Euromoney Institutional Investor

  • Subscriptions Director – Insider Publishing

    Job ID
    Sep 2018-8082
    Department
    The Insurance Insider
    Contract Type
    Permanent Full-Time
    Category
    Sales
  • Job Advert

    Insurance Insider, Trading Risk and Inside FAC are market leading titles in the (re)insurance and specialist global insurance markets. They provide unique gateways to the leaders, opinion formers, executives and investors of the global P&C (re)insurance industry. They are relied upon for their editorial expertise, exclusivity of news and depth of analysis. 

     

    The subscriptions sales team is a team of 5 people across the London and NY offices and is responsible for over £7 million revenues (in FY18) generated from over 15,000 subscribers. 

    The Subscriptions Director will have overall responsibility for ensuring the subscription’s team achieves the growth needed to meet its budget in 2019 - nurturing existing clients, ensuring the right strategies are in place to attract new users and monetising the new launch of American Insurance Insider will be key to this. Extensive travel to the U.S will be essential.

     

      

     

    PURPOSE 

     

    This role has the following key objectives: 

     

    1. To develop, manage and lead the subscriptions team to successfully nurture their account bases of corporate clients as well as hunting out new business 
    2. To create a team culture focussed around relationship building and account management 
    3. To work with the marketing and analytics team to understand subscriber engagement and design, develop and implement strategies to unlock new subscription revenues 
    4. To build relationships with key clients and present the portfolio of products to corporate license managers and other stakeholders within their business
    5. To work with marketing team and sales teams to create marketing collateral and pricing strategies to maximise the commercial opportunities for Insurance Insider and American Insurance Insider products
    6. To be instrumental in the successful implementation of salesforce to enable the group to understand a holistic view of client spend 
    7. To work with the Commercial Director to set subscription sales targets and ensure that the subscription team hits monthly and annual targets, across multiple products including existing products and new products   

    ACCOUNTABILITIES 

    • Working collaboratively with the Brand Marketing Manager to generate leads and ensure trialist and new user interest
    • Ensuring the sales team is consistently closing business (both renewals and new business)
    • Reporting figures and accurately forecasting sales to commercial director
    • Working with the commercial director to implement appropriate YOY rate increases
    • Attending relevant events and conferences to build & reinforce relationships as well as meet new contacts 
    • Support the subscriptions sales team with face-to-face sales and presentations to C-Suite executives and other key decision makers and be able to demo the various elements of the subscriptions package
    • Prepare the relevant sales literature for the various brands especially around the new messaging for American insurance Insider
    • Developing and implementing successful commercial strategies for existing and new subscription products
    • Create long term strategies for ensuring users are not abusing Insurance Insider licensing terms and ensure the right contracts are in place to protect our business
    • To successfully integrate salesforce to not only generate revenues and report on pipelines but also to ensuring we can market new products effectively and efficiently to new target markets
    • Work with the Head of Marketing and Analytics to find ways of creating and sharing usage reports to corporate license stakeholders and use these reports to upsell access to increase engagement further 

     

    REQUIRED EXPERIENCE & SKILLS 
      

    • Experience and skills required:                                                                                                          
    • Substantial leadership experience in managing, developing and motivating teams
    • Solid experience of selling subscriptions in B2B markets, ideally in the insurance, financial services or other risk markets with UK and US market
    • Good experience of leading and negotiating sales agreements
    • Measurable and sustainable track record of sales, preferably within UK and US market
    • Excellent numerical and written skills 
    • First class presentation skills and ability to deal with senior management and multiple stakeholders
    • Good organisational and time management skills are essential  
    • Experience working with CRM systems e.g salesforce, workbooks 
    • Outstanding conversation skills and commercial acumen and adept at uncovering potential leads 
    • Able to quickly grasp new ideas, think on their feet and work to deadlines  
    • Entrepreneurial, with a problem-solving mentality and positive attitude Personal attributes: 
    • Self-starter with a sense of drive and ability to work in a complex environment 
    • Commercial and technical pragmatism 
    • Honesty and integrity 
    • Self-awareness 
    • Team player 
    • Positive attitude 
    • An interest in technology would be useful

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