VP, Advertising - Chicago Tribune

Overview

The Chicago Tribune is hiring a Vice President of Advertising to lead our sales teams. The Chicago Tribune has a rich, 170-year history and an exciting digital future. It's our mission to serve our community, engage our readers and drive results for our advertisers.

As a VP of Advertising , you'll be responsible for developing and executing key sales growth strategies, tactics and plans required to achieve financial targets and increase sales. Our premium roster of publications reach 15M unique visitors per month. You will be continuing to transform our sales culture into one that creates strategic marketing partnerships with our clients. There is huge business opportunity in our market with clients we are not currently working with and you will be part of our drive to develop new business. We will marshal all your strengths - your creativity, your dedication to our mission, your resolve to find the best ways to serve our clients - and put them flush against a strategy designed to promote growth and sustainability.

• Identify new business development opportunities by leading sales subordinates in account prospecting, account management, account acquisitions, needs assessments, proposal generation and contract negotiations. Demonstrates strong leadership skills to increase advertising revenue across media platforms within assigned territories.
• Work independently and collaboratively to ensure customer needs are achieved by nurturing business relationships and leading issue resolution reviews with both internal and external partners.
• Performs all functions of personnel management of the department employees in accordance with company policies.

• Leads development, communication and implementation of sales strategies for the company
• Ability to understand trends and patterns in the business; drawing insights from data to drive changes in sales strategy and direction to achieve revenue results while implementing innovative action plans
• Implements targets, customer-centric initiatives that drive revenue growth by leveraging appropriate resources and partnering with key stakeholders
• Leverages CRM and other company tools to manage overall sales strategy including; building territory plans and managing opportunities
• Works with finance to develop budgets and manage financial results to meet or exceed revenue budget and expense objectives (including forecasting and reporting) while agreed upon levels of quality and service
• Portfolio rationalization - creation and elimination of products
• Builds and maintains strong, top to top customer relationships

• Collaborates with HR business partners to recruit sophisticated sales sellers focused on sales revenue growth
• Understands category-specific landscapes and trends, reporting on the forces that shift tactical budgets and strategic direction of accounts
• Ensures subordinates receive sales goals and strategies required to drive profitable revenue growth
• Oversees people responsibilities for the sales function which includes the definition, design and implementation of an organizational structure that drives results, calculated risk-taking, teamwork, performance feedback, individual recognition, mutual respect and employee satisfaction ensuring quality hiring and training
• Define organizational requirements by working closely with Directors, HR and other stakeholders to identify opportunities needed to develop and maintain the operational infrastructure required to deliver against business needs and goals
• Trains, coaches and mentors people. Ensures subordinates support related initiatives for their employees in accordance with company personnel management

• Focus on personal development and involvement in the local community
• Participates in special projects and performs other duties as required

• Bachelor's degree in Business with 15+ years sales experience and a minimum of 5+ years' experience managing, building and developing a sales team
• Possess deep and broad business acumen with strong analytical, decision-making and problem solving skills while maintaining the ability to multi-task and balance multiple priorities
• Has deep knowledge of media and advertising industry, business cycles, key revenue and expense drivers
• Ability to develop and implement strategic sales initiatives; includes ability to communicate effectively with prospective customers, existing customers and sales management and sales team members
• Possess extensive knowledge of sales principles and practices, and an ability to coach other on them
• Proven ability to drive the sales process from strategy to close
• Client-focused, differentiated and achievable solutions
• Must possess excellent oral, written communication skills as well as strong negotiation, relationship-building and influencing skills including delivering effective presentations and leading meetings
• Self-motivated, enthusiastic, creative and analytical
• Experience utilizing CRM to manage direct reports performance
• Ability to become proficient in new technologies to efficiently manage business
• Requires a valid driver's license; may travel approximately 25% of the time