Newsstand Business Development Manager

The single copy Sales Representative is responsible for promoting and selling individual copies of The Boston Globe newspapers.

Responsibilities:

• Create a comprehensive single-copy sales strategy to significantly increase the market presence of, and sales of, The Boston Globe.  Lead the execution of newsstand sales strategy of the Boston Globe
• Drive sales by identifying potential customers and retailers, persuading them to purchase individual copies of our newspaper. This involves reaching out to retail stores, newsstands, kiosks, and other outlets where the newspaper is sold now or should be sold.
• Create and present effective sales presentations for retailers, academic institutions, health centers, transit hubs, and all other target-rich opportunities.
• Optimize sales while minimizing the frequency of sellouts. 
• Analyze newsstand sales report for effective and informed decision making. 
• Manage effective scanned based trading relationships with appropriate category managers. 
• Manage target newsstand return goals - daily and Sunday.
• Establish and maintain relationships with (corporate) retailers and distributors to ensure the availability and visibility of the publication in stores. This may involve negotiating contracts, managing inventory levels, and arranging promotional displays.
• Monitor market trends, competitor activities, and customer preferences to develop effective sales strategies. Gather data on sales performance, analyze sales metrics, and adjust the approach as needed to maximize sales.
• Provide support to retailers and customers by addressing inquiries, resolving complaints, and ensuring timely delivery of publications. Act as a liaison to ensure customer satisfaction.
• May need to travel frequently to meet with retailers and assess market conditions in different regions throughout New England.
• Work in partnership with numerous departments such as Operations, Marketing, Subscription, Finance, and Editorial to understand the product and our financial goals

Qualifications:

• Ability to persuade, negotiate, and close deals. Understanding sales techniques, objection handling, and relationship building are crucial.
• A deep understanding of the local market and its opportunities to supercharge single-sales growth.  
• Ability to see the big picture while not losing sight of the details.
• An understanding of our customers and their needs.
• An understanding of our product and its features, benefits, and competitive advantages.
• Strong verbal and written communication skills.
• Ability to manage time effectively, prioritize tasks, and meet deadlines. Being organized helps in managing customer relationships and keeping track of sales activities.
• Having the perseverance to overcome rejection and setbacks is crucial
• Being able to work independently and stay motivated to achieve sales targets without constant supervision.
• Ability to identify issues or obstacles in the sales process and develop creative solutions to overcome them.
• To be adaptable and open to learning new strategies and techniques.
• Proficient in Microsoft Office Suite
• A willingness to adapt and be audience focused, with a curious mindset and a commitment to creating an inclusive work environment 

This position is based in the Greater Boston Area, and candidates should be based in the area.

EEO Statement:

At Boston Globe Media, our mission is to empower, connect, and convene our communities with independent, trusted journalism and storytelling. We know a critical part to achieve this is by having a workforce that is diverse, equitable, and inclusive - like the communities we serve. Boston Globe Media is an equal opportunity employer that welcomes candidates and colleagues of all backgrounds, experiences, perspectives, and skills.