• Permanent - Full Time
  • £45,000- £55,000 DOE
  • Croydon

  • Business: emap
  • Brand: Packaging News
  • Base Location: Croydon/Hybrid ( 3 days from home, 2 days in the office)
  • Employment Type: Full time, Permanent
  • Salary: £45,000 – £55,000 DOE

Overall Purpose of the Role:

As a hands-on Commercial Director, you will be responsible for creating, leading, and inspiring a high performing commercial team, across multiple revenue streams, for EMAP’s market-leading UK packaging brand, Packaging News. Print, digital, events and bespoke solutions.

EMAP has a long and rich heritage of being the custodian of a portfolio of world-class media brands.  We produce content that informs and progresses some of the largest and most respected businesses within the fastest moving and most influential sectors in the UK.

Our industry leading brands sit at the heart of business powerful communities like packaging, grocery, automotive retail, health, property, construction, architecture and fashion. EMAP people are ambitious, curious by nature and use this to create great products and solutions. EMAP people are great communicators to our customers and have deep personal integrity.  We are a performance-driven growth business with an entrepreneurial and sociable spirit.

The Brands: 

Packaging News is the market leading monthly magazine for the packaging industry in the UK. It is a controlled circulation publication which is posted each month to over 10,000 leaders in the packaging industry

UK Packaging Awards are the most prestigious awards in the UK packaging calendar. The awards, held at the Grosvenor, bring together the great and the good each year to celebrate the very best in the packaging market.

Environmental Packaging Summit is an annual conference, this year held in the midlands, bringing together delegates, sponsors and speakers from the world of packaging, retail, and government. It has been running for three years and has established itself as the leading event in environmental packaging. The revenue model is a mix of delegate revenue and sponsors.

Environmental Packaging Awards is a new awards launched this year. The revenue model is awards entries, plus sponsorship. The intention is to move towards a sit-down dinner with additional table sales revenue in 2023

Packagingnews.co.uk is the main website for PN, it includes daily news, video, banner ads and paid for content. The site also offers email alerts and newsletters.

 

Key responsibilities:

  • Develop and implement an operational sales strategy in line with the overall brand strategy for the group.
  • Assist the MD in being the figurehead of packaging brands within the marketplace.
  • Identify new revenue streams (NPD on and offline) to generate sustainable growth, year on year.
  • Deliver / exceed monthly, quarterly, and annual budgeted revenues for the group,
  • Maintain and grow share of advertising/sponsorship revenues.
  • Measure, maintain and grow market shares for print & online.
  • Maintain and grow yields through a value-based selling strategy.
  • Together with the MD and finance team, prepare budgets and forecasts.
  • Manage divisional costs according to budget (e.g., expenses, ad promotion, recruitment costs, P&L of NPD).
  • Demonstrate excellent face to face and presentation skills.
  • Demonstrate exceptional time management skills- You will be required to manage your time very effectively across an extensive portfolio of brand extensions.

Strategy and Sales Development

  • Develop and implement the operational sales plan for each product you are responsible for, on and offline and for events in line with the brand strategy as directed by MD.
  • Ensure effective communication of the sales strategy to your team.
  • Forecast accurately on a rolling basis, current/next month and annualised revenue/profit by product where applicable.

Market & Product Knowledge

  • Ensure a thorough working knowledge of the product sectors for which you are responsible, their brand extensions and the markets in which they operate.
  • Ensure full awareness of all competitor activity across print, online and events, including circulation, target audience and sales stories.

Relationship Management

  • Develop and maintain relationships with the brands key accounts, based on an understanding of their business and market dynamics.
  • Understand the customers business environment and their needs.
  • Work with your Peer Group i.e., Commercial Directors to develop and implement sales best practice across the wider business.

Sales Performance

  • Deliver/exceed against brand monthly, quarterly, and annual sales targets (revenue/share/yield)
  • Demonstrate clear sales leadership by assisting your direct reports to deliver best practice and revenues.
  • Focus on retention and growth, both revenue and customers.
  • Define and agree sales area KPI’s; define sales patch, segment opportunity; focus effort and manage, measure market shares and pipelines.

People Management

  • Attract, retain, and develop high achievers.
  • Manage, Coach, and develop direct reports in accordance with HR guidelines. Ensuring that they are in the best position to deliver to EMAP’s KPI standards.
  • To conduct regular appraisals with your direct reports, identifying stretching and developing objectives as appropriate.
  • Organise and execute team training.
  • Conduct weekly sales meetings with your team.
  • Proactively encourage collaboration to achieve team goals.
  • Develop an open, honest, and supportive team environment.

Skills and Experience:

  • Educated to degree level or equivalent preferred.
  • A professional entrepreneur, with a strong commercial awareness.
  • Excellent communicator with exceptional negotiation and influencing skills.
  • Experience of creating urgency and closing.
  • Ability to demonstrate, significant experience in leading a high performing, multi-platform commercial team in a fast-paced environment.
  • A proven track record of successfully developing individuals, through first rate coaching and leadership.

Core competencies:

  • Planning & Organisation.
  • Commercial Awareness.
  • Sales structure & process.
  • Relationship Building.
  • Communicating and Influencing.
  • Ability to work with skill and at pace.
  • Experience of coaching.
  • Effective time management.
  • Maintains high accuracy, and attention to detail.

Personal Attributes:

  • Professional and well-presented.
  • Polite and highly articulate.
  • Positive and enthusiastic attitude
  • Strong interpersonal skills.
  • Maintains professionalism.
  • Drive and determination.
  • Competitive and results orientated.
  • Problem solver.
  • Appreciation of wider business strategies within EMAP and across the group.
  • Self-motivated and competitive nature.
  • Takes proactive approach to self – development.

Benefits: emap is part of Metropolis Group, together we are committed to providing a happy and healthy place to work, so we offer fantastic benefits and perks to our employees.

  • 25 days of holiday per year (with the option to buy or sell)
  • Health plan
  • Life insurance cover
  • Cycle to work scheme.
  • Discounted gym memberships
  • Retail discount vouchers
  • Private virtual GP access
  • Income Protection and more

Place of work: This exciting position is a full-time hybrid role. 2 days in the office, 3 days from home. This could change over time depending on business needs.

Privacy:  Metropolis Group respects the privacy of every person for whom we have personal data. We comply with data protection legislation such as the Data Protection Act 1998 and the General Data Protection Regulation which regulates the processing of data and ensures that your data is processed fairly and lawfully, is kept secure and only that data necessary for any processing is kept. You can see our privacy policy at www.metropolis.co.uk/privacy.

Diversity and Inclusion:  We are an equal opportunity employer and value diversity and inclusion.  All applicants will be considered for employment without attention to race, age, religion or belief, pregnancy and maternity, marriage and civil partnership, sex, sexual orientation, gender identity, national origin, or disability status.

 

How to apply: Please send your CV covering letter with notice and salary expectations to metropolis.careers@emap.com.  Due to the volume of applications, we receive, we are unable to give individual feedback at the application stage, however if you are successfully shortlisted you will be contacted within 10 working days of the closing date.

 

N.B. The role profile identifies the key responsibilities and competencies required in the role.  It is not an exhaustive list of tasks that need to be completed.  The Company reserves the right to amend the role profile as the role develops with the business.

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