Area Sales Manager

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Merion Publications Inc. is the company behind the popular ADVANCE Newsmagazines, publisher of 30 magazines, Web sites and host of regional job fairs.

Serving more than 1.7 million healthcare professionals across the nation. To find out more about what makes us great at what we do, check us out at http//:www.advanceweb.com today!

DESCRIPTION

If you are looking to join an industry leading company that continues to grow, you should check us out. We are looking for a dynamic person to take on a leadership sales role to continue and further our success in the Product Sales division.

Sales Management (“Hands On” Management)

The Area Sales Manager (ASM) is a professional inside sales management position supervising a passionate team of display advertising sales representatives. Each manager is assigned to a family of publications and related products and will be responsible for the performance of 5-15 representatives and 8-10 magazines.

Work with the individual members of the sales team to develop detailed strategies for closing specific accounts
Manage sales activities, individual efforts and results against daily, monthly and quarterly benchmarks
Meet regularly (through informal daily interaction and formal team meetings) with members of the sales team as needed to achieve individual and team goals
Provide regular and effective direction, instruction, motivation and/or reinforcement for each member of the sales team to elicit their best personal performance
Provide ongoing training for the sales team to build product knowledge, industry expertise and sales proficiency
Monitor inside sales calls to gain firsthand knowledge of the strengths, weaknesses and habits of each member of the sales team
Accompany the sales staff on outside sales visits to support their presentations and provide feedback on their performance

Strategic Management/Vision

The ASM will have exposure to industry leading clients, such as: Microsoft, HP, IBM, McKesson, 3M, Bayer, Merck, McNeil, and many more.

The product advertising sales department sells integrated marketing strategies - offering a combination of print, online, electronic and custom advertising opportunities.

The ASM is responsible for increasing sales revenues in his/her assigned magazines and related products through one-on-one coaching, individualized account analysis and strategy review. The ASM is expected to seek out and implement creative ways to close new accounts, sell more pages & increase revenue.

Develop unique and valuable sales promotions and advertiser incentive packages to drive sales throughout the year
Identify new sales opportunities and new lead sources in an effort to build revenue and results
Evaluate rate structure relevant to competition and market needs
Coordinate plans for magazine exposure and sales representation at industry meetings and trade shows throughout the year
Work with the Circulation Manager to identify and implement distribution strategies to address the business needs of our advertisers
Coordinate the creation of sales collateral materials through the marketing staff
Assist executive management in the development and allocation of sales goals for each territory
Keep executive management advised of general sales trends affecting our industry, revenue opportunities and obstacles, competitive positioning, staffing concerns/needs and other developments with the potential to impact revenue and results

To accomplish these objectives, the ASMs will need to develop an in-depth, working knowledge of:
The industry that we serve
Our product – content, promotion and readership
Competitive product offerings & strategies
Strengths/weaknesses/habits/motivations of each sales team member
Daily/monthly/quarterly performance metrics
Current accounts and prospects
Key decision makers at each account
Objections standing in our way with each account/prospect
REQUIREMENTS
College degree

Demonstrated management experience

At least 2 years of sales management is desired

Recent inside sales experience preferred

Outside sales experience along with recent inside sales experience is acceptable

Strong strategic planning skills

Experienced problem solver

Healthcare industry knowledge is a plus

Ability to become expert of knowledge of healthcare industry

M/F/H/V-EEO