Head of Client Sales (Retail, Food and Drink)
As Head of Client Sales, you will lead sales efforts within a designated category, retail, food & drink, and consumer goods, fostering long-term, high-value relationships with key marketing decision-makers and agency strategists. Your primary focus will be driving sustainable commercial revenue growth across Telegraph Media Group’s (TMG) portfolio, with a strong emphasis on Digital and Editorially Integrated Partnerships (EIP). This role is pivotal in expanding TMG’s presence within the category, with the potential for additional Heads of Client Sales to be appointed for other sectors in the future.
Key Responsibilities
- Deliver directly into the digital and EIP revenue lines via your own proactive sales to your clients, plus brief, pitch and client relationship support to the digital and EIP teams. Use your relationships to deliver our revenue targets and to support The Telegraph’s subscription strategy and initiatives wherever possible.
- Establish and develop senior decision maker (client up to CMO level and where appropriate agency planning / account leads up to Client Partner level) relationships for your target clients in order to grow digital and partnerships revenue from your clients, grow your category and win new or lapsed business.
- Use these relationships to understand clients’ business priorities and ensure that key client and agency business lead stakeholders understand the relevance of working with The Telegraph for their brands, and that this translates into revenue growth.
- Identify high value, mid-long term briefs (ahead of investment team briefings) and proactive opportunities with clients and agency business leads / strategists. Support Digital and EIP teams with sector and brand knowledge, and help surface, convert and sell up live briefs.
- Lead or be a key collaborator within virtual internal teams to develop best in market Telegraph commercial solutions and long term partnerships (with the support of all relevant specialists). Effectively transfer leads into relevant specialists and ensure effective follow through and gold standard client service across the Commercial team.
- Demonstrate strong ‘executive intelligence’ in your behaviour, and build close collaborative relationships with colleagues at all levels within commercial and other stakeholder departments.
- Be able to pass the baton of leading on briefs to internal teams (eg EIP) when appropriate. Understand when to lead and when to play a support role and be able to move fluidly between the two. Follow internal processes as required.
- Learn the craft of exceptional client relationship management from Director Client Partnerships, and wherever possible take the opportunity to learn from and pass knowledge and intel to the EIP, Digital and Innovation teams.
- Use deep understanding of sector marketplace dynamics to improve general visibility and perception of TMG commercial offering with brands across the sector, and to identify, recommend and lead new commercial initiatives for TMG.
- Contribute to client category specific trade marketing strategy with the support of the Trade Marketing team across events, PR and CRM.
- Ensure your work is measured in commercial success and is aligned to the overall TMG business and brand strategy.
Requirements
- Strong commercial lead with experience of putting together complex digital and partnerships pitches and winning business. Experience of client and agency relationship building up to and including Business / Strategy Directors and client side CMO level.
- Strategic approach to business and marketing challenges / briefs, ability to understand the broad context and translate client messaging and communications based on the audience.
- Commercially minded to initiate and articulate high value commercial opportunities and develop pitch strategies to deliver against them.
- Confident presenting skills with proven pitch ability.
- Ability to manage multiple projects/ stakeholders simultaneously in a fast-paced environment. Able to play a lead role and support role to others equally well.
- Excellent communication and management skills with the ability to work collaboratively alongside internal and external clients.
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 by creating a suite of benefits that contribute to lifestyle choices and leisure activities. From dynamic working opportunities, medical cover, and parental leave (six months fully paid maternity leave and enhanced paternity/partner 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, socio-economic 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.
For over 160 years, we’ve had a clear purpose - to lead the news agenda, spark debate and provoke comment through our journalism. In today’s constantly changing landscape, our purpose is more important than ever.
That’s why we need curious, open-minded and resilient people across our organisation. People who thrive in a fast-paced environment, who aren’t afraid to explore new opportunities and who are committed to doing what’s right. Join us and, whatever your role, background or skills, you can make the story.
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