Partnership Sales Manager - 12 Months Fixed Term Contract

at  Financial Times

ABOUT US

The FT has an uncompromising mission: delivering independent, quality information, news and services to individuals and companies around the globe. It’s the cornerstone of our reputation and the heart of our ambitions for the future. But for our people, the FT offers so much more than what we do. FT people come from all kinds of backgrounds and work across a huge range of disciplines and locations, and find an empowering, warm and welcoming culture that values curiosity and rewards smart, ambitious thinking. Those who are willing to unite around our mission and live our values will find plenty to challenge, inspire and interest them. Like the audiences we serve, no two FT people are the same; but together we help our audience be better informed and understand the world around them. It’s a job that’s never mattered more, and a career that can take you anywhere you want to go.

TEAM AND POSITION OVERVIEW

FT Forums is a sophisticated, content-driven series of membership communities for business leaders and executives around the globe.

Founded in July 2013 to mark the Financial Times 125th anniversary, FT Forums organises regular events on current topics affecting business decision makers globally. Following this successful launch, the FT extended the reach of the Forums brand to create:

• Future Forum
• Women In Business Forum
• Women in Business Asia Forum
• Board Network
• Chair’s Forum
• Tech for Growth Forum
• Due Diligence Forum (UK & US)
• Moral Money Forum
• Climate Capital Council
• HR Forum

Each of these Forums has its own business model and commercial strategy.
FT Forums team has successfully developed a sophisticated partnership model for the communities that operate as extensions to FT editorial innovations and mini-brands. Those forums include: Tech for Growth Forum, Due Diligence Forum (UK & US), Moral Money Forum, Climate Capital Council, HR Forum and Chair’s Forum. The team has built a number of global communities which are engaged with a series of bespoke editorial content and events. The FT Forums’ model enables multiple commercial partners to join a forum on a sector-exclusive basis up to a maximum of four partners per forum. Partners can realise an array of benefits including feeding in content and event ideas in an advisory capacity, thought leadership production and distribution, attendance at events and advertising and promotion.
The Membership Sales Manager will work closely with the Head of FT Forums to take these partnership propositions to market. A sales driven and client facing role, the Partnership Sales Manager will have responsibility for ensuring the FT Forums delivers its ambitious revenue growth plans by acquiring new partners (across Europe, US and Asia). This is a key role supporting the Head of FT Forums in a really exciting growth plan.
As such we are looking for candidates with the necessary experience and expertise to deliver this ambitious long-term growth strategy for this business.

REQUIRED SKILLS AND EXPERIENCE

• At least 5 years sales expertise, ideally within a media brand, with a focus on long-term partnerships
• Enjoys direct sales - digital, telephone and face to face
• A strong track record in sales management and reporting
• Likes to work and collaborate with other people and enjoys being in a team environment
• Ability to identify business opportunities and enhance revenue
• Attention to detail and high standards in every aspect of partnership building
• Proven influencing skills and ability to influence in areas outside core remit
• Confidence and ability to forge long-term commercial partnerships
• Commercially driven and customer focussed
• Experience and literacy in using Salesforce or other mainstream CRM systems

• Oversee and drive lead generation, working with the marketing team to research, identify and reach out to prospective clients
• Building and maintaining a pipeline of high quality leads
• Leading the strategy for communication and outreach to prospective clients, with an emphasis on building and leveraging close professional relationships with key decision makers such as CMOs and marketing directors
• Build rapport and develop relationships with internal and external stakeholders within the FT Group to ensure all revenue opportunities are maximised
• Proactively identify new revenue streams and build strategies and tactics to deliver them
• Play a key role in supporting and developing growth strategy for FT Forums and developing it periodically to reflect market changes
• Maximise commercial opportunities whilst protecting credibility of FT brand
• Represent FT Forums and the FT at events and attend conferences and other FT events to boost contacts