Director of Advertising

Job Description
The Advertising Director is responsible for creating and
executing the revenue and marketing strategy and leading the sales
team. The Advertising Director is responsible for meeting monthly
and annual revenue goals and initiatives.

The Advertising Director is responsible for evaluating talent,
recruiting and hiring exceptional salespeople and creating an
environment for revenue success.
Duties
The performance of the Advertising Director will be evaluated
according to the standards set out below. The target standard
defined for each duty is the expected level of performance.
Performance that falls below the minimum defined standard is job
threatening.

A. Goals and Quotas: Yearly and monthly goals will be set in
coordination with the Publisher/ Market President. Advertising
Directors should, at a minimum, meet their monthly and yearly
quotas, and should strive to exceed them.

B. Revenue Development: Manage a strategic planning process to
achieve revenue budgets by product type, and develop new revenue
opportunities.

C. Sales Management Process: Execute and enforce the ACBJ minimum
activity levels to build a pipeline of business and closed
contracts. The following should be performed weekly: 3-5 new
business calls, 3-5 proposals, and 3-5 presentations. Ensure each
member of the team is meeting those activity levels and manage
performance accordingly if not. Ad Director is expected participate
in customer-facing sales calls on a regular basis.

D. Forecast: Manage the process of the sales pipeline and revenue
forecast in Salesforce to ensure accurate recording of prospecting
activity, conversion success and active sales opportunities at each
stage of the sales process as well as future new business
revenue.

E. Expenses: In consultation with the Publisher/ Market President,
develop an annual expense budget. Consistently finish each month
at, or under, the expense budget.

F. Staff Development: Provide each department member with two
performance appraisals each year. Working with the ACBJ revenue
team, provide sales staff with training opportunities on sales
techniques, products, approaches, etc. each month.

G. Product Knowledge/Market Intelligence: Work with sales team to
be able to clearly express the value proposition and benefits of
ACBJ's products and solutions, and ensure that solutions address
clear business needs for the client. Consume content produced by
ACBJ daily and stay informed of media industry trends as well as
trends affecting clients' industries. Monitor the sales team to
remain up to date on product knowledge and market
intelligence.

H. Recruiting/Hiring: Recruit and interview continuously to develop
a bench of qualified candidates for hire. Use company provided
recruitment tools throughout the hiring process. All new hires must
participate in a new hire orientation program, using local and
corporate resources.

I. Marketing: Execute Advertising Department's Marketing Plan as
outlined by ACBJ Corporate Marketing.

J. Management Team: Work cooperatively and collaboratively with all
colleagues and other department managers.

K. National Sales and Multi-Market Advertisers: Work effectively
with the national sales team and other ACBJ markets for
multi-market buys. Manage the team to make sure the sales team
adheres to the ACBJ corporate policies set in place.

L. Professional Development: The Advertising Director is expected
to participate in all training offered by the Business Unit and
ACBJ. In addition, he or she should participate in one other
training opportunity each year, as agreed upon with the Publisher/
Market President.

M. Other. The Advertising Director should be prepared to assist
with any other task or project assigned by the Publisher/ Market
President.
Skills
A. BA/BS degree.
B. 5+ years media sales management experience or 3+ years within
sales at an ACBJ publication.
C. Proven track record of success driving revenue through the
development of long-term strategic relationships.
D. Proficient with Microsoft Office Suite, CRM tools like
SalesForce.
E. Well versed in a variety of social media platforms including
Facebook, Twitter, LinkedIn.