Location: GA-Atlanta, FL-Jacksonville, FL-Orlando-John Young, MA-Boston, NC-Charlotte, OH-Dayton, PA-Pittsburgh, WA-Seattle
Job Title: SVP, Revenue - Television
Position Overview
Reporting to the CEO, the Senior Vice President, Revenue will be responsible for the strategy, oversight, performance, execution, and alignment of core and digital TV revenue operations across the company.
The candidate must have a track record of success scaling and leading large and successful broadcast television and digital revenue operations, building lasting relationships, leveraging progressive technology-driven sales tactics, and driving sales growth. This person must have a deep knowledge of cross-channel marketing, native advertising, programmatic, and the latest trends in both linear and digital advertising. This role requires deep domain expertise and industry knowledge, proven cross-functional, cross-market, and cross-organizational leadership, and demonstrated ability to translate vision and strategy into rapid execution.
The SVP, Revenue must be a seasoned executive with the confidence and experience to shape enterprise revenue operations that have executive endorsement and business success. Through proactive stakeholder management, the SVP, Revenue will guide and grow the company's top-line and bottom-line, understand the business, local markets, and give counsel, and reinforce accountability for business results. Ideally, the candidate will have a track record of success managing revenue operations in a matrixed, distributed organization amidst a complex and changing environment.
Qualifications
- Bachelor's degree required
- Advanced degree, MBA or similar, preferred
- 10+ years in progressively responsible revenue operations leadership roles
- Previous sales, marketing and/or customer success leadership experience required
- Experience implementing and scaling RevOps strategies required
- Media industry experience highly preferred with demonstrated working knowledge of political and digital advertising platforms, tactics, and trends
- Demonstrated execution mindset and a record of success holding people accountable
- Track record of creating healthy organizational cultures
- Prior experience in Private Equity and Public Companies preferred
- Strong interpersonal skills, with an ability to work cooperatively and collaboratively with all levels of employees and management to maximize performance
- Results oriented, with a high bias for action and a strong sense of ownership/accountability
- Experience working in a high-change environment, directing large, diverse teams
- Position requires extensive and regular travel to CMG markets, particularly in the first year
Key Responsibilities
- Leads the development and continuous evaluation of short and long-term strategic revenue objectives; oversees revenue planning and forecasting
- Develops revenue growth strategies with the CEO, executive team, and functional corporate and market leadership teams
- Creates accountability within the company by developing appropriate metrics and aligning revenue operations for maximum growth and operational efficiency
- Provides executive management and functional leadership with guidance on the revenue implications of business activities; provides recommendations to strategically enhance revenue performance and business opportunities
- Ensures business alignment across the various functional areas (sales, content, marketing, digital operations, etc.)
- Reviews revenue results and leads necessary adjustments to highlight future needs and trends
- Oversees revenue strategy and operations for TV including all channels and revenue types (i.e., core, digital, political)
- Propels sales leadership and sales enablement to develop and drive revenue growth
- Partners with the executive and market leadership teams to drive development of talent strategies including assessment strategies, sales tactics and methods, performance metrics and accountability measures that ensure a diverse, motivated and successful salesforce that drives business growth
- Develops specific strategies to attract, recruit, grow, engage and reward top performing sales talent
- Acts as the functional business owner of the CRM - establishing and implementing plans, practices, and procedures to provide visibility and oversight of the company's sales effectiveness
- Oversees functions including TV traffic and digital fulfillment/operations
- Builds, maintains and leverages working relationships with both internal and external customers
- Creates and nourishes an environment that drives teamwork, continuous improvement and optimizes best practices
Location: Atlanta-based is preferred but will consider a candidate based in another CMG TV market (Boston, Charlotte, Dayton, Eugene, Jacksonville, Pittsburgh, Orlando or Seattle)
Year One Critical Success Factors
- Cultural Assimilation: Building positive and trusting relationships internally; seen as a true business leader who adds value and aligns revenue operations with business goals and intended outcomes; is trusted and respected for not only technical competence, but also business judgment and collaboration skills; and has earned the confidence and trust of the CEO, Company Ownership, Executive Leadership Team, and key corporate and local market business partners.
- Leadership: Provides leadership and coaching of a talented cross-functional revenue operations team to excel; sets high standards and performance expectations; operates as a player/coach; has a passion for mentoring and growing talent.
- Strategic Contribution: Developing and leading the strategy and execution of an overall cohesive, enterprise revenue operations approach that delivers consistent and integrated value to all key stakeholders; orchestrating the planning and implementation of the business strategy, while seeking to employ a functional "best practices" philosophy to collaborate and integrate across the enterprise.
Ongoing Key Leadership Characteristics
- Build Relationships: Establishing, leveraging and maintaining relationships within and across senior leaders and team members at all levels within the organization.
- Business Acumen: Using one's knowledge of economic, financial, market, advertising and digital industry trends to understand and improve individual, work group and/or organizational results; using one's understanding of major business functions, industry trends and own organization's position to contribute to effective revenue strategies and/or tactics.
- Decision Making: Identifying and understanding problems and opportunities by gathering, analyzing and interpreting quantitative and qualitative information; choosing the best course of action by establishing clear decision criteria, generating and evaluating alternatives, and making timely decisions; taking action that is consistent with available facts and constraints and optimizes probable consequences.
- Establish Strategic Direction: Establishing and committing to a long-term business direction based on an analysis of systemic information and consideration of resources, market drivers, organizational values, and emerging economic, technological and digital conditions.
- Influence Others: Using effective involvement and persuasion strategies to gain acceptance of ideas and commitment to actions that support specific work outcomes.
- Lead Teams: Using appropriate methods and a flexible interpersonal style to build, motivate and guide a cohesive team to achieve organizational goals. Ability to move others to action.
- Maturity: Providing a good balance of risk-taking and judgment. Appropriately aggressive and confident.
About Cox Media Group
CMG Media Corporation (d/b/a Cox Media Group) is an industry-leading media company with unparalleled brands, award-winning content, and exceptional team members. CMG provides valuable local and national journalism and entertainment content to the people and communities it serves. The company's businesses encompass 14 high-quality, market-leading television brands in 9 markets; 49 top-performing radio stations delivering multiple genres of content in 10 markets; a Washington, DC news bureau; and numerous streaming and digital platforms. CMG's TV portfolio includes multiple primary affiliates of ABC, CBS, FOX, NBC, Telemundo and MyNetworkTV, as well as several valuable news and independent stations. For more information about CMG, visit www.coxmediagroup.com.
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