Description

Crain’s New York Businessis looking for a dynamicSales Directorto bring innovative thinking and strong analytical skills to help grow our business. This person will help drive revenue generation across our portfolio of media assets by identifying growth opportunities.

In this role, the incumbent will interface with business leaders across multiple functions, both inside and outside Sales, including regular meetings with the heads of various departments to brainstorm regarding product launches or proposals and manage a team of Account Executives. They are also accountable for meeting the business’s monthly/quarterly/annual sales goals, including tracking, and managing the advertiser pipeline.

Success in this role will be evaluated based on the following criteria:

Maximize all brand revenues; digital, conferences, print
Identify new revenue opportunities via internal analytics/market/sales feedback identifies new markets and designs and delivers special programs, as well as other innovative revenue generating opportunities for the business.
Develop and execute strategic plan to achieve sales targets and expand our customer base.
Serve as the lead information gathered by maintaining regular top-level sales calls to clients and agencies and be immediately available to assist with problems develop those salespeople cannot initially handle.
Analyze pipeline and lead data, deliver periodic reporting to the sales and marketing teams providing key business insights.
Manage the sales budget for the brand by working with Associate Publisher to establish the brands annual revenue goals.
Collaborate with Associate Publisher to establish proper spending levels to achieve ad page, online, custom content and event revenue goals.
Develop sales commission/incentive programs and contests working collaboratively with Associate Publisher.
Provide competitive feedback to Associate Publisher so all marketing strategies are developed with necessary input about tactics and strategies of competitive publications.

2. Managing the Sales Team.

Oversee the day-to-day leadership of the department, staffing, tracking against departmental and business goals, and team motivation.
Motivate the sales force through personal involvement, consultation, support and by setting an example of leadership through action.
Ensure customer service standards are high and continually improving. Work with internal teams on behalf of clients to ensure the highest level of customer service.
Work collaboratively with the sales and marketing teams to foster a culture of continuous process improvement, and ensure transparent communication takes place regularly making sure sales team employees understand Crain’s culture, values, and business strategy.
Drive the successful implementation and adoption of the sales CRM, Salesforce.
Maintain up to date prospects, clients, agencies, and promotion list.
Work with Production and Digital Ad Ops to ensure that all insertion orders, positioning requests, and campaigns are properly handled and fulfilled. The Sales Manager must also handle client complaints incurred by production errors, campaign errors, and any disputes that might arise from clients. The Sales Manager should recommend solutions to Publisher for any make-good or credit requests coming from client disputes and work collaboratively to see disputes are settled amicably and quickly.
Vice President will regularly review (e.g., at least monthly) the performance of all sales personnel.
A minimum of 10 years’ experience in selling with a minimum of 3 years’ experience managing a sales team.
Good judge of people and character.
Demonstrated strong leadership qualities.
Superior communicator.
Ability to spot and respond to problems and opportunities quickly.
Creates effective sales strategies.
Working knowledge of research, promotion, and all current digital advertising programs.
Ability to put needs of subordinates/team ahead of personal desires.
Demonstrates strategic thinking beyond sales function for the development and advancement of the brand.
Ability to work in a hybrid environment. 2-3 days in New York City Office

Preferences

B to B media sales experience a must.

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 $120,000 - $170,000. This position is also eligible for a commission plan in addition to base salary.

The final salary offering will take into account a wide range of specific and relevant 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.

#director

#sales

#full-time

Brand Overview:

Crain’s New York Business is the trusted voice of the New York business community connecting large, mid-sized and small businesses across the five boroughs by providing insights, analysis and opinion on how to navigate New York’s complex business and political landscape. Crain’s features reports on emerging trends, interviews with thought leaders and industry experts, and coverage of commercial opportunities, economic changes, politics and more. Our integrated approach in print, digital, in person events and custom content opportunities align powerful content with a powerful audience.

www.crainsnewyork.com

@CrainsNewYork

Crain Overview:

Crain Communications has been at the forefront of the publishing industry for more than a century. As a privately held company, we maintain a personal responsibility for elevating our work to be the best it can be.

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 25 lbs of force occasionally and/or up to 10 lbs 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 50 lbs 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)