Head of Programmatic Sales - IGN

Sales London, United Kingdom


Position at IGN

Performance Area 1: Revenue Generation
Time: 80%

  • Develop solid relationships with direct clients, and programmatic buying points
  • Exceed revenue targets set by the company - monthly, quarterly & annually
  • Prepare sales strategies to identify target agencies & clients to implement business development to secure Ziff Davis revenue
  • Negotiate direct advertising deals and implement best pricing policy to maximise yield
  • Develop in conjunction with the CD new sales opportunities across other Ziff Davis sites in the region
  • Coordinate with US teams to provide clients effective data partnership opportunities

Key Performance Indicators

  • Performance to budget and key category growth
  • Yield & STR performance
  • Delivery of new sales initiatives / product development
  • Relationship strength
  • Brand count growth
Performance Area 2: Partnerships
Time: 10%
  • Create valuable, long standing relationships with programmatic agencies and direct clients
  • Develop strong relationships with Ziff Davis International teams to leverage overseas sales successes locally
  • Identify, create partnerships and deliver new direct clients to Ziff Davis
  • Create relationships with key industry bodies (i.e. IAB)
  • Create valuable relationships with licensee partner (and/or other media organisations) to deliver joint venture partnership opportunities

Key Performance Indicators

  • Regular meetings with all key constituents outlined above
  • Delivery of new clients to Ziff Davis
  • Attendance at relevant industry events
  • Relationship strengths
Performance Area 3: Planning
Time: 5%
  • Prepare, implement & review Ziff Davis quarterly and annual sales strategies in conjunction with CD & wider sales team
  • Develop new sales proposal collateral
  • Manage existing sales collateral
  • Develop in conjunction with CD & wider sales team pricing reviews quarterly
  • Work with Ziff Davis International on overseas campaigns to leverage locally
  • Have a clearly defined client and agency action plan to deliver increased revenue and brands not carried to the business

Key Performance Indicators

  • Implementation & review of strategies with key learning’s and revised focuses
  • Delivery of sales materials to a required standard
  • Understanding of market conditions and pricing
  • Ability to plan across multiple int’l & local initiatives
Performance Area 4: Reporting
Time: 5%
  • Review weekly revenue with Commercial Director
  • Review monthly and quarterly revenue performance to budget and provide insight, commentary & action plans to ensure budgets are exceeded
  • Review monthly site analytics across all platforms and develop plans to generate revenue via this information
  • Provide insight and vision around market conditions and future predictions with how this may impact Ziff Davis
  • When applicable work on relevant research reports and their ability to generate revenue
  • Provide accurate, rolling weekly forecasts on revenue expectations

Key Performance Indicators

  • Demonstrated understanding and ability to forecast revenue accurately
  • Strong understanding of market requirements and ability to deliver results
  • Ability to utilise data to provide insight and sales strategies

  • Preferable tertiary qualification in business or similar
  • Proven Sales and Account management performance – minimum 3-5 years
  • Established history working in digital media sales
  • Strong agency and client relationships
  • Experience in budgeting & revenue forecasts
  • Proven track record in setting and achieving business & personal goals
  • Experience in research, analytics & ad serving systems such as:
    • Google Ad Manager
    • ComScore
    • Salesforce
    • DFP
Skills and Knowledge:
  • Solid understanding of the digital, media, advertising and marketing industry
  • Well-developed communications skills (written & verbal)
  • Intermediate to advanced skills in:
    • PowerPoint
    • Excel
    • Google (Doc/Sheets/Slides)
  • Ability to work under pressure
  • Strategic & quantitative skills
  • Team player with the ability to work with a number of stakeholders
  • Ability to work autonomously
  • Solutions provider
  • Flexibility to adjust to changing situations, opposing perspectives whilst maintaining effectiveness