Media sales

What it involves

Every advert you see in a newspaper or magazine or on the television or web requires a media sales person to get it there. You could be working for the newspaper, magazine or TV channel where the advert will appear or for a specialist media agency. Either way, you’ll need to research the market and know about all the potential advertisers in your sector.

You’ll spend your time:

• developing your client base
• building relationships in person and on the phone
• making and closing sales
• planning stages of a publication or website to ensure it meets your clients’ varied needs.

What’s required

Working to tight deadlines and ambitious targets is an important aspect of media sales so you’ll need to work well under pressure and thrive on a fast-paced, competitive working environment. Teamwork skills are a must – as well as working closely with other salespeople you will be expected to liaise with colleagues in editorial, design and marketing. You’ll have to be an excellent communicator with the confidence to build relationships with clients.

If you’re working on a specialist publication or in a particular industry, you’ll need the technical knowledge to talk to clients on their level. Any degree could be suitable for a career in media sales but, if you want to specialise in a certain area, it will help to have the relevant background. Customer-facing work experience will be helpful, especially where you may have had the chance to perfect your telephone skills, and you might also want to consider getting some experience at a local newspaper or publisher.

For more careers in the media and publishing, have a look at the media and publishing careers advice section of TARGETjobs. Media sales vacancies can be found in a range of newspapers, including The Guardian (online and in Monday’s newspaper), and industry magazines and websites such as Brand Republic and Marketing Week.