Sales Director - B2B Media - Technology Industry

Company: EnsembleIQ
Location: Chicago
Posted on: September 3, 2024

Job Description:

This is a remote role that can be based anywhere in the United States
Honored as the Best Company for Career Growth, Best Leadership Teams, and Canada's Best Employers For Recent Graduates by , EnsembleIQ is the premier resource of actionable insights and connections powering business growth throughout the path to purchase. We help retail, technology, consumer goods, healthcare and hospitality professionals make informed decisions and gain a competitive advantage. EnsembleIQ delivers the most trusted business intelligence from leading industry experts, creative marketing solutions and impactful event experiences that connect best-in-class suppliers and service providers with our vibrant business-building communities. Learn more at .
About the Brand: (HT) is a business-to-business media brand serving the needs of the multi-unit restaurant and hotel technology ecosystem. HT helps restaurant and hotel operators stay educated on emerging technology news and trends, and find technology solutions that meet their business needs. HT's portfolio includes its robust news website (); benchmark research and education; social media channels; and four annual conferences, including MURTEC, dubbed the "gold-standard" event in restaurant technology. HT is also the official media outlet of the Restaurant Technology Network (), a membership community for foodservice operators and technology companies.
About the Role: Seeking a B2B media sales leader with expertise in driving revenue across a portfolio of digital media, B2B events, and membership to sophisticated media buyers. The ideal candidate will have experience selling consultative media and marketing programs to technology solution providers. You will meet or exceed an annual sales goal by utilizing a consultative or needs-based selling approach to connect with key clients and stakeholders, providing them with solutions to business growth and marketing challenges. You will creatively develop and sell strategic and integrated B2B media programs across membership, digital media, events, research, and custom content while diligently forecasting and building a robust pipeline with Publisher direction and oversight.
Key Responsibilities

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• Utilize consultative or needs-based selling approach to connect with key clients and stakeholders, providing solutions to business growth and marketing challenges;
  
• Conduct productive, consultative client meetings, prioritizing in-person engagement with clients, following up via video when appropriate;
  
• Creatively develop strategic and integrated media programs across the brand portfolio: membership, digital media, event sponsorships/exhibit space, custom media, research;
  
• Create proposals and sales presentations, present those materials to clients, and close deals;
  
• Work with internal production and execution teams to ensure client success on closed programs, including presenting program results to clients and identifying ongoing opportunities for upsell;
  
• Accurately forecast, projecting monthly and quarterly revenue, while developing robust pipeline to achieve goals, continuously updating Launchpad CRM with latest opportunity, client and pipeline attribution data (weightings, outreach, all client communication, notes);
  
• Attend key brand and industry events to develop new business and manage existing client relationships, creating and activating an outreach plan for each such event-booking and following through on meetings and event participation commitments;
  
• Deliver quarterly territory development presentation to publisher, including documentation of meetings that have taken place with new clients, sales that have been closed-and executed-and a go-forward strategy to achieve goals;
  
• Meet or exceed annual sales goal, while clearly understanding and documenting gained and lost business in territory, and a plan to manage churn in territory;
  
• Understand latest outreach, sales calls, meeting and new business development best practices, defining and achieving KPIs around them with direction from publisher;
  
• Forecast churn, uncover new business, and grow existing client business;
  
• Develop deep understanding of assigned brands and products, audience position, competitive set, and points of differentiation;
  
• Perform as a team player on internal calls across brand and shared services teams;
  
• Be comfortable creating and delivering presentations to the client;
  
• Continuously keep up-to-date on client, company and industry intelligence.
  
  Minimum Qualifications
  
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  • 6+ years success in selling B2B integrated media solutions for business growth and marketing challenges to industry suppliers, technology providers, and solution providers, with emphasis on investments in membership programs, digital media, and events/tradeshows;
    
  • Experience in selling membership programs, with the ability to communicate soft ROI metrics;
    
  • Exceptional track record of exceeding sales targets, selling integrated programs including digital and event sponsorships, and managing complex client relationships;
    
  • Demonstrable record of strategic, consultative selling across multiple platforms, with proficiencies in building pipeline, prospecting, and managing existing business;
    
  • Adaptability to authentically connect with and understand varying businesses and people;
    
  • Ability to address and successfully overcome objections during sales process;
    
  • Highly organized; exceptional follow through; strong verbal and written communications;
    
  • Proficient in digital analytics and able to communicate performance to clients;
    
  • Proficiency in best practice, disciplined, consistent and thorough use of digital CRM tools;
    
  • Bachelor's degree;
    
  • Travel up to 30% of time; available to as needed attend events.
    
    Check out what it's like to work at EnsembleIQ.
    EnsembleIQ is an equal opportunity employer and committed to diversity and inclusion. We provide accommodations at all stages through recruitment and employment in accordance with Human Rights and accommodation legislation upon request.
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Keywords: EnsembleIQ, Chicago , Sales Director - B2B Media - Technology Industry, Sales , Chicago, Illinois