Description
Role purpose: Lead revenue strategy and operations to drive growth in advertising revenue across Crain's portfolio of B2B media brands.
Core Responsibilities:
Advertising sales strategy and revenue:
Collaborate with individual brand sales leadership to assess current and ongoing advertising products, pricing, etc.
Develop and communicate a clear advertising revenue growth strategy aligned with organizational business goals.
Oversee the development of sales strategies (in conjunction with brand and marketing leadership) to optimize customer acquisition and retention.
Drive new business growth by building a lead gen and qualification strategy with sales and marketing.
Own the first party data strategy for advertising, partnering with cross functional stakeholders to execute.
Collaborate with Finance and sales team leaders to ensure sales commission plans incentivize appropriate behaviors.
Product and pricing:
Use data and research to inform and improve pricing and digital product offerings that maximize customer value, and revenue.
Partner with cross functional teams to build a product roadmap with associated ROI estimates.
Identify cross-sell and upsell opportunities to increase customer lifetime value.
Identify potential strategic partnerships, alliances, and distribution channels to expand revenue streams.
Forecasting, reporting and sales operations:
Collaborate with senior leadership to set revenue targets and KPIs
Define and monitor sales metrics, pipeline management and forecasting accuracy
Establish and track key revenue performance metrics and financial targets
Lead the sales operations team in optimizing sales processes, tools and technologies
Other:
Negotiate and manage partner agreements and relationships
Provide mentorship, guidance, and support to team members
Foster a collaborative and innovative team culture
Develop and manage the departments budget, ensuring efficient resource allocation
Monitor costs and see cost-savings opportunities
Required Qualifications:
Bachelors degree in business or related field; masters degree preferred
12+ years in a sales/advertising or related field
Experience in a sales strategy consulting role
Experience building an advertising strategy in a multi-brand environment, collaborating with marketing and sales teams across brands
Experience working in a digital first media company or experience in working in a technology company
Preferred Qualifications:
Experience in a family owned and run company
Experience in a PE or other expense conscious environment
This position is exempt under the Fair Labor Standards Act and is not eligible for overtime pay.
Pay Transparency Disclosure:
The estimated base salary range for this position is $175,000 to $225,000. This position will also be eligible for a sales commission plan.
The final salary offering will take into account a wide range of factors, including experience, accomplishments and location. The salary range provided should not be considered as a salary limit or cap. In addition to base salary, Crain also offers competitive benefits including retirement plan savings contributions and bonus opportunities based on individual and company performance.
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Environmental Demands
Where you work matters. The job posting will provide specific information on where and when your amazing work would be performed. Employee work location is determined by the needs of the specific team and may include on-site, hybrid or remote.
An "in-office" role would require the employee to come into the office most days with occasional flexibility to work remotely if tasks can be performed elsewhere and if the manager approves.
A "remote" role would allow an employee to work from a home office that is in one of the states Crain does business in. See list accompanying this job posting. We cannot employ a work from home employee unless they reside in one of these states.
A "hybrid" role would be a mix of in-office and remote work. There may be a specified schedule for coming into the office or it could be at the discretion of the employee with the manager's approval.
Many positions will also include work donein "the field." Depending on the role, this may include conducting in-person interviews, attending work-related events, meeting with sources or clients. Specifics will be noted in the job posting.Employees may be exposed to adverse environmental conditions, specifically during field work. Other typical job functions are performed under conditions such as those found in general office work.
Travel to cover news stories/events, meetings with clients, and to our geographically separated offices may be required. It is the nature of many positions to experience non-standard working hours and be on-call when needed for responding to email, meeting with clients, attending work-related events, story development or breaking news. Most employees perform work Monday through Friday, although... For full info follow application link.
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