Regional Sales Director, Media

ISS STOXX•New York, NY

4d•Hybrid

About The Position

ISS Media is seeking an ambitious, high-energy, and self-motivated salesperson to excel in a results-focused role utilizing a consultative sales process. The ideal candidate will be a team player who can leverage existing networks to sell B2B brands: PLANSPONSOR, PLANADVISER, and CIO. This position, based in New York City, reports to the Commercial Director. The role involves managing and growing revenue with existing clients, filling the sales pipeline with new prospects, and achieving a revenue target. The salesperson will act as a visible advocate for the brands within their territory, adhering to core values of Integrity, Collaboration, Clients, Empowerment, and Flexibility.

Requirements

At least 4-8 years of successful media sales experience managing national accounts.
Strong background working with financial institutions in the B2B space.
Proven experience prospecting and developing new business.
Proven experience 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.
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 a fast-paced environment.
Team player who works well with colleagues, support teams, and other company departments.
Salesforce or comparable CRM system expertise.
Strong negotiation, influencing and account management skills.

Nice To Haves

Knowledge of the rapidly changing digital space and the demands of 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 the financial category and the industry's needs.
A strong working knowledge of the institutional retirement space.

Responsibilities

Cultivate strong relationships through a consultative sales process.
Manage a 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.
Travel regularly to meet with clients and attend ISS Conferences.
Effectively and accurately manage the sales pipeline in Salesforce to facilitate teamwork and management reporting.
Conduct a regular schedule of client meetings per week, including face-to-face meetings, video presentations, group conference calls, and negotiations.
Understand customer needs/objectives and develop and deliver winning cross-platform programs and proposals for successful advertising partnerships.
Collaborate with the Commercial Director to grow the active account list, create new revenue opportunities, and consistently meet and exceed 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.
Maintain a presence at industry associations and events and a visible presence in the financial advertising community.