Account Executive (Ad Sales)
Tokyo, Japan
5 日前

Job Introduction

To be the most respected sales teams in Japan, and to be known for understanding our clients’ business and delivering seamless creative solutions coupled with excellent campaign delivery and client service.

To meet and surpass the revenue and profitability goals for Japan and contribute to the wider success of the APAC Ad Sales group.

Role Responsibility

The Account Executive is part of the Advertising Sales team in Japan and is responsible for actively contributing to revenue generation from Japan-based advertisers, working collaboratively to support advertising and sponsorship sales across BBC World News Channel, BBC.

com, and the wider advertising portfolio that BBC Advertising Sales represents.

The principal purpose of the Account Executive role is to support the business development and delivery work of the Account Manager in Japan.

This will require the Account Executive to contribute to and support the day-to-day tasks on campaign pitches, account management, project delivery, customer service, and various campaign reporting, taking instruction from the Account Manager who will oversee and direct day-to-day workflow.

The Account Executive may also provide pitch development and campaign support to the Sales Director as required from time to time.

The Account Executive will work closely alongside the Sales Planner and Sales Coordinator, working as a unified team to meet the customer service and financial goals.

A key contributor in the Japan Ad Sales team, the Account Executive :

  • Helps deliver the sales revenue target for the Japan market by taking ownership of day-to-day tasks in maintaining client and media agency relationships.
  • Is able to understand creative and content marketing solutions, which meet our clients’ needs, and include them as integral part of sales pitches.
  • Helps manage sales opportunities and deliver compelling proposals and pitches to secure business.
  • Works closely with the Sales Director and Account Manager to implement various account management tasks including producing contact reports, updating project details in our CRM and project management tools, being a point of contact for clients and agencies as required to handle inquiries and maintain live project progress.
  • Collaborates with Editorial to develop new sponsorship opportunities.
  • Works closely with our in house studio, BBC StoryWorks, to brief in campaign pitches and subsequently execute content-led ad sales deals
  • Work closely with internal teams and stakeholders, including Ad Operations, Pricing & Yield, Finance, Legal, Credit Control
  • Promotes and advocates BBC Global News Ad Sales in Japan, and its portfolio of brands, products and platforms

    1. Business Development Planning

  • Assist the Account Manager by contributing key account and media information as required, in order to prepare for proactive sales development.
  • Gather market information and competition information & analysis, and identify key trends.
  • Provide accurate and regular project and client information to the Account Manager on a daily basis.
  • 2. Execution & Results

  • Support the achievement of the revenue and contribution margin targets for assigned responsibilities within Japan.
  • Work closely with Legal, Credit Control and Finance to enable and secure all necessary approvals and to facilitate sales contracts.
  • Work closely with BBC StoryWorks to initiate creative concepts for pitch and coordinate the delivery of the content elements in the deal execution phase.
  • Work closely with Sales Planner for the reporting.
  • 3. Account and Opportunity Development

  • Assist the Account Manager in managing and servicing clients and prospective clients in the market.
  • Manage various aspects of the sales cycle (prospect to PO) to close sales opportunities successfully and accurately record information within SalesForce.
  • Work with the Sales Planner to deliver media plans for client pitches.
  • Work with the StoryWorks team to supply regular performance information to clients during campaigns and suggest optimisations to current and future campaigns.
  • Working with the sales team, resolve account / campaign issues quickly and equitably.
  • Collaborate with the Advertising Operations team so campaigns adhere to compliance requirements and meet / exceed customer expectations on delivery.
  • Identify sponsorship opportunities for Japan market and support local sales by attending joint sales calls with the Sales Director and Account Manager.
  • Drive adherence to sales processes and policy to enforce good trading standards with agencies.
  • Monitor advertising activities on competitive channels and share information gained with the sales team.
  • Check that all the necessary paperwork is submitted for bookings.
  • Attend industry fairs and exhibitions to generate new leads, meet prospects and get up to speed with clients’ new products and services.
  • Assist in organising and attending hospitality and trade events to represent the BBC as required.
  • Assist in coordinating invoices between Finance and customers to ensure prompt payments from clients and agencies.
  • 4. Developing Professional Capability

  • Attend relevant conferences, seminars and other industry events to develop knowledge and network within the online / media industry.
  • Continuously evolve personal and professional capability in line with business needs and internal training modules as provided by the BBC

  • Achievement of sales revenue targets TV & Digital
  • Achievement of performance objectives
  • Account development / retention
  • Timely and accurate sales reports and forecasts
  • Adherence to internal procedures and compliance matters.
  • Are you the right candidate?

    Success in this role relies on developing a strong knowledge of the international media landscape and a comprehensive understanding of BBC products and advertising services, as well as content-led marketing solutions.

    The ability to forge trusted partnerships and preferences for the BBC with key customers against our competitor set is central to achieving success.

    This is a role for an aspiring salesperson who is eager to learn and succeed in a fast-paced and competitive environment.


    A successful performer in this role :

  • Uses contacts and sources of information to keep current with industry and competitive trends
  • Generates solutions based on a thorough understanding of the internal / external business environment
  • Involves others in the creative process to test ideas and generate new thinking to build into account plans
  • Evaluates the pros and cons of multiple options before consulting senior colleagues to enable optimal decisions
  • Identifies risks and develops contingency plans
  • Initiates collaboration within / between teams
  • Takes feedback openly to improve performance and follows through
  • Uses a variety of influencing techniques to get people on side and excited by their proposals
  • Makes accurate, timely decisions under pressure, but seeks advice promptly when required
  • Designs and structures high quality, benefit-driven reports and proposals
  • Identifies the steps necessary to exceed customers’ expectations and develop a plan to achieve this
  • Takes initiative and acts in response to external changes in the market / competition
  • 1. Knowledge

  • International media industry and platforms
  • Current affairs
  • Vertical sectors e.g. Travel & Tourism (an advantage)
  • Account and Opportunity Management skills
  • Negotiation skills
  • Sales management processes
  • Consultative Selling
  • Market Research
  • Competition news and digital
  • 2. Experience

  • Educated to degree level or equivalent
  • 1-2 years in digital, Streaming and Social ad sales (preferred)
  • TV / Digital Sales experience preferred
  • Experience in selling international media (TV, digital) in Japan a strong plus
  • Working with client / agency organisations
  • Successful track record of assisting in achieving sales targets and growing market share in a stiff competitive environment
  • Understand Japan market and its nuance and culture
  • 3. Competencies

  • Searching Information
  • Developing Ideas
  • Thinking Flexibly
  • Deadline management
  • Multi-tasking
  • Building Rapport
  • Collaborating
  • Developing Self & Others
  • Persuading & Influencing
  • Building Credibility & Confidence
  • Communicating with Impact
  • Focusing on Customers
  • Demonstrating Initiative
  • Measuring & Improving Performance
  • 4. Personal Attributes

  • Results-driven
  • Self-starter
  • Resourceful
  • Genuine interest in others

  • Fluency in English, native or close to native in Japanese
  • Late hours may be required from time to time during busy periods owing to necessary communication with teams based in other geographies and time zones
  • Occasional travel required, though not frequent
  • Package Description

    Role : Account Executive (Ad Sales)

    Contract type : Permanent, Full Time

    Location : Tokyo


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