VP B2B Content Sales - Americas

New York
Jan 10, 2013
Feb 09, 2013
Ms. Kirsty Devine
Full Time

The VP B2B Content Sales will be responsible for delivering the FT’s B2B content revenue goals in the Americas through leading and motivating the sales team and closing new and renewal content licences across a wide range of accounts including financial, consultancy, legal, corporate, and government organisations as well as business schools. This will involve working with customers, prospects and internal colleagues. They will manage the team through the complete sales cycle from planning, to prospecting, to contract stage, and to overseeing service delivery.

Key Tasks

To complete a regional sales plan that . . .
• identifies where the opportunity for FT B2B content sales lies within the Americas region using tools such as ‘Scout’ (B2B analytics database) and which feeds into the global B2B plan.
• identifies new business accounts, strategies / tactics, and priorities to realise the opportunity.
• highlights and prioritises clients where there is upsell potential or risk of cancellation.
• establishes required sales activity levels to achieve targets.
• evaluates the optimal team structure (e.g. geography, industry, clients roles to target in addition to SME vs. Key account sales).
• clarifies what we are NOT going to do to avoid distraction from the main goal.

To manage the team on a day to day basis through . . .
• coaching the sales team on individual sales plans.
• motivating the sales team.
• ensuring we follow up on sales and marketing initiatives.
• managing performance.

To work with management and support colleagues by . . .
• inputting into the annual Op Plan and quarterly forecasting process


• Proven track record in sales team management & leadership
• Experience in solution based sales and consulting (experience of digital licencing is an advantage)
• Experience in selling from VP / Director level and above through to procurement and knowledge management functions.
• Appreciation of internet and intranet applications and emerging web technologies and industry trends including knowledge of API’s and web services
• Excellent presentation and communication skills – specifically presenting complex solutions.
• Ability to use influencing strategies to gain commitment.
• High level of initiative and self-motivation
• Ability to talk knowledgably about customer issues
• The role will require travel


• Good working knowledge of MS office programs
• Experience of using / working with CRM systems