Sales Enablement Executive
The Drum, United Kingdom
Job Description
The Drum is looking to improve our ability to work smarter and more effectively with our key customers. With the ever-increasing amount of data and insights available to us, we are looking for someone to help us better understand the advertising landscape including intelligence in our markets, customers, and competitors to ensure we continue to be the most compelling partner our customers want to work with.
Your role will include helping the Commercial Director and the senior global sales management team identify opportunities to improve our reporting on core performance metrics (using and creating bespoke Salesforce reports) to aid our strategic goals cross APAC, US and the EMEA regions.
Working across our internal teams, including marketing, data and audience development, you will help gather data and evidence for sales to win large-scale customer pitches.
Research and identify relevant customer target lists for larger commercial initiatives such as Global Awards, industry and sector specific events as well as The Drum’s editorial annual campaigns.
You will use your initiative, working with the Commercial Director, to raise sales standards, efficiencies and help solve unexpected challenges that require analysis, planning and problem solving.
Responsibilities
- Management and communication of available inventory for sales by month and quarter
- Producing regular team and individual sales performance analysis/KPIs (via Salesforce)
- Gathering data and collateral for large sales pitches/pitch preparation as requested by the Commercial Director
- Responsible for market analysis, intelligence and reporting in an appropriate format, regarding competitors, and the wider market you would be a conduit between different departments to feed sales-enablement collateral to improve the sales cycle
- Support in the effort to improve lead quality, relevance and conversion rate
- Using data analytics in Salesforce and market analysis to identify key customer hit lists for The Drum’s main commercial events
- Collate and construct regular internal sales reports for Commercial Director to present at leadership team and board meetings
- Can support in creating constructive copy for inviting clients to events with commercial opportunities
- Report on KPIs such as leads, conversion rates, website traffic and social media engagement. Support the team to track email campaign metrics.
- Work closely with internal teams to identify opportunities for new client acquisition on an ongoing basis
- Analyse and monitor sales and pricing data and make recommendations to improve/increase sales and also margins against business targets
- Analyse the effectiveness and productivity of the Sales team and strategic accounts
- Identify the potential expansion of customer bases across sectors and global regions via market research and analysis of databases
- Manipulate, analyse and interpret complex data sets relating to The Drum’s business
- Recommend database developments and identify relevant tools to allow management a better understanding of trends and assist to focus on key areas
- Work closely with internal teams to identify opportunities for new client acquisition
- Conduct sector and competitive research and analyse benchmarking data
- Ensure that Sales teams input to CRM systems is up to date and reflects current company and customer priorities
Requirements
Here's what you need to join our band:
- Experience of commercial strategy, sales and marketing and business process modelling, preferably within B2B environment
- Proven track record of translating data and creating commercial actions
- Understanding of Sales forecasting and budgeting
- Experience working with CRM and related software systems. Knowledge of Salesforce and Pardot are an advantage.
- Advanced knowledge of Microsoft Excel
- Highly numerate with ability to segment and analyse complex datasets
- Able to present findings to senior management in a concise manner
- Datamining - interpreting, collating and collecting data on competitors and industry trends
- Strong communication and collaboration skills for co-operation with the rest of the business
- Attention to detail
- Ability to manage multiple projects
- Work to tight deadlines under pressure
- Comfortable working alone as well as in a team environment
Benefits
- We work on a hybrid model to ensure you get the best of both worlds a few days a week in our Shoreditch or Glasgow offices and the rest from home.
- 28 days annual leave PLUS 8 public holidays
- Got that Friday feeling? We do too - we finish early every Friday!
- People come first at The Drum