Head of Advertising Sales

Company: The E.W. Scripps Company
Location: New York
Posted on: January 15, 2021

Job Description:

The Vice President, National Sales, for the national networks business, is a senior level advertising sales executive responsible for developing company's go-to-market strategy for all network and service brands and executing on that strategy to achieve short and long-term revenue goals. The position will report to the COO and work closely with finance, research, programming, creative services and marketing, ad sales operations and other department executives. Key Activities

• Directs and manages all sales teams and priorities across all company platforms, including responsibility for general market, direct response, programmatic/digital, long-form and sponsorship advertising.
• Works with senior management to develop annual sales budgets and maximize profitability by collaborating with and incorporating data from the programming, research, digital, ad sales operations, business operations and finance teams.
• Conveys the company's vision and goals (both financial and qualitative) to the sales team to ensure they understand and are motivated to achieve them.
• --Effectively communicates value propositions and responsible for constantly improving company and individual network brand positioning within all day-to-day account interaction with clients and agencies.
• Trains and drives a consultative working approach with clients and agencies to elevate networks' status to "must have" partner.
• Works across the company to develop and drive integrated linear and digital sales products that balance client needs and network priorities.
• Responsible for all programmatic and digital-linked-to-linear revenue derived from OTT and related platforms.
• Recruits, develops and coaches diverse sales talent to meet or exceed specific revenue goals through positive and effective performance-based leadership.
• Works with senior management to establish and measure appropriate sales team incentive compensation plans designed to drive revenue growth.
• Ensures that sales staff stewards all accounts with integrity.
• Constantly refines overall strategy and account-by-account tactics to create and deploy a variety of ad sales revenue growth levers.
• Maximizes revenue and yield by optimizing inventory utilization between general market and direct response advertising.
• Partners with ad sales business operations and finance to provide accurate and timely revenue forecasts.
• Brings strategic vision to the evolving landscape of advertising sales, delivering paths to incremental revenues for the company while providing compelling additional value for advertisers.
• Works closely with the research and analytics teams in the development of information, presentations and sales tools.
• Encourages and fosters cohesive partnerships between the sales team and internal departments. Education & Experience/Certifications
  • Minimum of 15+ years of experience working in increasingly responsible advertising sales positions in national television environments.
  • Minimum of 10 years successfully leading advertising sales teams.
  • Proven history of scaling and motivating high performance sales teams with achievement in increasing/maximizing sales revenue and profitability across multiple television products and offerings. Skills & Abilities
    • Ability to attract sales talent based on peer respect in the media industry.
    • Polished, high impact presence. Consultative sales veteran. Confident and self-aware with excellent interpersonal and communication skills, both written and verbal. Capable of quickly establishing credibility, influencing constituencies and persuading professionals at all levels.
    • Strong strategic and analytical skills, with the ability to formulate innovative and effective initiatives that advance revenue and overall business objectives, combined with a talent for executing operationally.
    • Keen understanding of financial metrics and how they link to driving value.
    • Ability to develop upfront and scatter sales strategies and execute tactics, plans, processes, systems and programs.
    • Candidate must have a high level of integrity, be self-motivated and enthusiastic, have an ability to work and adapt to cross-functional settings and have excellent organizational skills with an ability to handle multiple projects with attention to detail.
    • Possesses a tenacious and entrepreneurial approach to solving client's problems and working through challenges.
    • Comprehensive knowledge of the current ad sales landscape with the ability to leverage strong, pre-existing senior-level relationships and credibility with national ad agencies and clients in the East Coast, West Coast and Midwest.
    • Big-picture view of the ever-widening competitive landscape for linear and nonlinear advertising which includes an understanding of the digital media/technology sector and competitive forces at work.
    • Ability to passionately communicate vision and strategy effectively with senior management, sales team, internal staff, and external parties.
    • Must have the ability to work well under pressure in a revenue goal and deadline-driven environment.
    • Must be creative, proactive, and use good judgment in making quick decisions in a fast-paced environment.
    • Comprehensive knowledge of pricing, planning and inventory.
    • Thorough understanding of common ad sales and research tools and resources. Standard office environment Position is based in New York with frequent domestic travel as necessary. About Scripps
      The E.W. Scripps Company (NASDAQ: SSP) is one of the nation's leading media companies, focused on creating a better-informed world through a portfolio of news, information and entertainment brands. Scripps will become the nation's largest television broadcaster, reaching 73% of U.S. television households through 108 stations in 76 markets, pending regulatory approval of its acquisition of ION Media. Committed to serving local audiences through objective journalism, Scripps operates 60 local TV stations in 42 markets. It is creating a national TV networks business that will include ION Media's entertainment programming, Newsy's straightforward headline and documentary news content and the five popular Katz broadcast networks including Bounce and Court TV. Scripps runs an award-winning investigative reporting newsroom in Washington, D.C., and is the longtime steward of the Scripps National Spelling Bee. Founded in 1878, Scripps has held for decades to the motto, "Give light and the people will find their own way."
      
      As an equal employment opportunity employer, The E.W. Scripps Company and its affiliates do not discriminate in its employment decisions on the basis on race, sex, sexual orientation, transgender status, gender, color, religion, age, genetic information, medical condition, disability, marital status, citizenship or national origin, and military membership or veteran status, or on any other basis which would be in violation of any applicable federal, state or local law. Furthermore, the company will make reasonable accommodations for qualified individuals with known disabilities unless doing so would result in an undue hardship for the company. Full time JR024467 About Us The E.W. Scripps Company (NASDAQ: SSP) is one of the nation's leading media companies, focused on creating a better-informed world through a portfolio of news, information and entertainment brands. Scripps will become the nation's largest television broadcaster, reaching 73% of U.S. television households through 108 stations in 76 markets, pending regulatory approval of its acquisition of ION Media. Committed to serving local audiences through objective journalism, Scripps operates 60 local TV stations in 42 markets. It is creating a national TV networks business that will include ION Media's entertainment programming, Newsy's straightforward headline and documentary news content and the five popular Katz broadcast networks including Bounce and Court TV. Scripps runs an award-winning investigative reporting newsroom in Washington, D.C., and is the longtime steward of the Scripps National Spelling Bee. Founded in 1878, Scripps has held for decades to the motto, "Give light and the people will find their own way." As an equal employment opportunity employer, The E.W. Scripps Company and its affiliates do not discriminate in its employment decisions on the basis of race, sex, sexual orientation, transgender status, gender, color, religion, age, genetic information, medical condition, disability, marital status, citizenship or national origin, and military membership or veteran status, or on any other basis which would be in violation of any applicable federal, state or local law. Furthermore, the company will make reasonable accommodations for qualified individuals with known disabilities unless doing so would result in an undue hardship for the company.

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