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Agency Coordinator - Sales Development (12 mth FTC)

Company Channel 4 Location London
Contract Full Time Salary Competitive
Sector(s) TV/Radio

Job Description

Job Title: Agency Coordinator 
Contract: 12 month FTC (maternity cover)
Reports to: Trading Account Manager
Department: Sales Development

Department Description

4Sales is the advertising sales arm of Channel 4, the public service broadcaster. It is paid for by advertising so the department has a crucial role in the organisation to bring in £1bn+ revenues via linear ad spots, sponsorships, pre rolls on its All 4 service and wider content solutions. 4Sales also has third party sales contracts with UKTV and BT Sport.

Sales Development is a unit within with two key tasks: capturing ad revenues from non-network-owned smaller media agencies, plus finding ways of bringing new brands to TV

Job Purpose

Working as part of an integrated agency sales group, the Agency Coordinator is responsible for maximising market share and revenues from the portfolio of agencies and advertisers handled by that group, as allocated by the Trading Account Manager, Sales Development.
Generate and maximise overall advertising revenues across all aspects of the Channel 4 offering (airtime, online and partnerships).

Work in consultation with the Sales Development, Trading, Digital and Partnership teams to ensure that this is conducted on a sustainable basis.

Responsible for managing trade relationship within agency group and identifying incremental revenue opportunities.

Responsible for identifying and converting new clients and revenue streams.

Key Responsibilities

Maximise revenues and market share from a portfolio of agencies and advertisers within an agreed framework of pricing and qualitative benefit guidelines:
. Set and implement individual agency strategy plans in order to maximise return for C4, in conjunction with Trading Account Manager.
. Work directly with Trading Account Manager, Digital, Partnership and Agency Sales teams on both annual and short term deal negotiations in order to maximise C4 TV market share and revenues within policy guidelines.
. Analyse, prepare, and create sales materials for negotiations through the year unilaterally and in conjunction with Trading Account Manager.
. Proactively seek and win new / incremental business from clients and agencies within the portfolio.
. Maximise late sales monies on a regular basis in the context of policy guidelines.
. Convert new to TV clients and brands not carried into long term investors on Channel 4.

Work as part of an integrated team to maximise total revenues and market share from a portfolio of agencies:
. Work with Trading Account Manager Sales Development and rest of integrated sales team to maximise overall C4 ad revenues across all products and platforms including cross-platform propositions.
. Work with rest of integrated sales team to promote, sell and negotiate incremental revenue opportunities.

Develop and account manage key agency and client relationships:
. Create and deliver company and individual presentations to agencies/clients.
. Support Trading Account Manager in developing sales plan for agency.
. Work closely with Trading Account Manager Sales Development, Portfolio, Digital and Partnership Teams to ensure all deals are delivered
. Working in consultation with the above teams, identify and develop sales strategies that maximise revenue from the available short term inventory. This includes the responsibility for ensuring that the terms provided for an agency's late approvals serves the team's longer term strategy for trading with that agency.
. Translates deal strategies to relevant Agency Sales teams and liaise with them to motivate and maximise revenue for C4.
. Liaise with Agency Sales team for campaign issues.
. Develop successful internal relationships with others in the team.

Write up and issue contracts immediately after agreements are made:
. Ensure that the C4 Agency Sales team and agency buyer have both full understanding of the detail and as well as the meaning of the deal contract so as to avoid any misunderstanding.
. Contract terms are to be in keeping with department guidelines and sales policies.
. Responsibility to maintain background records as to the structure and nature of the agreements

Autonomy/Judgement/Decision Making:
. Expected to take day to day responsibility for own agencies but with regular review meetings with Trading Account Manager.
. Workload priorities are set by customers and internal C4 stakeholders around the sales cycle - manages timescales and delivery with reference to the Trading Account Manager.
. Conversant with overall and specific market/competitor knowledge (ITV/C5/Sky and other media) to make sound commercial judgements with input from Trading Account Manager Sales Development.
. Make key decisions (both current & strategic) in conjunction with the Trading Account Manager.
. Formulates sales strategy for following year in consultation with Trading Account Manager.

Managing Resources:
. Acts as advisor/consultant to management teams within developmental outputs (e.g. More4, E4) helping with programming and performance issues with a view to maximising sales opportunities.

Relationship Management:
. Manages key trading relationships with relevant agencies, including dealing at senior level. This involves varying stance and attitude to maximise revenue/market share, often in a proactive and difficult commercial environment. Personally handles conflict situations to effective conclusion.
. Development of effective external relationships with agency personnel.
. Conflict management required both internally and externally.
. Interpret and explain information to all levels ensuring that strategy and results are fully implemented and understood.
. Operate as an integral part of the agency group and wider agency teams, where new ideas and market information is shared to maximise revenue opportunities across total agency portfolio and wider business.
. Works as a key member of the integrated agency group to improve effectiveness and maximise revenue.

Complexity/Problem Solving:
. Resolve deal interpretation issues.
. Arbitrate various day to day airtime disputes both with agencies and occasionally, internally.
. Responsible for getting the best value deals for the C4's inventory on a sustainable basis by pitching to agencies, sometimes in a volatile overall market.
. Some deals are complex and involve whole of Channel 4 output - components include price, length of contract, cultural and PR issues, conflicts of interest (both internal and external) that are usually familiar to jobholder. Job deliverables include key message presentations, commercial diligence checks and data analysis.
. Keeps up to date with industry knowledge in order to contribute to the direction of the integrated sales team.

Business Impact/Strategic Perspective:
. Brings some influence to bear on the generation of revenue: both short term (incremental cash incentives, one off tactical offers etc) and long term deals.
. Acts in full compliance with OFCOM regulatory frameworks.
. Makes recommendations with regard to future dealing.

Essential Experience & Skills

. Proven experience in media sales to Sales Executive level or equivalent.
. 'Face to face' Agency and Client experience.
. In-depth understanding of how media sales works via advertising agencies and clients.
. Experience of negotiating large and small value deals.
. Excellent relationship management skills.
. Experience of managing conflict.
. Ability to execute methodical and prolonged sales pushes.
. Highly numerate with good analytical ability.
. Ability to quickly grasp new ideas and concepts.
. Self-motivated, proactive, resilient and tenacious.
. Concise and accurate communication style.
. Commercially imaginative with the innate ability to drive and win deals.

Desirable Experience & Skills

. Some knowledge of research systems used by C4, by partners and competitors.

How to Apply

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