Sales Manager

Job description

This is a remote role that can be based anywhere in the United States

About EnsembleIQ: Honored as a best place to work by Comparably, EnsembleIQ is the premier resource of actionable insights and connections powering business growth throughout the path to purchase. We help retail, technology, consumer goods, healthcare and hospitality professionals make informed decisions and gain a competitive advantage. EnsembleIQ delivers the most trusted business intelligence from leading industry experts, creative marketing solutions and impactful event experiences that connect best-in-class suppliers and service providers with our vibrant business-building communities. Learn more at

About The Role: This sales role is responsible for selling Retail Info Systems (brand description at the end of this description). The successful candidate will work to meet or exceed an annual sales goal by utilizing a consultative or needs-based selling approach to connect with key clients and stakeholders, providing them with solutions to business growth and marketing challenges. You will creatively develop and sell strategic and integrated media programs (digital, events, custom, research) while diligently forecasting and building a robust pipeline with Publisher direction and oversight.

Key Responsibilities

  • Utilize consultative or needs-based selling approach to connect with key clients and stakeholders, providing solutions to business growth and marketing challenges

  • Creatively develop strategic and integrated media programs (digital, event sponsorships/exhibit space, custom media, research); present to clients; close deals

  • Oversee closed sales execution, delivery, client success and renewal/upsale—clearly communicating and engaging with client success teams to ensure fulfillment, follow-up

  • Accurately forecast, projecting monthly and quarterly revenue, while developing robust pipeline to achieve goals, continuously updating Launchpad CRM with latest opportunity, client and pipeline attribution data (weightings, outreach, all client communication, notes)

  • Conduct productive, consultative client meetings, prioritizing in-person engagement with clients, following up via video when appropriate

  • Attend key brand and industry events to develop new business and manage existing client relationships, creating and activating an outreach plan for each such event—booking and following through on meetings and event participation commitments

  • Deliver quarterly territory development presentation to publisher, including documentation of meetings that have taken place with new clients, sales that have been closed—and executed—and a go-forward strategy to achieve goals

  • Understand latest outreach, sales calls, meeting and new business development best practices, defining and achieving KPIs around them with direction from publisher

  • Forecast churn, uncover new business, and grow existing client business

  • Develop a deep understanding of assigned brands and products, audience position, competitive set, industry intelligence and points of differentiation.

Job requirements

  • 5+ years success in selling B2B integrated media solutions for business growth and marketing challenges to industry suppliers, technology providers, and solution providers—with emphasis on investments in digital and event executions
  • Exceptional track record of exceeding digital sales targets, selling integrated programs including digital and event sponsorships, and managing complex client relationships.

  • Demonstrable record of strategic, consultative selling across multiple platforms, with proficiencies in building pipeline, prospecting, and managing existing business

  • Adaptability to authentically connect with and understand varying businesses and people

  • Highly organized; exceptional follow through; strong verbal and written communications

  • Proficient in digital analytics and able to communicate performance to clients

  • Proficiency in best practice, disciplined, consistent and thorough use of digital CRM tools

  • Bachelor’s degree

  • Travel up to 30% of time; available to as needed attend events on weekends, evenings

Retail Info Systems: Retail Info Systems is the essential source of technology information for retail executives seeking best-in-class solutions and strategies to make smarter IT and business decisions. The diverse RIS portfolio provides retail industry executives access to the intelligence they need to adapt to change, stay competitive, and maximize profits and productivity. Not only does the diverse RIS portfolio provide retailers with access to the tools and intelligence they need to thrive, but it also connects them with their peers to share, learn, and grow as leaders. Benchmark research, exclusive industry coverage, innovative storytelling, and best-in-class events all provide today’s leaders with assets to grow their knowledge, profits, and productivity.

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EnsembleIQ is an equal opportunity employer and committed to diversity and inclusion. We provide accommodations at all stages through recruitment and employment in accordance with Human Rights and accommodation legislation upon request.