics.
  • Liaison between sales department and other company departments.
  • Analyzes and controls expenditures of division to conform to budgetary requirements.
  • Develops and analyzes weekly sales reports showing sales volume, goals, potential sales, and areas of proposed customer base expansion. 
  • Utilizes current and historical data to identify trends and opportunities.
  • Conducts research and development of new media products to sell in conjunction with newspaper sales.
  • Monitors and evaluates the activities and products of the competition. 
  • Supervises administrative staff in developing a database of advertisers in competing publications.
  • Recommends or approves budget, expenditures, and appropriations for ancillary publications or web-based sales projects.
  • Other tasks and duties as assigned.
     
Supervisory/Management Responsibilities
Directly supervises employees in the Sales Department. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
  • Bachelor’s degree or equivalent; or four to ten years related experience and/or training; or equivalent combination of education and experience.
  • Current valid driver's license, auto insurance card required
  • Ability to read, analyze, and interpret common trade journals, financial reports, and legal documents. 
  • Ability to respond to common inquiries or complaints from customers, advertising agencies, or members of the business community. 
  • Ability to write proposals to customers that conform to prescribed style and format. 
  • Ability to effectively present information to top management and decision-makers, public groups, and/or boards of directors.
  • Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, and area. 
  • Ability to apply concepts of basic algebra.
  • To perform this job successfully, an individual should have knowledge of SCS AdMax system Accounting software; SCS AdMax system Contact Management systems; SCS AdMax system Database software; Facebook, Twitter, and other social media programs Internet software; Microsoft Office, including Excel Spreadsheet software and Microsoft Word or other Word Processing software.
           
 
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