Regional Sales Director

Media comprises a highly regarded set of publications, digital assets, and research known for their editorial integrity, objectivity, and leadership within the industry as well as a conference business in the retirement segment. PLANADVISER is the trusted information and solutions resource for America's retirement benefits decision-makers while PLANSPONSOR is dedicated to helping employers navigate the complex world of retirement plan design and strategy. Chief Investment Officer, meanwhile, delivers insight to institutional chief investment officers and other key investment decision makers at the worlds' largest public and corporate pensions, sovereign wealth funds, endowments and foundations, insurance funds, health care organizations, family offices, and defined contribution plans.

ISS Media is looking for an ambitious, high-energy salesperson that is self-motivated and driven to be the best. A results-focused mindset is paramount to achieving success in this role, along with a consultative sales process. The ideal candidate will be a team player who can successfully leverage her or his existing networks to sell our B2B brands: PLANSPONSOR, PLANADVISER and CIO. This position is located in our New York City location and report to the Commercial Director. The salesperson will manage and grow revenue with existing clients and fill the sales pipeline with new prospects while being responsible for a revenue target of approx. $2.5MM. As a visible and vocal advocate for our brands in their territory, adherence to our core values (Integrity, Collaboration, Clients, Empowerment, Diversity, Flexibility) is a must.

Responsibilities include:

• Cultivate strong relationships through a consultative sales process. Geographic territory with accounts in six north-eastern states (New York State, Connecticut, Massachusetts, Rhode Island, Vermont, New Hampshire, Maine), and shared responsibilities in New York City. Expect to travel regularly to meet with clients (when able). Will be required to travel to ISS Conferences during the year.
• Effectively and accurately managing sales pipeline in Salesforce to facilitate teamwork and management reporting.
• Regular schedule of client meetings per week, including face to face (when it is again possible), video presentation, group conference call, negotiations.
• Understand customer's needs/objectives and develop and deliver winning cross-platform programs and proposals that lead to lasting and commercially successful advertising partnerships.
• Work with the Commercial Director to grow active account list, create new revenue opportunities, and consistently meet and exceed monthly, quarterly, and annual sales goals.
• Utilize ISS Media's Salesforce CRM tool to manage all business activity.

• Prospect and identify new sales opportunities.

• Maintain a steady stream of outgoing emails and phone calls to prospects weekly.

• Presence at industry associations and events and a visible presence in the financial advertising community.

Requirements:

• 10+ years of successful media sales experience managing national accounts with a strong background working with financial institutions in the B2B space.

• Proven experience prospecting and developing new business as well as managing and growing existing business.
• Experience achieving all sales goals through a focused and strategic approach to sales.
• Experience in cross-selling digital, print, video, research, and event products.
• Experience creating programs and partnering in a consultative sales process with customers as they grow and market their business.
• Established relationships at asset management clients and agencies in the B2B space.
• Experience developing custom content programs, with an emphasis on native media.
• Experience presenting to agency contacts as well as senior marketers at asset managers.
• Experience identifying, cultivating, and converting prospects into clients.
• Strong and effective written and verbal communication skills.
• Outstanding presentation and listening skills.
• Organized, multi-tasker who thrives in fast paced environment.
• Team player who works well with colleagues, support teams, and other company departments.

Strongly preferred:

• Know the rapidly changing digital space and the demands of dealing with various campaign implementations.
• Experience working in a team-based sales organization (account splits).
• A deep passion for building value for customers.
• An adaptive and consultative customer engagement approach.
• Proficient in Word, Excel, PowerPoint, and Salesforce.
• Passion for selling and being in front of clients.
• Contacts at both client and ad agency level.
• Understanding of the financial category and it's needs.
• Strong negotiation, influencing and account management skills.
• Salesforce or comparable CRM system expertise.
• A strong working knowledge of the institutional retirement space.

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ISS is an Equal Opportunity Employer and complies with the Veteran and Disability Acts.