Questex Media Group: Sales Director – Entertainment Group (Santa Ana, CA)

Questex Media Group, Inc., a Boston-based worldwide media/tradeshow company, seeks a Sales Director for its Entertainment Publications based in the Santa Ana, CA office.
Under the direction of the Publisher, responsible for sales territory and marketing strategy for the entertainment publications. Approves all completed display applications, and placement of advertising for publishing. Actively solicits accounts. Generates revenue for assigned publication within the entertainment industry.
PRINCIPAL DUTIES AND RESPONSIBILITIES:
o Primary function is to meet or exceed forecasted ad pages for determined territory by selling advertising sponsorships which satisfy the predetermined needs of clients using a consultative selling style while being personable, professional and accommodating manner.
o Develop a thorough understanding of the publication and the market it serves, the advertisers, policies, services and culture to attract new customers/business.
o Proactively seek out industry contacts and meetings with studios.
o Performs extensive research on marketplace developing lists of new prospects and lists of existing accounts (tiered) for follow-up process.
o Confers with Publisher, Marketing Manager and other publication staff to develop growth opportunities.
o Maintains strong industry credibility through visible attendance at trade shows, industry events, and other product presentations, staying updated on new developments and technologies and communicating this information to both key existing accounts (A accounts and some B accounts) and potential new accounts.
o Identifies and/or maximizes the sales opportunity for assigned publication in assigned tier of customer categories and helps determine for reps actions to be taken on certain tier accounts.
o Generates market information, especially on the opportunity for out potential advertisers.
o Generates direct sales from cold calling, follow up calling and face-to-face meetings.
o Prepares summary activity reports detailing account contacts, product, competitive and market information via Goldmine database.
o Maintains and utilizes goldmine database for all client contact and scheduling.
o Contributes to research efforts in new products
o Performs other duties as assigned by the Publisher
JOB REQUIREMENTS:
o College degree, a minimum of 5-7 years of sales experience in a publishing environment required.
o Consumer publishing and online ad sales experience preferred.
o Understands issues relevant to the entertainment market and industry
o Listens to and understands internal/external customers and supplier expectations, needs and wants.
o Anticipates and responds to potential opportunities and threats for the business relevant to the conditions of the market and industry
Contact Email: Send salary requirements with cover letter and resume to jobs@questex.com

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