FT.com rearranges sales unit

FT.com is preparing to restructure its sales department by recruiting new staff and changing the way it targets agencies and clients.

FT.com is preparing to restructure its sales department by

recruiting new staff and changing the way it targets agencies and


The move follows the departure last month of head of sales Anthony

Carbonari, who has joined Disney Interactive’s international arm as sales

director (Media Business, 15 November).

Gareth Jones, former continental European online sales manager, has become

acting head of sales. He confirmed that a revamp was taking place and that

FT.com was looking for ’four to six’ additional sales people, boosting the

department to more than a dozen.

Jones stressed that the structure would not be finalised until the new

year, but hinted that there would be a stronger focus on international

business and possibly a separate division dealing with e-commerce


’FT.com attracts business from all over the world and we need to put a

structure in place to handle that in the best way possible,’ he said.

Pearson, Financial Times parent, has committed at least pounds 40 million

to transforming FT.com from a newspaper on the net into a worldwide

business portal. Earlier this year it hired US web design house Razorfish

to overhaul the site.

’This reorganisation sets the scene for a major push next year,’ said

Jones. ’What we’re launching is a whole new concept.’

In a related move, sponsorship manager John Armah has transferred to New

York, where he becomes head of sponsorship at FT.com North America.

Jones said it was unlikely that he would be directly replaced in the


’The new structure will give our sales people the chance to sell not just

banner ads, but more complex sponsorship packages as well,’ he said.

FT.com has created an internal training scheme for sales executives with

no experience of selling new media.

’Recruiting people with experience is extremely difficult in this market,’

said Jones. ’We’ve had to initiate our own training programme. It means we

can recruit people from other media sales backgrounds.’

Ft.com’s revamped service includes expanded versions of its archive,

analysts’ reports and news bulletins.


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