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8 months ago
EMAP
Location: UK
Job type: Permanent
Category: Sales Director Jobs
Commercial Director

EMAP

Job ID:

CM_FABS_1

Department:

Sales Marketing Solutions

Employment Type:

Permanent

Location:

London, Paul Street

The Role

EMAP has a long and rich heritage of being the custodian of a portfolio of world-class media brands. We produce content that informs and progresses some of the largest and most respected businesses within the fastest moving and most influential sectors in the UK.

As commercial director you will be responsible for creating, leading and inspiring a high performing commercial team, across multiple revenue streams, for EMAP’s award winning fashion and jewellery portfolio (Drapers and Retail Jeweller).

You will assist the MD in being the figurehead of Drapers and Retail Jeweller within the marketplace and identify new revenue streams (NPD on and offline) to generate sustainable growth, year on year.

Total portfolio value - £4m (headcount of 8 individuals).

About the brands:

Drapers 130 years of heritage javascript:void(0);

Retail Jeweller javascript:void(0);

Key Accountabilities:

Strategy and Sales Development

To develop and implement the operational sales plan for each product you are responsible for, on and offline, in line with the brand strategy as directed by MD

To ensure effective communication of the sales strategy to your team.

Forecast accurately on a rolling basis, current/next month and annualised revenue/profit by product where applicable.

Manage divisional costs according to budget (e.g. expenses, ad promotion, recruitment costs, P&L of NPD)

Market & Product Knowledge

Ensure a thorough working knowledge of the retail sectors for which you are responsible, their brand extensions and the markets in which they operate.

Ensure full awareness of all competitor publications both print, online and events, including circulation, target audience and sales stories.

Relationship Management

Develop and maintain relationships with the brands key accounts, based on an understanding of their business and market dynamics.

To understand the customers business environment and their needs.

To work with your Peer Group i.e. Commercial Directors to develop and implement sales best practice across the wider business.

Sales Performance

To deliver/exceed against brand monthly, quarterly and annual sales targets (revenue/share/yield)

Demonstrate clear sales leadership by assisting your direct reports to deliver best practice and revenues

Focus on retention and growth; both revenue and customers

To ensure direct reports perform to EMAP’s KPI standards.

Define and agree sales area KPI’s; define sales patch, segment opportunity; focus effort and manage, measure market shares and pipelines

People Management

To recruit, support and develop your direct reports (8) ensuring that they are in the best position to deliver against targets.

To conduct regular appraisals with your direct reports, identifying stretching and developing objectives as appropriate.

Organise and execute team training

Conduct weekly sales meetings with your team

Proactively encourage collaboration to achieve team goals

Develop an open, honest and supportive team environment

Experience:

Degree educated preferred

Minimum of 3 years’ experience leading a high performing, multi-platform commercial team in a fast-paced environment.

You will have a proven track record of successfully developing individuals through first rate coaching and leadership

Skills & Competencies:

Planning & Organisation

Commercial Awareness

Sales structure & process

Relationship Building

Excellent face to face communication and presentation skills

World class sales skills including negotiation, influencing, creating urgency and closing

Effective time management

To demonstrate numeracy, accuracy and attention to detail at all times

Personal Attributes

Well presented & highly articulate

Positive & enthusiastic

Energy / determination

Competitive

Results orientated

Problem solver

Appreciation of wider business strategies within and outside EMAP

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