Regional Sales Director, Media in New York, New York at Institutional Shareholder Services

ISS Media is looking for an ambitious, high-energy salesperson that is self-motivated and driven to be the best. A results-focused mindset is paramount to achieving success in this role, along with a consultative sales process. The ideal candidate will be a team player who can successfully leverage her or his existing networks to sell our B2B brands: PLANSPONSOR, PLANADVISER and CIO.

This position is located in our New York City location and reports to the Commercial Director. The salesperson will manage and grow revenue with existing clients and fill the sales pipeline with new prospects while being responsible for a revenue target. As a visible and vocal advocate for our brands in their territory, adherence to our core values (Integrity, Collaboration, Clients, Empowerment, Flexibility) is a must.

Responsibilities include:

• Cultivate strong relationships through a consultative sales process. Geographic territory with accounts in six north-eastern states (New York State, Connecticut, Massachusetts, Rhode Island, Vermont, New Hampshire, Maine), and shared responsibilities in New York City. Expect to travel regularly to meet with clients (when able). Will be required to travel to ISS Conferences during the year.
• Effectively and accurately managing sales pipeline in Salesforce to facilitate teamwork and management reporting.
• Regular schedule of client meetings per week, including face to face (when it is again possible), video presentation, group conference call, negotiations.
• Understand customer's needs/objectives and develop and deliver winning cross-platform programs and proposals that lead to lasting and commercially successful advertising partnerships.
• Work with the Commercial Director to grow active account list, create new revenue opportunities, and consistently meet and exceed monthly, quarterly, and annual sales goals.
• Utilize ISS Media’s Salesforce CRM tool to manage all business activity.
• Prospect and identify new sales opportunities.
• Maintain a steady stream of outgoing emails and phone calls to prospects weekly.
• Presence at industry associations and events and a visible presence in the financial advertising community.

Requirements:

• At least 4-8 years of successful media sales experience managing national accounts with a strong background working with financial institutions in the B2B space.
• Proven experience prospecting and developing new business as well as managing and growing existing business.
• Experience achieving all sales goals through a focused and strategic approach to sales.
• Experience in cross-selling digital, print, video, research, and event products.
• Experience creating programs and partnering in a consultative sales process with customers as they grow and market their business.
• Established relationships at asset management clients and agencies in the B2B space.
• Experience developing custom content programs, with an emphasis on native media.
• Experience presenting to agency contacts as well as senior marketers at asset managers.
• Experience identifying, cultivating, and converting prospects into clients.
• Strong and effective written and verbal communication skills.
• Outstanding presentation and listening skills.
• Organized, multi-tasker who thrives in fast paced environment.
• Team player who works well with colleagues, support teams, and other company departments.

Strongly preferred:

• Know the rapidly changing digital space and the demands of dealing with various campaign implementations.
• Experience working in a team-based sales organization (account splits).
• A deep passion for building value for customers.
• An adaptive and consultative customer engagement approach.
• Proficient in Word, Excel, PowerPoint, and Salesforce.
• Passion for selling and being in front of clients.
• Contacts at both client and ad agency level.
• Understanding the financial category and the industry's needs.
• Strong negotiation, influencing and account management skills.
• Salesforce or comparable CRM system expertise.
• A strong working knowledge of the institutional retirement space.

Base salary: The New York City expected base pay range for this role is $110,000 - $140,000 per year. Exact compensation may vary based on skills, experience, and level of education. The role is sales incentive eligible.

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What You Can Expect from Us

Our people are the moving force behind our work. We are committed to building a culture that values diverse skills, perspectives, and experiences. If you have the skills, passion, and drive to help us bring clarity and transparency to capital markets, we want to work with you.

Together, we can grow your career in an environment that fuels creativity, drives innovation, and has real impact.

About ISS STOXX

ISS STOXX delivers world-class research, data, and technology solutions that empower capital market participants to pursue their visions with confidence. Our expertise spans indices, corporate governance, sustainability, cyber risk, and fund intelligence, giving clients the tools they need to uncover opportunities, manage risks, and navigate evolving regulations. We are made up of 4,000 professionals operating across 20 countries and serving approximately 5,000 clients, including many of the world’s leading institutional investors. Our scale and reach give us deep market knowledge, while our innovative methodologies allow us to offer our clients tailored insights that drive impact and success.

Specifically, Media at ISS STOXX comprises a highly regarded set of publications, digital assets, and research known for their editorial integrity, objectivity, and leadership within the industry, as well as a conference business in the retirement segment.

Visit our website: https://www.iss-stoxx.com/

To learn more about our Media business, please visit: https://www.issmarketintelligence.com/solutions/media/

View additional open roles: https://www.iss-stoxx.com/about/careers/

We are proud to offer the following featured benefits

• Medical, Dental, and Vision coverage
• 401(k) with a company match up to 9%, including a Safe Harbor contribution
• Flexible Spending Account (FSA) and commuter benefit programs
• Generous paid time off
• Volunteer Day
• Paid parental leave
• Hybrid working options
• Midtown - centrally located near Grand Central Station and Port Authority

ISS STOXX is an equal employment opportunity employer and does not discriminate against any employee or applicant because of race, color, ethnicity, creed, religion, sex, age, height, weight, citizenship status, national origin, social origin, sexual orientation, gender identity or gender expression, pregnancy status, marital status, familial status, mental or physical disability, veteran status, military service or status, genetic information, or any other characteristic protected by law (referred to as “protected status”). All activities including, but not limited to, recruiting and hiring, recruitment advertising, promotions, performance appraisals, training, job assignments, compensation, demotions, transfers, terminations (including layoffs), benefits, and other terms, conditions, and privileges of employment, are and will be administered on a non-discriminatory basis, consistent with all applicable federal, state, and local requirements. For more information, please view https://www.dol.gov/agencies/ofccp/posters.

We are committed to ensuring equal opportunity in employment for qualified person with disabilities, fully in compliance with the Americans with Disabilities Act (ADA) in the US along with other applicable jurisdictions in which we operate. We prohibit discrimination against applicants and employees on the basis of disability as it pertains to the job application, hiring process, and other terms and conditions of employment. If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact ISS_Careers_Accommodations@iss-stoxx.com. This email is created exclusively to assist disabled job seekers where disability prevents them from being able to apply online. Only messages left for this purpose will be returned. Messages sent for other purposes, such as following up on an application or other technical issues not related to a disability, will not receive a response.