Sales Director

Finelight Media Group is an ambitious and rapidly expanding media group that thrives on both organic growth and strategic acquisitions. As we continue to build our presence in the industry, we are seeking an exceptional individual to join our executive team and take charge of leading and developing our diverse teams of 45+ professionals in SDR, Media, and Client Services across the UK and North America.

In this pivotal role, your ambition and drive will align with our own as you spearhead our revenue growth efforts.  As we continue to grow, so too will your responsibilities and scope of influence, offering you a dynamic and rewarding journey with us at FMG.

We are looking for an ambitious, experienced results driven Sales Director, with a proven background in revenue growth from building high-performing SDR and Sales teams, ideally with experience in multinational B2B Media.  

In this role, you will be responsible for building and managing both office-based and remote SDR and tele-sales teams, ensuring high output and exceptional performance. Your expertise in team management, coupled with your strong data analytical skills, will enable you to guide your teams through KPIs, metrics, CRMs, and relevant technology platforms to optimize sales outcomes. 

We are looking for an individual with outstanding people management and communication skills. Your ability to attract top talent, provide effective coaching and development, and foster employee engagement will be instrumental in driving our success.

Key Responsibilities

• To manage, lead and execute the Company’s outbound sales strategy, with a strong focus on revenue growth whilst achieving KPIs and productivity targets. 
• Implement a revenue growth strategy that aligns with the Company's revenue targets and objectives. 
• Work closely with our marketing, content, events, and data & insights teams to identify new revenue opportunities and implement strategies to capture them and leverage our various platforms to support the Company’s commercial objectives. 
• Foster and maintain strong relationships with key clients and industry stakeholders. 
• Help set and manage commercial targets for the business, regularly reporting revenue performance and market trends to the board. 
• Oversee the performance of our SDR & Media sales team, both office-based and remote, including leading recruitment, training, setting targets, monitoring performance, and providing coaching to drive goal achievement. 
• Provide strategic leadership and guidance to the sales team, ensuring alignment with the company's vision, mission, values, and objectives.  
• Coach and develop sales team (office based and remote) using performance management tools to improve key performance indicators and individual objectives, supporting effectively succession planning.  
• Stay updated on procedures, products, schemes, and changes, effectively communicating these to the team. 
• Help secure and retain high value clients. 
• Collaborate, cultivate and maintain relationships with key clients and stakeholders to ensure a cohesive approach to revenue generation. 
• Strategically lead the SDR & media sales recruitment process, acquire the most suitable calibre candidates for role.  
• Champion the use of CRM tools (HubSpot) to integrate outbound lead generation into our inbound activity.  
• Produce management information in relation to agent activity which will help identify any coaching and development needs required to assist agents to meet their KPIs.  
• Deliver regular 1:1s ensuring objectives are recorded and monitored 
• Demonstrate a confident and positive attitude towards change.  
• To act with integrity, due care, skill, and diligence.  

Person Specification

• Minimum 8 years of experience in commercial roles showcasing a strong record of driving growth through building and leading SDR and sales teams. Experience in Media a distinct plus but not a necessity.
• Experience working with North American teams and customer base a distinct plus. 
• Proven track record of effectively hiring, managing, engaging with, motivating, and proactively overseeing a remote sales team.  
• Ability to inspire and guide team members through coaching and mentoring. 
• Proficiency in collaborating with the existing sales team and adapting to change management protocols. 
• Demonstrated success in use of CRM platform and related technology.  
• History of providing excellent aftersales customer care.  
• A high level of experience in performance management, including the ability to analyse team performance data. 
• Excellent interpersonal and communication skills, both written and oral. 
• Strong verbal reasoning, time management, and problem-solving skills. 

“We are delighted to be partnering with Pure for this key senior hire. We've had an amazing few years with continued success, growth, and development in all our key business areas.

We are excited about the prospect of a new Sales Director joining Finelight Media and look forward to them contributing greatly to the group’s further success”.

Joe Woolsgrove – COO