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Senior Account Manager (Media)


Date of publication: 14-03-2018
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On behalf of our client, largest international multimedia company which produces news and services to the news industry, In Job Russia

is looking for a Senior Account Manager (Media)


Main responsibilities:

  • Consistently achieve monthly, quarterly, annual sales objectives through securing new business and contract renewals in order to meet and exceed targets as agreed with the Head of Media Sales
  • Cultivates customer relationships and ensures effective service delivery to accounts
  • Use relevant metrics and measures to routinely monitor progress against targets and take appropriate action to ensure sales and revenue targets are met or exceeded
  • Develop a pipeline of opportunities which are systematically qualified, by managing the account’s decision-making process to ensure revenues are achieved
  • Develop new business by maximizing revenue contribution from target accounts through a program of pro-active sales and strategic account management
  • Provide sales performance data and information to support management decision-making
  • Provide accurate and timely account pipeline reports, account plan updates and sales forecasts through the use of SalesForce
  • Exercise thought leadership to demonstrate an understanding of the customers business strategies
  • Presenting the compelling value proposition of company’s Media
  • Works with and brings in experts/specialists onto the team where required, has oversight of all account activities
  • Develop a contact strategy with Editorial and key influencers via teleconference, e-mails, face to face meetings and customer events and relevant media
  • Advocate on behalf of the customer with the company’s Media account team and relevant cross functional departments
  • Serve as primary contact for all client needs, requirements and expectations. This includes but is not limited to: the preparation of quotes, formal proposals, management of change requests and responsibility for liaising with billing and credit control departments
  • May provide customer product training if and as necessary
  • Accountable for individual expense budget management


  • Extensive experience in a position with sales responsibility is mandatory, if within a competitor or a news agency is a plus
  • Demonstrated track record of success in sales and exposure to content licensing
  • Deep and broad knowledge of the media business and the markets media serves in Russia
  • Experience with broadcasters, publishers, online aggregators and/or wireless providers in Russia is a plus
  • Ability to coordinate resources and relationships outside of direct line of responsibility
  • Excellent listening, negotiation and presentation skills
  • A thorough understanding of SalesForce or equivalent CRM system
  • Good organizational and time management skills
  • Strong understanding of customers and their business model and workflows
  • Ability to create and build relationships
  • Knowledge of and experience working with the ad hoc picture licensing market
  • A track record of creating and closing business development contracts (identity, develop and articulate a complex proposition/consultative selling)
  • Strong interpersonal skills and the ability to develop and execute a sales plan, ability to use a variety of technology with a high level of proficiency
  • Problem solving - ability to understand, articulate, structure and solve client needs
  • Presentation and communication skills: ability to deliver presentations and communicate at all levels within an organization
  • Bachelor degree or equivalent work experience
  • Deep knowledge of competitor landscape
  • Superior oral and written communications skills in Russian and English

We offer:

  • Competitive salary
  • Medical Insurance
  • Mobile phone
  • Often business trips (Russia, CIS, Europe)
  • Transport expenses cover



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