Crain's Cleveland Businessis looking for a dynamicSales Directorto bring innovative thinking and strong analytical skills to help grow our business. This person will help drive revenue generation across our portfolio of media assets by identifying growth opportunities. Our Sales Director will be a player/coach with their own territory while managing a sales team. In this role, the incumbent will interface with business leaders across multiple functions, both inside and outside Sales, including regular meetings with the heads of various departments to brainstorm regarding product launches or proposals and manage a team of Account Executives. They are also accountable for meeting the business's monthly/quarterly/annual sales goals, including tracking, and managing the advertiser pipeline. Success in this role will be evaluated based on the following criteria: 1. Maximize all brand revenues; digital, conferences, print Manage their own accounts/book of business and be responsible for growing business Identify new revenue opportunities via internal analytics/market/sales feedback identifies new markets and designs and delivers special programs, as well as other innovative revenue generating opportunities for the business. Develop and execute strategic plan to achieve sales targets and expand our customer base. Conduct regular top-level sales calls to clients and agencies. Regularly available to assist with problems the sales team may not be able to initially handle. Analyze pipeline and lead data, deliver periodic reporting to the sales and marketing teams providing key business insights. Manage the sales budget for the brand by working with Associate Publisher to establish the brands annual revenue goals. Collaborate with Associate Publisher to establish proper spending levels to achieve ad page, online, custom content and event revenue goals. Develop sales commission/incentive programs and contests working collaboratively with Associate Publisher. Provide competitive feedback to Associate Publisher so all marketing strategies are developed with necessary input about tactics and strategies of competitive publications. 2. Managing the Sales Team. Oversee the day-to-day leadership of the department, staffing, tracking against departmental and business goals, and team motivation. Motivate the sales force through personal involvement, consultation, support and by setting an example of leadership through action. Ensure customer service standards are high and continually improving. Work with internal teams on behalf of clients to ensure the highest level of customer service. Work collaboratively with the sales and marketing teams to foster a culture of continuous process improvement, and ensure transparent communication takes place regularly making sure sales team employees understand Crain's culture, values, and business strategy. Drive the successful implementation and adoption of the sales CRM, Salesforce. Maintain up to date prospects, clients, agencies, and promotion list. Work with Production and Digital Ad Ops to ensure that all insertion orders, positioning requests, and campaigns are properly handled and fulfilled. The Sales Director must also handle client complaints incurred by production errors, campaign errors, and any disputes that might arise from clients. The Sales Director should recommend solutions to the Associate Publisher for any make-good or credit requests coming from client disputes and work collaboratively to see disputes are settled amicably and quickly. The Associate Publisher will regularly review (e.g., at least monthly) the performance of all sales personnel. A minimum of 8 years' experience in selling with a minimum of 2 years' experience managing a sales team. Good judge of people and character. Demonstrated strong leadership qualities. Superior communicator. Ability to spot and respond to problems an