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Director, Strategic Initiatives and Activation - Ad Sales

Company: SPECTRUM
Location: Lancaster
Posted on: November 23, 2020

Job Description:

Spectrum Reach () grows businesses of all sizes with custom, multiscreen advertising solutions, backed by the power of TV, data, innovation, community experts, and unforgettable creative.

JOB SUMMARY

The Director of Strategic Initiatives and Activation will work with a centralized Sales Activation Team focusing on the continuation of existing as well as new initiatives that are now converging linear, advanced TV and digital. This role focus on the development and sales activation of scalable and cutting-edge solutions for clients in order to maximize the use of the Spectrum Reach's powerful data and media product offerings across all sales channels; local, regional, national. Will analyze client performance and develop solid strategic sales plans working closely with on the ground/market sales leadership. The Director will work with the cross functional teams to ensure sales activation against clear KPI's and Revenue ROI's including reduction of account churn in the core linear business and in direct support of the $216M advanced sales budget for 2021.

MAJOR DUTIES AND RESPONSIBILITIES

Sales related Responsibilities:

  • Go to Market (GTM) Sales on convergence initiatives for audience based linear television, streaming television and a portfolio of digital products.
  • Support of 12 defined core sales initiatives driving new and extended revenues in linear, digital and advanced tv
  • Support a defined Value Proposition and Competitive Analysis & Positioning
  • Formulate and manage initiative sales KPI's and revenue targets by market in coordination with field multiscreen sales
  • Manage ales rollouts through field multiscreen team & sales support in coordination with product team
  • Create Sales and sales support training materials and ongoing cross platform sales team development in coordination with learning team- training support for train the trainer
  • Sales driver for product refresh & pulse on competitiveFunctional Partnership responsibilities:
  • Review & support sales plan & ROI's
  • Coordination with product marketing on communication plans
  • Feedback for the product and solutions organization for fixes and enhancements in coordination with product & solutions team
  • Create Sales and sales support training materials and ongoing cross platform sales team development in coordination with learning team- drive train the trainer and selling with technology with field LSMsMonitoring of Progress, Deliverables and Future State Opportunities
  • Manage deliverables, milestones & timing for 12 core strategic sales initiatives
  • Identify new opportunities, best practices, sales channels and product offerings that can be deployed across the enterprise
  • Ensure that SR is entering new marketplaces advances and leveraging data and product offerings to retain and grow the core linear businessSupport Go To Market Plans
    Current and future initiatives include:
  • Multiscreen TV
  • Online, Display, Video & Search
  • O&O Spectrum News & Sports Streaming
  • Social
  • White Label of Audience Trak Platform for Small to Midsize Agencies
  • Audience App
  • Addressable & Data Driven Linear in local markets
  • Sales Enablement
  • Audience Based Buying
  • Proposal Unification
  • Attribution
  • Reach Extensions using 1st Party Data & Ad Exposures
  • Impressions Based TelevisionLeadership Responsibilities:
  • Lead a team of 3 Managers of Strategic Activation
  • Build and execute on strategies and initiatives that drive positive sales results and ensure success in achieving company's business objectives.
  • Develop a high-energy sales culture that fosters success, enthusiasm, and a winning atmosphere.
  • Ensure that the local and national Spectrum Reach sales and sales support team members are fluent in all Spectrum Reach data and product offerings
  • Engage in effective performance management techniques and practices.
  • Research customer requirements and expectations and include responses and solutions in product planning and marketing strategy.
  • Oversee the enforcement of all compliance policies to include SOX, HR policy, and legal compliance.
  • Direct entire business unit/area, setting reasonable, achievable, but "stretch" expectations, with responsibility for resource allocation, including budget, training and personnel.REQUIRED QUALIFICATIONS
  • 5+ years of media sales management leading high performing teams focused on multiscreen advertising campaigns including television, digital media, data informed advertising and programmatic media sales along with previous experience incorporating these attributes into sales strategies, ideally in a geographically distributed team.
  • Must demonstrate a success in revenue goal achievement and year over year growth of multiscreen advertising campaigns, which include traditional media, digital and programmatic competitors such as Facebook, Google, etc.
  • Demonstrate the ability to get others excited about multi-screen, impression based ad sales solutions. Must be a proactive and a constant learner with regards to advanced advertising, multi-screen solutions and a history of keeping in front of the ever changing advertising landscape. A proven track record of meeting and exceeding revenue goals, including digital sales.
  • Demonstrated sales planning and sales training ability to effectively develop and implement sales strategies and objectives and to motivate and enhance effective sales techniques of sales personnel.
  • A thought leader and an early adopter of emerging products
  • Experience with quantitative and qualitative research.
  • Effective working knowledge of cable and internet.
  • Enthusiasm, creativity, accountability and a strong background in agency business and new business development are a must.
  • Team player, an excellent problem-solver, and have the ability to develop, maintain, and grow client relationships.
  • Strong knowledge and working experience with Microsoft Word, Excel & PowerPoint.
  • Strong math and analytical skills.
  • Bachelor's Degree in Business or equivalent combination of education and work experience
  • Willingness and ability to travel as required up to 20%
  • Valid driver's license, satisfactory driving record within Company required standards, and auto insurance

Keywords: SPECTRUM, Dallas , Director, Strategic Initiatives and Activation - Ad Sales, Executive , Lancaster, Texas

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