Director, Regional Sales
SaltWire Network is Atlantic Canada’s largest integrated media company. We connect Atlantic Canadians with local stories to provoke thought and action for the betterment of our communities.
SaltWire’s media assets include the major daily newspapers in Atlantic Canada such as The Chronicle Herald, The Guardian, and The Telegram. It also operates the most visited Atlantic Canadian-owned news site – SaltWire.com. Owned and operated by Atlantic Canadians, SaltWire is a fully multi-platform media company with a very loyal consumer following and a long-term perspective. SaltWire’s 500 direct employees and nearly 2,000 contractors ensure it remains Atlantic Canadian’s essential source for reliable and trusted information.
We are currently looking for a Director, Regional Sales to join our team. The Director, Regional Sales will be responsible for leading and developing a sales team dedicated to providing comprehensive media solutions to businesses. You will identify and understand market potential, develop and execute sales strategies across multiple platforms, including digital, mobile, targeted niche publications and the core newspaper. You will motivate others internally and externally about our continuing evolution as a multi-media communications company. The Director, Regional Sales is responsible for overall productivity and effectiveness of the sales teams and for maintaining existing business and developing future growth opportunities.
Core Responsibilities:
• Provide daily management, leadership, guidance, and ongoing motivation to direct sales team (account executives and where required, sales leadership team) to achieve the overall sales goals and objectives.
• Oversee, evaluate, and monitor the activities and performance of the sales team, ensuring that all account executives are meeting or over achieving on activity and revenue targets.
• Work with the account executives and sales leadership team to develop creative solutions tailored to clients’ needs as well as overcoming barriers within their territories – including structuring deals, accessing senior decision makers, providing guidance on issue resolution, etc.
• Develop and manage the sales pipeline and work with the CGO and CFO to forecast monthly, quarterly, and annual sales volumes and profits for existing and new products.
• Train and develop a sales force on the principals of planning their day-to-day call cycle, including prospecting and consultative selling. Onboard and train new sales consultants in collaboration with other team members.
• Work with your team to increase customer base and revenue by targeting, acquiring, and retaining clients.
•Work with key advertisers to develop successful, mutually beneficial relationships; coach sales managers.
• Represent and champion our brand through networking and community involvement.
• Provide the CGO with weekly/period revenue forecasts for the direct sales team as well as the development of ‘Gap Planning’ in months where early forecasts are less than targeted.
• Work with the CGO in the development and implementation of annual sales revenue targets and plans.
Essential Skills and Attributes: • Bachelor’s degree in marketing, advertising, OR equivalent combination of education and experience. • Minimum 3-5 years proven record of leading sales teams to success in a goal-oriented organization. • Exceptional negotiation skills and ability to influence others. • Dynamic, motivating, and team-oriented with an internal drive to continuously hit goals and deadlines; proactive mentality with curiosity and desire to learn and grow. • Creatively-minded with a desire to find solutions and overcome hurdles. • Ability to galvanize internal teams and bring them on board with a new program or offering. • Empathetic and interested in others, with a desire to learn more about their needs and a genuine want to help improve customers’ experiences. • Open minded, willing to learn, and comfortable with continuously changing opportunities and priorities. • Excellent organizational skills and analytical skills, including proficient PC skills in Microsoft Office and a CRM. Job Types: Full-time, Permanent Salary: $75,000.00 per year Benefits: • Casual dress • Company pension • Dental care • Disability insurance • Employee assistance program • Extended health care • Life insurance • On-site gym • On-site parking • Paid time off • Vision care Schedule: • 8 hour shift • Day shift • Monday to Friday Supplemental pay types: • Bonus pay Experience: • sales team leadership: 3 years (required) Ability to Commute: • HALIFAX, NS (required) Work Location: In person