Sales Executive

Watford,
UK
Type: Permanent

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Based in our Watford office, the Sales Manager – Global Used Equipment will be responsible for commercial and business development for our Used Equipment sales + 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.

THE FORCE OF GRAVITY

Gravity Media exists to create world-class content that inspires and excites. Our 500 people serve clients in all markets, from sport and media to news and entertainment, working all over the world from bases in the UK, Australia, USA, France, Germany and Qatar.

We are driven by client service excellence. We’re always looking and listening, keeping up with the latest broadcast innovations – or pioneering them. Above all, we channel our energy into maintaining our reputation for flawless execution, deep technical expertise and efficient delivery.

OUR BRAND PROMISE

We use the collective power of our people and resources to capture, craft and create – putting our clients at the centre of our universe. We are expert, innovative and reliable; a guiding force in a complex world. It’s what we bring together that sets us apart.

Based in our Watford office, the Sales Manager – Global Used Equipment will be responsible for commercial and business development for our Used Equipment sales + 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 wider EMEA Business Development 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 maintain a consistent pipeline of opportunities using Salesforce, deliver 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 + also identify long-term growth accounts, utilising Rental + Projects contacts + clients to cross-sell & 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.

Responsibilities

Supporting the Director – Business Development and the wider Executive 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 + 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 + external publications to widen our marketing comms in tandem with Marketing.
  • Widen our presence in growth markets that are untapped ie; parts of Asia.
  • Understand the geographic variances in the market ie; pricing, preferred specs by Region + more.
  • Working in partnership with the Directors – to cross + 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 Salesforce CRM.
  • Grasp the trends + challenges in the market i.e.; influence of long-lead times on new kit, new product releases, the impact of COVID + technological changes i.e.; Remote Production & move from SDI to IP.
  • Identify a run-rate product & build a business case for box sales i.e.; PTZ’s

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

Desirable

  • Experience of CRM software is an advantage, Salesforce preferred.
  • Microsoft PowerPoint Skills

Experience

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 & 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

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