Head of Programmatic Sales

Telegraph Media Group

Location: Greater London

Job Type: Full time

Posted


Description

The Head of Programmatic Sales is a new role focused on accelerating premium programmatic revenues via Programmatic Guaranteed, Private Marketplaces, and Direct Connections. The successful candidate will work in partnership with The Head of Digital Sales and her team to build new relationships in market and add incremental revenue without cannibalising our direct sales revenue or partnership with Ozone via;

  1. Increasing PG and PMP sales
  2. Upselling from OMP and other partners to PG and PMP
  3. Managing our existing programmatic client relationships to a high standard
  4. Setting up direct connections that bring additional demand
  5. Selling to;
    1. Programmatic specialist agencies
    2. Programmatic central teams at network agencies
    3. Senior levels at programmatic in housed clients investment and activation teams to grow programmatic direct client spend
  6. Collaborating closely with your key stakeholders and peers, including the Head of Digital Sales and team, Head of Ad Ops, Director of Digital Solutions, Head of Ad Tech, Digital Technology Partnerships Manager, Head of Commercial Success Strategy, and Director of Commercial Data Strategy, and Trading Director in order to devise and implement strategies to accelerate revenue growth in the promising but underdeveloped area of in house programmatic sales.
  7. Deputising for the Director Digital Sales / MD Digital & Innovation in their absence on occasion as requested`

Key job responsibilities

  • Grow new publisher direct programmatic revenue, develop initiatives to further drive significant PG and PMP revenue growth.
  • Directly leading presentations and sales efforts as appropriate to support revenue growth and the efforts of your team.
  • Directly leading tier one digital first client accounts where there is significant growth opportunity.
  • Developing, with the Director, Digital Sales, market leading relationships with senior leads at key programmatic agencies or teams and clients for the direct benefit of our digital revenues.
  • Taking a leading role evangelising key go to market initiatives externally.
  • Be the go to programmatic subject matter expert for the digital sales team.
  • Collaboration with the Head of Campaign Innovation and Head of Advertising Operations on successful key account management, delivery, reporting, and Metrics that Matter.
  • Leading specific digital product innovation projects for the benefit of the wider business, with the oversight of the Senior Director, Digital Solutions and in collaboration with other managers as appropriate.
  • Work collaboratively with stakeholders at your level across the business on relevant projects and initiatives.
  • Be a coach, mentor, collaborator, team player, to the digital teams and wider business
  • Act as a strong sounding board to the Managing Director, Digital & Innovation and Director, Digital Sales, and work in conjunction with other key members of the management team to deliver against our priorities

Requirements

  • Entrepreneurial - ability and experience of developing new business initiatives at pace, evidence of fast learning and decision making.
  • Sales and Pitching - Polished presenter at senior level; ability to craft narrative to position TMG as the premium digital publisher in market; demonstrable success at proactively pitching and winning new business; hunger and drive to grow new business; strong individual salesperson who understands managers’ role as personally leading external sales effort
  • Trading - Excellent negotiator
  • Challenger and thought leadership; evidence of ability to challenge, influence and change opinion; eg by challenging and rewriting briefs, advocate attention measurement, challenge practices like use of blanket blocklists etc
  • Digital & Programmatic Expert - Excellent understanding of the digital media landscape, technology, trading and products
  • Stakeholder Management - Strong collaboration and executive intelligence
  • High Energy - motivated, driven.
  • Initiative - ability to identify future challenges and trends on own initiative; consistently developing ideas for revenue growth and new sales opportunities; uses market and campaign intelligence and insight to enhance TMG’s commercial offering
  • Highly numerate and ability to multitask.

Key Competencies

  • Revenue forecasting; hitting targets; proactively and directly driving sales
  • Selling digital advertising and bringing digital expertise to partnerships sales
  • Senior level industry account management
  • Negotiating and trading deals
  • An ability to initiate and implement market and sales team initiatives to support team and boost revenue when achievement of targets is at risk
  • Sales and Pitching - Polished presenter at senior level; ability to craft narrative to position TMG as the premium digital publisher in market; demonstrable success at proactively pitching and winning new business; hunger and drive to grow new business; strong individual salesperson who understands managers’ role as personally leading external sales effort
  • Senior level contacts across agencies, holding groups and client
  • Team management, development and team building

Benefits

The nature of our industry means life at the Telegraph Media Group is fast-paced, demanding, and interesting. We also want it to be rewarding for everyone who works here. From dynamic working opportunities, medical cover, and parental leave (six months fully paid maternity leave), to life assurance, and season ticket loans, you can choose from a range of flexible benefits, designed to support your lifestyle and help you achieve a healthy work-life balance.

Training and development

With support from your manager and colleagues, you’ll also have access to a variety of training and development opportunities through The Academy. Covering a range of personal and professional skills, our courses enable you to develop an enjoyable and rewarding career.

Our commitment to inclusion

At Telegraph Media Group, we foster a diverse and inclusive workplace and we are committed to building a team that reflects a wide variety of skills, perspectives and backgrounds. We believe in equality of opportunity and welcome candidates from all backgrounds, regardless of age, gender, ethnicity, disability, sexual orientation, gender identity, socioeconomic background, religion and/or belief.

We are proud to be a Disability Confident Employer as part of the government’s Disability Confident Scheme. If you are disabled or have a long-term health condition and would like support in applying for any of our roles or if you require any reasonable adjustments in the recruitment process with us, please make us aware.

To find out more about Diversity, Inclusion and Belonging at Telegraph Media Group, and for more information on our purpose, beliefs, and people values, please visit our website.

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