Regional Sales Manager, USA/Eastern Region

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Job Description

Sales/New Business:
  • Work with key stakeholders at companies in North America to pitch and sell cross-platform content solutions and services from The New York Times Licensing Group. This will include handling traditional licensing deals (sales to publications) and "non-traditional" deals (digital-only content sites, brands, aggregators, etc.)
  • Determine market potential, identify prospects, lead sales calls, strategize on pitches, create strong proposals, negotiate deal terms, close and implement deals, handle follow-up and oversee management of all accounts. This includes communicating regularly with clients and prospective clients via phone and email to identify and anticipate their changing needs.
  • Travel regularly to visit with key clients and prospective clients face to face in a structured, professional way. This may include up to four weeklong trips per year. Organize trips for senior management when requested in order to maximize revenue growth and meet division's and clients' objectives.
  • Aggressively pursue new client bases and prospects to achieve revenue goals.
  • Ensure a consistent deal pipeline.
  • Set up meetings with key clients and senior management of the Licensing Group during visits and conferences.
  • Participate in regular regional team and global sales meetings and provide status updates of initiatives, share best practices with colleagues and initiate conversations as needed to resolve any outstanding issues.
  • Regularly update Salesforce and other relevant databases.
  • Supports director on various content-licensing initiatives and operational process improvements as required to help department meet its goals.
  • Provide excellent customer service to current, longstanding clients.
  • Oversee additional sales projects/initiatives as directed.


Strategy/ Business Development:
  • Work with the region's sales director to develop and implement sales strategy. Recommend new revenue growth potential by identifying new product opportunities, surveying customer needs and trends, tracking competitors, and researching and analyzing marketplace trends.
  • Work with region's sales director to facilitate efforts with stakeholders (editorial development, marketing and contract operations) on specific deals to ensure consistent business practices and to support long-term deal success.
  • Represent the Times at select conferences.


QUALIFICATIONS AND EXPERIENCE:

The ideal candidate will be a highly motivated, integrity-driven sales professional who approaches potential customers with the aim of winning new business, as well as maintaining good relationships and NYT values.
  • Demonstrated ability to work independently and demonstrates strong territory management skills.
  • Solid understanding of the media industry - specifically newspapers, magazines, and digital players.
  • Knowledge of digital content uses and content-marketing strategies is preferred.
  • Media sales experience with a proven record of creating and maintaining effective relationships with newspapers, magazines, web publishers and/or other key online platforms.
  • Regularly reviews own sales performance, aiming to meet or exceed goals.
  • Demonstrated experience in prospecting and growing client lists with a proven track record of revenue growth and meeting sales goals.
  • Must be able to research and analyze the marketplace and identify trends and new business opportunities that translate into solid prospects.
  • Demonstrated ability to maintain and grow existing relationships with both large and small accounts.
  • Excellent verbal and writing communication skills in English.
  • Motivated self-starter who updates job knowledge by participating in product training, educational opportunities, reading professional publications, maintaining personal networks.
  • Excellent relationship-building skills and the ability to work effectively in a dynamic small-team environment.
  • Proficient in Microsoft Office applications (Word, Excel, PowerPoint) and sales and database management tools (i.e., Salesforce)
  • 4+ years of industry-related sales.
  • Agency experience a plus.


Benefits and Perks:
  • Make an impact by supporting our original, independent and deeply reported journalism.
  • We provide competitive health, dental, vision and life insurance for employees and their families
  • We support responsible retirement planning with a generous 401(k) company match.
  • We offer a competitiveparental leave.
  • We are committed to career development and ongoing learning, and provide employees $8,000 annually for tuition reimbursement.
  • We have frequent panel discussions and talks by a wide variety of newsmakers and industry leaders.
  • Join a community committed to the richness of diversity, experiences and talents in the world we cover, supported by a variety of employee resource groups.

#LI-AM1

The New York Times is committed to a diverse and inclusive workforce, one that reflects the varied global community we serve. Our journalism and the products we build in the service of that journalism greatly benefit from a range of perspectives, which can only come from diversity of all types, across our ranks, at all levels of the organization. Achieving true diversity and inclusion is the right thing to do. It is also the smart thing for our business. So we strongly encourage women, veterans, people with disabilities, people of color and gender nonconforming candidates to apply.

The New York Times Company is an Equal Opportunity Employer and does not discriminate on the basis of an individual's sex, age, race, color, creed, national origin, alienage, religion, marital status, pregnancy, sexual orientation or affectional preference, gender identity and expression, disability, genetic trait or predisposition, carrier status, citizenship, veteran or military status and other personal characteristics protected by law. All applications will receive consideration for employment without regard to legally protected characteristics. The New York Times Company will consider qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local "Fair Chance" laws.