The Economist

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Senior Business Development Manager, Content Solutions/ Integrated Sales

Senior Business Development Manager, Content Solutions/ Integrated Sales

ID 
2017-4108
Job Locations 
JP-Tokyo
Function  
Sales/Business Development

More information about this job

Introduction

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The Economist Group is the leading source of analysis on international business and world affairs. We deliver our information through a range of formats, from newspaper and magazines to conferences and electronic services.


This is a senior business development manager role with responsibility for aggressively driving The Economist Group’s business in Japan across multiple revenue streams.  The key objective is to meet and exceed revenue targets for our content solutions business and integrated programme sales across thought leadership, events, and advertising.


We are looking for a highly-strategic individual who is comfortable having a consultative discussion with middle to senior ranking executives across multiple industries. You should possess the intellectual skills and experience needed to understand and interpret their business marcom strategies, objectives and KPIs, and provide the optimum Economist product solution, working closely with other departments, notably the editorial team of the content solutions unit.   In addition, you will work closely with The Economist’s advertising sales agent in Japan to grow print and digital advertising revenue and ensure that The Economist’s suite of products is top of mind among advertisers seeking to reach an influential business audience.

 

A key skillset is the ability to understand the story a client wants/ needs to tell; and to help strategise ways in which The Economist Group can help the client tell that story in a compelling way for the target audience and in a way consistent with our editorial quality and guidelines. This means understanding intellectually the content and recognizing the impact for, and value to, the target audience.

 

Since solutions are driven by client need, the ability first and foremost to understand that need and then to provide the optimum product solution will be the key to success.

 

Accountabilities

In the role you would be expected to:

 

Content Solutions, Integrated Sales and Advertising

Personally drive & meet or exceed content solutions / integrated sales targets. Overseeing the advertising sales targets for Japan, The Economist Print/Digital/Online, The World-In and Intelligent Life

  • Work with editorial and other teams to create and propose content-led integrated packages (that will involve any combination of content, events and advertising)
  • Work collaboratively with editorial team and other business units to achieve targets and create new opportunities
  • Maintain and grow existing relationships with clients/agencies and liaise with colleagues in other offices
  • Develop new business
    • Through monitoring competitive media for sales leads
    • Through identifying key clients, creating and implementing a communication/sales strategy to win their business
    • Grow and maintain a healthy pipeline of prospective new opportunities and update these in salesforce.com as they progress through the sales cycle

 

Reporting/Communication:

  • Join and contribute in weekly Sales meetings
  • Monthly plan and review
  • Keep customer and prospect records timely and accurate on Salesforce.com
  • Provide and achieve reliable monthly sales forecasts and provide weekly updates of any significant changes

Experience, skills and professional attributes

To succeed in the role you must have:

  • A Bachelor degree holder in economics, business or Asian studies (preferred)
  • Minimum 5 years of regional business to business sales experience and/or advertising sales experience with a consistent record of exceeding targets
  • Experience in media and advertising sponsorship sales with a strong background in digital advertising
  • Familiarity with targeted high level sponsored activities and ability to  articulate the concept of thought leadership as a marketing strategy
  • Strong general business, political and current affairs knowledge. The ability to converse and ask questions around a broad range of topics will increase the success of this role
  • An understanding of the workings of advertising and media agencies is an advantage
  • IT literate (Word, Excel, PowerPoint, SalesForce)
  • Specific software packages or other technical IT skills
  • Strong Japanese and English language ability
  • Proven ability at consultative selling and relationship management

You will be able to demonstrate: 

  • Excellent communication skills with a strong presence, good presentation skills and rapport with clients of various levels of seniority
  • Proactive approach to creating customer focused packages from a portfolio of products
  • Ability to spot and exploit commercial opportunities for the Group and to take part in product/idea development process
  • Ability to develop and manage a pipeline of business
  • Business maturity, self-starter qualitites with the drive and determination to succeed
  • Independence and resourcefulness, but committed to being a team player
  • Excellent organisation and time management skills to meet target deadlines with minimal supervision and ability to cope well under pressure


If you
would like to apply for this position, please submit your CV with a cover letter and current/ expected salaries to us.  

 

We regret that only shortlisted candidates will be notified. 

 

The Economist Group values diversity. We are committed to equal opportunities and creating an inclusive environment for all our employees. We welcome applicants regardless of ethnic origin, gender, religious beliefs, disability, sexual orientation or age.