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Client Sales Executive

  • Channel 4
  • Manchester, UK
  • 23/06/2022

Job Description

Job Title: Client Sales Executive
Reports to: Nick Archer
Department: Agency & Client Sales
Location: Manchester

JOB PURPOSE

To support the Senior Client Sales Lead & and the Client Sales Lead in the creation and management of the client engagement strategy for the nominated integrated agency & client sales group.

The strategy has three main sections;
  • Fewer, bigger, better - Grow our relationships with the top 150 clients, 4Sales Linear/ VOD spenders.
  • Diversify & Innovate - Grow or extend budgets, with revenue diversification.
  • Unlock & Upsell (NT4 Revenue) - Work on sourcing new to C4& TV leads, brands not carried or lapsed brands & successfully converting to spend on C4 . These are social (D2C/ disruptors) and OOH/ radio/ print etc targets.

KEY RESPONSIBILITIES

Working within one of the Manchester based integrated Agency & Client teams to support the Senior Client Lead and Client Lead and to help deliver the client engagement strategy for the group that maximises revenue (and share).

New To 4
  • Unlocking new relationships & new revenue streams - Supporting the team by lead sourcing New to TV clients by using available systems (Beauhurst  Alf, Neilson etc) , sending out prospective emails & setting up meetings.
  • Working with the traders on pricing / reach for NT4 brands though independent agencies or client direct for
  • Brands not carried leads
  • NT4- also liaising with the Greenhouse Fund committee
  • Having a good overview of the whole C4 ecosystem to enable pitching to potential new brands to TV - selling in the power of TV & C4, Digital/4Studios/Branded Content & Partnership opps etc.
  • Helping to create compelling Sales collateral and case studies- working closely with Commercial Marketing/Insight team
  • Making sure there is no client overlap with 4Ventures
Diversify & Innovate
  • Diversifying revenue & relationships - Work closely with internal teams i.e. Digital/ Partnerships/ 4Studios/Branded Ents to help extend & grow spend from existing advertisers – selling in creative, innovative opportunities, & new products;  data-led opportunities such as Brand match etc.
  • Collaborate with the other Client Sales Execs, to share knowledge, skills and approach to positively influence the wider dept. client strategy.
  • Support the team in projects & workstreams that drive C4s creative reputation e.g. sustainability, Stand up to Racism, NT4, attribution, new narratives.
Fewer, Bigger, Better
  • Build a set of deep client and relationships, likely to be Marketing/Brand Manager and Media Manager level, as well as agency contacts, that facilitates discussions that related to business outcomes and not just media briefs – driving reputation or increased revenue.
  • Responsibility for your own clients & the relationship – working closely with the SLC/CL on specific brands that fall into the 4 categories- Unlock/Nurture/capitalise or Create-
  • Work closely with the Advertising Research & Development team to research categories and clients to support the group strategy
  • To share all relevant information and insight to ensure the Group meets its financial, creative and customer serviced objectives and KPIs
  • Be the day-to-day contact for Commercial Marketing in ensuring that there is effective CRM database and engagement strategy for the Group’s clients (and
  • nominated categories)

ESSENTIAL EXPERIENCE & SKILLS

Technical & Professional Skills
  • Will need to have a proven media sales track record and thrives in business development.
  • Experience of selling to media agencies is essential.
  • Seeks out new challenges and enjoys building new relationships, confident in networking in a fast paced environment.
  • Job holder must be a very confident presenter.
  • Competent in power point to create and maintain client sales presentations and collateral.
  • Autonomy/Judgement/Decision Making
  • Self-motivated and enjoys working in a small team
  •  Able to propose new ideas and processes without the involvement of others 

DESIRABLE EXPERIENCE & SKILLS
  • The role requires an excellent understanding of broadcast and creative solutions is desirable
  • Strong digital knowledge is desirable
  • Experience of analysing data/ working with Econometric or attribution tools is desirable
  • Experience of selling to clients direct is desirable
  • Experience and understanding of brand planning, marketing and advertising is desirable
  • Experience of working with direct to consumer (D2C) brands is desirable