Business Manager

Reporting to                          :           Accounts Director

Primary Function:

1.     To achieve budgeted sales targets for allocated accounts or territories.

2.     To build up and maintain good professional contact with all advertisers and potential clients.

Main Responsibilities:

1.             Territory Planning

• To provide a structured plan for each territory/market including specific activities covering media reps, pricing, competitors, market potential, identifying business prospects, trip plan and follow ups.
• To ensure that the territory/market is effectively covered by way of cold canvassing new prospects and following up with existing clients to gain maximum revenue.

2.             Sales

• To achieve company targets set in consultation with the Accounts Director with revenues to be earned from sales of advertisements, special projects, list rentals and other creative ideas approved by the Accounts Director.
• To source and establish new business opportunities from all territories/markets by sales of new products and/or development of new customers.
• To establish close rapport and positive business relationships with key decision-maker among customers and prospects.

3.             Promotion

• To suggest ideas and methods to promote the publications in order to provide an advantage in securing sales and market shares. This should include promotion at trade events and through internal advertising/promotions vehicles.

4.             Analyses of markets

• To assist the Accounts Director in the analysis of the markets by providing clear and regular updates on buying trends, competition, industry performance, client feedback, potential business opportunities, etc.

5.             Competition

• To be aware of competitors’ activities in the individual markets/territories by regular communication with clients, media reps and colleagues, reporting such information to Accounts Director.
• Provide suggestions to the Accounts Director to counter competitive activity.

6.             Editorial

• To maintain good rapport with editorial colleagues on content matters.
• Providing story-leads, subjects to editors which may be of interest to readers and/or provide a strong sales opportunity for the publication.

7.             Conduct/Assisting training of junior sales staff

• To take an active interest in training junior sales staff in areas such as sales presentations, product knowledge, customer follow-up activities, designing proposals and other relevant areas to ensure that sales opportunities are not missed.
• To provide an example of the sales and professional standards required of each member in terms of performance, discipline and attitudes.

8.             Tradeshows/Events

• To participate at trade shows commencing with the preparation/planning for sales revenues to be secured for each event through special projects, sponsorships, etc.
• To assist in the daily execution of trade show activities such as publication distribution, booth decoration, etc.
• To establish a sales activity plan for each trade show to be attended including planned meetings with participating customers/prospects, special packages for advertising opportunities, etc.
• To provide a report within 7 days upon return from a trade show, providing information of customers/prospects met, sales secured or negotiated, opportunities identified for new business and general feedback of the event.

9.             Budgeting/Publication Planning

• Assist the Accounts Director in developing sales targets for the territories/markets.
• Planning features/supplements for the publications.

10.          Reporting/Communication

• To provide clear and concise reports punctually to the Accounts Director for discussion.
• To be pro-active in preparing a sales agenda for regular sales meetings.
• To communicate regularly with the Accounts Director in maintaining a mutual understanding of opportunities, difficulties in achieving sales targets and where necessary suggesting solutions.

11.          Accounts

• Assisting in the collection of outstanding debts where necessary.
• Providing feedback where available on the current financial position of clients.

12.          Others

• To assist the Accounts Director with any tasks as assigned by him/her.

Limitations of Authority:

• Client entertainment expenses must be kept within budget set by the Accounts Director and Publisher.
• To negotiate sales with clients in line with advertisement rate cards. Deviations from the prevailing published rates must be approved by the Accounts Director and Publisher.
• To adhere to established discount structure. Clearance must be sought with Accounts Director and Publisher for special discounts not specified in company policy.
• Prior approval to be obtained for all gifts for clients.
• To work within budgets allocated.

Standards of Performance:

• Monthly sales in line with or exceeding targets set.
• Valid and useful feedback on market conditions.
• Receiving positive feedback from customers.
• Increase in sales revenue and number of new customers.
• Providing regular, punctual and clear reports.
• General discipline.