Media salespeople help companies advertise their products or services. Those in media sales roles persuade organisations to buy advertising space using careful research, expert media insight, and effective sales tactics.
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| Sales Executive | AED12,000 - AED15,000 |
| Sales/Business Development Manager | AED18,000 - AED25,000 |
| Head of Sales | AED25,000 - AED35,000 |
| Sales Director | AED40,000+ |
| VP Sales | AED55,000+ |
Advertising is crucial to almost every business in every sector, so there is never a shortage of media sales roles for the right candidates. Many companies simply don’t know what form of advertising they need until they are shown by a professional, and this insight into the media industry is what makes media sales professionals so vital. Since there will always be media agencies and publications looking to sell advertising space, media salespeople are an indispensable part of any company.
Media salespeople typically work for either a media agency or in the sales department of a specific media organisation, such as a newspaper or TV station. Those who work for a dedicated media company will use insight to identify the most advantageous advertising medium for a company’s particular needs, while their sales aptitude will allow them to sell this solution to the business in question. The role of in-house media salespeople instead entails persuading companies to buy advertising space in the publication they work for. You will, therefore, help businesses to harness the power of advertising, while maximising employer revenue.
The advent of digital media has seen the media industry grow more in the past two decades than in any period since the first-ever TV advert in 1941. Most online mediums are free to use and rely on advertising to sustain themselves, and this has impacted hugely on the monopoly that traditional broadcast and print media once had. Companies across all sectors are using the internet as a more targeted and cost-effective way of communicating with their audiences.
As such, the role of media salespeople working for media agencies has changed substantially. They must now grapple with a whole host of other advertising and marketing mediums, like PPC, email and social media, and weigh up which would be most suitable and beneficial for their clients.
Those in media sales can progress into senior and managerial roles. Most in this field typically start as a media sales executive before moving into senior sales executive, account management, or advertising sales management positions, each of which comes with greater strategic and managerial responsibilities.
To thrive in a media sales role, you must be naturally outgoing and social, as you’ll need to interact with potential clients and develop long-lasting business relationships. Excellent oral communication skills are therefore essential, and you must also be a strong negotiator who can persuade clients of the merits of what you are selling them.
You need to be resilient and handle pressure well, especially when dealing with client objections and be a good listener in order to take into account the needs of a client. Media salespeople must also possess a keen awareness of company targets, KPIs, and revenue, with strong attention to detail.
A passion for media and an understanding of the advertising services offered by the company you’re applying to are essential. For those aiming to work for a media agency, knowledge of both traditional and non-traditional advertising mediums is also fundamental. You will be tasked with persuading prospective clients of their merits, and won’t be able to do so without this insight. Media salespeople must also be able to handle and analyse a variety of data since this will inform the campaigns you organise.
Employers are looking for individuals who have gone above and beyond in previous roles and made a significant difference to the way things were done. A good way to demonstrate this is with statistics—for instance, it is one thing to state that you have improved client retention rate or business sales by a certain amount, but if you have the figures to back it up, you’re sure to impress the interviewer.
There are no formal requirements for a career in media sales, but most employers prefer university graduates. A degree in business, marketing, or another related field will stand you in good stead, and previous sales or media experience will also be highly advantageous.
"When looking for a sales job - Ensure you include your performance vs target record for at least the last 3 years and always include key achievements, notable deals if possible"
— Richard Smith, Regional Director
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