Manager, Media Advertising and Sales

Responsible for overseeing the operations that support revenue generation within SME Media’s sales portfolio. This role manages functions critical to sales productivity, including planning, reporting, forecasting, quota setting, performance metrics, territory alignment, and sales administration. Serves as the central link between SME’s outsourced sales partner, internal departments, and external partners.

The position builds and maintains relationships with key accounts in the Media portfolio, providing analysis of sales objectives and team performance. It develops and delivers the tools, processes, and information needed to support effective selling, and makes recommendations to improve sales operations and outcomes.

This role contributes to continuous improvement and the ongoing digital transformation of SME Media, while supporting the organization’s Purpose, Mission, and Vision

MAJOR FUNCTIONS:

• Lead internal staff with duties that include recruitment, performance reviews, planning, coaching, individual and team development and training, along with general team support
• Lead and facilitate internal and external facing sales meetings to align on strategy and drive performance against revenue goals
• Equip the outsourced sales team with compelling sales concepts, vital product information, and effective communication strategies and serve as the primary day-to-day contact, ensuring they have the support and product knowledge needed to excel
• Foster seamless communication and collaboration between the outsourced sales group and various internal SME departments (e.g., Marketing, Editorial, Operations)
• Provide the sales team with sales tools, presentations, and collateral to support customer conversations.
• Support the sales team in developing and executing strategies tailored to key advertising categories.
• Create new opportunities, packages, or programs to expand advertising sales and revenue.
• Analyze advertiser data, product performance and market trends to identify revenue opportunities and provide actionable insights. 
• Provide regular performance reports to management on progress toward sales goals.
• Review and recommend  tactical pricing adjustments and value-added incentives to ensure alignment with publisher agreements.
• Coordinate sales planning activities with other functions and stakeholders across SME 
• Oversee the use and efficiency of Salesforce, including process compliance, definition of stages, documentation of activities, and maintenance of contracts and opportunities.
• Ensure sales processes are followed; recommend changes based on best practices and efficiency improvements. 
• Evaluate vendor performance and recommend strategies for improvement; support administration of sales compensation packages, including documentation, validation, and interpretation of rules and policies.
• Monitor receivables in partnership with Finance to ensure accurate reporting and timely collection.
• Other duties as assigned