Careers

Account Manager, Ad Sales

Job Introduction

The Account Manager is responsible for generating revenues from China based agencies and direct clients.  The Account Manager prospects for new business in the region as well as developing and retaining existing business for the BBC.  The Account Manager sales achieves results by developing relationships with management and staff within ad agency and direct client business and works with the rest of the team to position BBC News as “top of mind” from international media platform when new business opportunities arise.  

A key contributor in the sales team, the Account Manager:

  • Delivers the sales revenue target for the assigned area of responsibility
  • Maximises new business potential from advertisers and agencies
  • Manages sales opportunities and delivers compelling proposals and pitches to secure business
  • Works closely with the Sales Director and contributes to Key Account and Opportunity plans
  • Develops strong relationships with agency / trading desk / client management to maximise revenue opportunities and position the BBC as advertising and branding partner of choice
  • Promotes the capabilities of BBC Advertising within their assigned sales territory
  • Provides regular sales updates and forecasts to the Sales Director on current revenue and the sales pipeline

Success in this role relies on an in-depth knowledge of the media industry and a comprehensive understanding of BBC Global News Advertising products and services. The ability to forge senior level relationships and develop trust and loyalty with agencies and key clients are also key skills for successful performance.  This is a role for an experienced and versatile sales person who is equally competent at prospecting for new sales opportunities and developing existing accounts.

Role Responsibility

PRINCIPAL ACCOUNTABILITIES

Sales Planning

  • Assist the Sales Director with sales planning by contributing key account and market information 
  • With the Sales Director, develop Account Plans for key agencies and clients 

 

Execution & Results

  • Achieve the revenue and margin targets for assigned accounts and markets within the region
  • Work closely with Legal and Finance to resolve contractual issues 
  • Provide accurate and regular forecasts and business updates to the Regional Sales Director

  

Account and Opportunity Development

  • Assist the Regional Sales Director in managing and servicing clients and prospective clients in the developing markets
  • Identify prospective sales opportunities by gathering market information and intelligence from a variety of sources
  • Manage all aspects of the sales cycle (prospect to PO) to close sales opportunities successfully
  • Work closely with Sales Planner to develop and deliver compelling pitches and proposals to secure sales
  • Work with the Sales Planner to supply regular performance reports to clients during campaigns and suggest optimisations to current and future campaigns
  • With the sales team, resolve account / campaign issues quickly and equitably
  • Collaborate with the APAC Ad Operations and StoryWorks team ensure campaigns adhere to compliance requirements and meet / exceed customer expectations
  • Use existing contacts to secure introductions to other parts of the client / agency business to identify potential cross-sell and up-sell opportunities
  • Identify sponsorship opportunities for the North Asia region and support and drive local sales by attending joint sales calls with the local representative.
  • Drive adherence to sales processes and policy to enforce good trading standards with agencies
  • Monitor advertising activities on competitive channels and share information gained with the sales team and Sales Director
  • Monitor competitors websites for information on clients and potential advertisers
  • Check that all the necessary document is submitted for ad campaign bookings
  • Attend industry events to generate new leads, meet prospects and get up to speed with clients’ new products and services
  • Assist clients and agencies in organising hospitality and trade events and attend these to represent the BBC as required
  • Assist in chasing and follow up of invoices to gain prompt payments from clients and agencies

 

Developing Professional Capability

  • Attend relevant conferences, seminars and other industry events to develop knowledge and network within the media industry
  • Continuously evolve personal and professional capability in line with business needs

PERFORMANCE METRICS

  • Achievement of sales revenue targets – TV, Digital & Programmatic deals
  • Achievement of performance objectives
  • Timely and accurate sales reports and forecasts
  • Adherence to internal procedures and compliance matters

CAPABILITIES

A successful performer in this role:

