VP, Ad Revenue Strategy

Description

Crain Communications is searching for a VP, Ad Revenue Strategy to lead revenue strategy and operations to drive growth in advertising revenue across Crain's portfolio of B2B media brands including Ad Age, Automotive News, Crain's City Brands, Global Polymer Group, Modern Healthcare, and Pensions & Investments.

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 done in "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 early-morning, evening or weekend shifts may be required.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of many Crain jobs.

Physical activities will include frequent in-person or virtual interactions. For most positions, it is essential to be able to remain at a desk/computer workstation for prolonged periods, perform computer-related tasks, and create/maintain documents within filing systems. Must have close visual acuity to perform an activity, such as preparing and analyzing reports and information, transcribing, viewing a computer terminal, or extensive reading. The typical physical requirements are light work-exerting up to 25lbs of force occasionally and/or up to 10lbs of force frequently and may include climbing, pushing, standing, hearing, walking, reaching, grasping, kneeling, stooping, and repetitive motion. Some positions will have additional physical requirements, including exerting up to 50lbs of force to move and/or carry equipment, supplies, files, or other materials as the role requires.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential job functions and meet the environmental and physical demands of the role.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)