Sales Manager

SALES MANAGER – ASSETS

EMG/Gravity delivers an unparalleled range of media services and solutions to clients worldwide: 30 offices, more than 100 outside broadcast trucks and flypacks and 40 studios across the United Kingdom, Europe, the Middle East, the United States and Australia, offering market-leading broadcast, technology, production, and post-production solutions across many of the world’s most-watched live events and entertainment programmes and working with the world’s most renowned sports rights holders, production houses and broadcasters.

The group’s acknowledged broadcast technology and production partnerships across major sports including UEFA EUROs, Olympic Games, FIFA World Cup, Champions League and Premiership football, Formula E, the Bathurst 1000, the ATP Tour, Australian Open, US Open and French Open, Tour de France, Giro d’Italia and Tour Down Under, NBC Sports and College Sports across the US, the World Aquatics Championships, the Melbourne Cup, the Sydney Hobart Yacht Race.

THE ROLE

Based at either our High Wycombe or Watford offices, the Sales Manager – Assets will be responsible for commercial and business development for our Used Equipment sales and marketing across the world. They will also form a key link between Business Development and the Asset Management team, consistently liaising on equipment utilisation and availability.

This role will be a key part of our Group Procurement Team, generating new opportunities and maintaining an excellent contacts book to the business. Utilising their own extensive network within the sports broadcasting industry, the Sales Manager will be expected to maintain a consistent pipeline of opportunities using our CRM, delivering against agreed KPIs and contribute to continued strategies for growth in the Used Equipment Market.

They will both grow existing long-term relationships with our top spending clients and also identify long-term growth accounts, utilising Rental and Projects contacts and clients to cross-sell and handover leads between both teams.

Where possible alongside of their main KPIs, the Sales Manager will be encouraged to integrate and actively participate in the wider Business Development strategy, putting forward new opportunities and potential areas for growth.

As the role will operate as an individual contributor, albeit as part of a wider team, you will need to be ready and willing to get involved with a hands-on approach to the role.

RESPONSIBILITIES

Supporting the wider International Leadership Team as directed in the development of existing client strategy and new business growth in the Used Equipment market including but not limited to:

• Generate pipeline of potential opportunities, identifying the cyclical trends of a calendar year i.e. financial year-end, big tournament product dumps and new product releases.
• Work closely with the Assets Management team to regularly review utilisation of kit to ensure cash is generated on old tech.
• Segment end-users to specialist dealers, build a pricing model to suit both markets.
• Go-to-Market; enhance the current GTM strategy particularly online listing websites and external publications to widen our marketing comms in tandem with Marketing.
• Widen our presence in growth markets that are untapped (E.g. Asia and the Middle East).
• Understand the geographic variances in the market, i.e. pricing, preferred specs by Region and more.
• Working in partnership with the Directors – to cross and up/sell across existing clients.
• Leverage existing industry contacts to build new client relationships.
• Account handling of some key strategic clients in the niche Used Equipment market.
• Develop, maintain, and expand industry contacts book including manufacturers.
• Performance analysis and management of the CRM.
• Grasp the trends and challenges in the market, i.e. influence of long-lead times on new kit, new product releases, the impact of technological changes i.e. Remote Production and move from SDI to IP.
• Identify a run-rate product and build a business case for box sales, i.e. PTZ’s.

REQUIREMENTS

Essential

• Minimum 2 years’ experience working in business development, sales or as an engineering project lead.
• Minimum 2 years’ experience working in the broadcast industry, significant experience working in sports broadcasting is an advantage.
• A network of existing client relationships within the broadcast and media sector.
• Demonstrable experience of working on RFP responses, kit lists and technical budgets.

Desirable

• Understanding or sports TV Production and associated workflows.
• Knowledge of IP workflow and Remote Broadcast workflow is an advantage.
• Understanding of and / or contacts within a broad range of sporting federations / broadcasters / manufacturers.

COMPETENCIES

Essential

• Strong communication and interpersonal skills.
• Experience of successfully building relationships with internal and external contributors.
• Strong stakeholder management skills, particularly under tight deadlines.
• Business intelligence.
• Excellent writing skills, specifically within a bid writing/tender context.
• Strong numerical literacy, comfortable working with budgets and complex quotations.
• Proven negotiation skills.
• Ability to use Microsoft Excel for both budgeting and data analysis purposes.
• Ability to work well in a team, equally a self-starter who is comfortable working alone on individual projects with minimal supervision.
• Ability to work as part of a growing team.