  • Conducts in-depth research to develop a comprehensive understanding of the industry, market and key trends
  • Identifies key sources of competitive information and uses these to build competitive pitches, proposals and counter-tactics
  • Uses past experiences to evaluate alternatives and come up to with new ideas for media solutions
  • Programmatic advertising knowledge / insight / ability to work with trade desks 
  • Examines problems from multiple perspectives
  • Describes the rationale and thinking behind their chosen decision or course of action  
  • Adapts their personal style in response to the logical and emotional wants and needs of others
  • Facilitates dialogue between other colleagues when working in a team
  • Looks for a range of learning opportunities to develop their skills and knowledge
  • Applies basic models of persuasion; uses features, benefits and evidence to influence others
  • Makes timely decisions based on sufficient analysis of alternatives
  • Selects the language and tone that will best influence the recipient of their written communications
  • Tailors presentations to address the specific business needs of the audience 
  • Identifies and takes any steps necessary to improve the customer experience
  • Shares top-level account objectives with key clients / agencies
  • Reacts quickly when plans go astray and takes charge to get things back on track
  • Works problems through to resolution on their own initiative
  • Takes rapid corrective action when results fall behind expectations

WORKING CONTACTS & INTERFACES

Who?

Why?

Frequency?

Sales Director

Performance & Business Planning - business priorities

Daily / weekly

Sales Director

Servicing emerging & developing markets 

Weekly / monthly

Media Reps

Sales support, joint calls, Information sharing

Weekly / monthly

Internal Departments

Information sharing, collaboration

Daily / weekly

Agencies

Pursuing sales opportunities, developing relationships

Daily / weekly

Direct Clients

Pursuing sales opportunities, developing relationships

Daily / weekly

The Ideal Candidate

SUCCESS PROFILE

Knowledge

Experience

  • Media Industry and platforms
  • Current affairs 
  • Account and Opportunity Management techniques
  • Consultative Selling
  • Market Research
  • Media Agency operation and decision process
  • Data driven ad tech knowledge
  • Understand competition on news and digital
  • IT literate (technically savvy)
  • Knowledge of at least one vertical sector preferred

 

 

 

  • Educated to degree level or equivalent
  • 4 - 6 years in media sales
  • Regional TV & Digital experience preferred
  • Influencing senior managers in client / agency organisations
  • Successful track record of achieving sales targets and growing market share in a stiff competitive environment
  • International Media Sales experience an advantage

Competencies

Personal Attributes

  • Searching Information
  • Developing Ideas
  • Thinking Flexibly
  • Building Rapport
  • Collaborating
  • Developing Self & Others
  • Persuading & Influencing
  • Building Credibility & Confidence
  • Communicating with Impact
  • Focusing on Customers
  • Demonstrating Initiative
  • Measuring & Improving Performance
  • Results-driven
  • Self-starter
  • Outgoing
  • Energetic
  • Confident
  • Disciplined
  • Assertive
  • Versatile
  • Resilient
  • Resourceful
  • Genuine interest in others

 

SPECIAL REQUIREMENTS

  • Proficiency in English
  • Fluency in Cantonese & Mandarin
  • Late hours may be required owing to necessary communication with teams based in other geographies and time zones
  • Some travel required throughout the North Asia region

Package Description

Role: Account Manager, Ad Sales
Contract type: Fixed-Term, Permanent
Location: Beijing, China

 

 

About the Company

Diversity matters at the BBC. We have a working environment where we value and respect every individual's unique contribution, enabling all of our employees to thrive and achieve their full potential.

We want to attract the broadest range of talented people to be part of the BBC – whether that’s to contribute to our programming or our wide range of non-production roles. The more diverse our workforce, the better able we are to respond to and reflect our audiences in all their diversity. 

We are committed to equality of opportunity and welcome applications from individuals, regardless of age, gender, ethnicity, disability, sexual orientation, gender identity, socio-economic background, religion and/or belief. We will consider flexible working requests for all roles, unless operational requirements prevent otherwise.

 

We are committed to improving accessibility in our recruitment and selection processes at BBC Studios. If you would like to make a request for support or reasonable adjustments to complete your application, please email us at reasonable-adjustments.APAC@bbc.com, and we will be in touch with you as soon as possible.

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