Sales Executive
Context
The Museums Association is the professional body representing the museum,
gallery and broader heritage sector. It has over 5,000 members and works to
improve museums and galleries for the benefit of the public. It has a long
established and highly distinguished publications and events programme that
provides news, information and training to the sector as well as producing the
revenue streams that support the organisation’s activities.
With a total organisational turnover of £2.5m, annual revenue from advertising
and exhibition sales amounts to approximately £1m. This is a substantial and
significant element in the Museums Association’s finances and the
maintenance and development of this income stream is a key feature of future
organisational plans. Much of the potential of this income is undeveloped and
ambitious plans are currently being put in place to develop revenues across a
range of products. The sales executive will join the Museums Association at
an exciting point in this development process.
The role of the sales executive
The sales executive plays a key role in a small sales team. You will be
responsible for developing income from a range of established and new
clients across an established portfolio of products, including Museums
Journal, Museum Practice, Museum Services Directory, website and an
extensive events programme, including a major annual trade exhibition.
Museums Journal is the most important and highly regarded publication
within the museum and gallery industry. Published monthly, MJ carries news,
features and profiles and a range of exhibition and other reviews. It is the only
ABC-audited magazine in the sector, with a circulation of just over 7,000 and
an estimated readership of 25,000. Circulation has grown every year for the
past 15 years. You will be working on the development of display advertising
revenues and helping to plan the relaunch of a new classified advertising
section. You will be using cold calling techniques to new clients, and
presenting the full portfolio of products to existing MJ advertisers. You will
also support recruitment advertising sales and be involved in the production
process.
Museum Practice is a quarterly magazine, with high production values,
providing essential “how-to” knowledge across a range of museum and gallery
tasks. With a current circulation of 3,000, the magazine is in the process of
being relaunched for a wider museum audience of 8,000. Because of its
practical and technical approach, there is a vast potential for MP to forge links
with product and service providers and convert these contacts into display
advertising revenue. You will be working on the relaunched publication and
sourcing new advertising customers.
The Museum Services Directory is the key source of information and
reference work on companies offering products and services to the sector. It
is published annually. The publication has a circulation of 10,000 and carries
a variety of advertising opportunities from simple listings, logo listings to
display advertising. Over 600 companies currently list their details. You will be
working to develop the potential of the Directory and expand the types of
company into new product areas.
The Museums Association’s website, www.museumsassociation.org, carries
listings information on suppliers and services, but the overall potential of the
site for advertising sales is underexploited. You will take part in the
development and execution of plans to increase revenues directly attributable
to the site.
The Annual Exhibition takes place along side the Museums Association’s
annual conference. The event attracts in excess of 1,000 visitors and is held
annually in different locations. The 2006 event is in Bournemouth, the 2007
event in Glasgow. The annual exhibition attracts in the region of 60
companies and is one of the most important industry events. You will be
working to support exhibition sales and in developing other sponsorship and
revenue opportunities across the range of events run by the Association.
Salary
The job has a basic salary of £18,000 per year, with OTE earnings through
commission of £22,000. Commission is uncapped and with relatively modest
targets set this year, there is potential for earnings to grow beyond OTE
levels. For the right individual with the right abilities and attitude, the OTE
should be seen as a starting point for higher earning levels.
Leave
The basic leave entitlement is 25 days rising to 27 days after 3 year and 30
days after 5 years.
Pension
The Museums Association has a final salary pension scheme.
Person specification for sales executive
Essential qualities
 A minimum of one year’s experience in display advertising sales
 A proven track record of selling display advertising
 Experience of telesales campaigns
 A full understanding of the sales process and the ability to close deals
 Experience of maximising value from sales
 Confident communication skills with a demonstrable ability to handle a
range of different types of client
 Ability to work accurately and successfully under pressure to tight
deadlines
Desirable qualities
 Experience of face to face presentations
 Experience of handling portfolio sales
 An understanding of print and production processes
 An understanding of recruitment sales
 Experience of using a database
 Basic computer skills
 Knowledge of Quark