1+ months

DIRECTOR, BUSINESS REVENUE & SPONSORSHIP

University of Washington
Seattle, WA 98104

DIRECTOR, BUSINESS REVENUE & SPONSORSHIP

Req #: 171751
Department: KUOW / PSPR
Job Location: Seattle Campus
Posting Date: 09/06/2019 
Closing Info: Open Until Filled 
Salary:

Salary and benefits are competitive. Salary is commensurate with qualifications and experience. 

Shift: First Shift 

As a UW employee, you have a unique opportunity to change lives on our campuses, in our state and around the world. UW employees offer their boundless energy, creative problem solving skills and dedication to build stronger minds and a healthier world.

UW faculty and staff also enjoy outstanding benefits, professional growth opportunities and unique resources in an environment noted for diversity, intellectual excitement, artistic pursuits and natural beauty. All of which has allowed the UW to be nationally recognized as a Great College to Work For for five consecutive years. 

KUOW, licensed to the University of Washington, is the Puget Sound Regions NPR-affiliated public radio service delivering local, regional, national and international news, information and cultural programming. With an audience of over one million users each month, KUOWs mission is to create and serve a more informed public. Our vision is to broaden conversations and deepen understanding. KUOW strives to be the finest possible provider of newsboth from within our region and beyond. To help in this mission, KUOW has an outstanding opportunity for a Director, Business Revenue & Sponsorship to lead KUOW's underwriting revenue strategy at a station that is a leader in public radio.

The Director of Business Revenue & Sponsorship is responsible for achieving KUOWs business revenue goals.  They lead of a team of account representatives and support staff to deliver customized and off-the-shelf sponsorship opportunities to new and existing accounts (and/or their representative agencies or corporate foundations) across multiple media platforms including broadcast, digital (web/email), streaming, podcasts, social media, and events.  As a member of the KUOW Senior Leadership team, they collaborate deeply with internal stakeholders to drive revenue growth on existing and emerging platforms in a manner consistent with the stations mission and values.
To achieve success, they will take a strategic approach to new media; collaborate with KUOWs Chief Content Officer and Chief Marketing Officer to analyze/synthesize research data and audience behaviors; assess potential matches for support of general and specific content offerings; design and implement of an overall market strategy including sales and collateral materials; effectively develop and manage KUOWs sales team and our national rep firm: National Public Media.

As the audience for KUOWs content migrates from broadcast to digital platforms, a keen strategic focus on developing digital revenue will be critical to our continued success. The Director will drive the stations strategy to maximize revenue through new, innovative products.

Essential Duties and Responsibilities

Direct the local, regional, national, and digital sales account executives responsible for radio, digital media products, events and special projects.
Develop, communicate and execute the vision for the department in adherence to the financial assumptions of the KUOW Strategic Business Plan and in collaboration with the KUOW senior leadership team and other key stakeholders
Develop and execute near term and long-range revenue strategy and planning, including an annual operating plan. Package media assets that prove attractive to new and existing clients. Assign, direct and monitor all appropriate tactics for new business generation.
Execute the strategies necessary to stay on top of business clients changing needs, market forces, etc. toward a goal of minimizing threats and preempting competitor encroachment. The Director is expected to exhibit a highly competitive stance, to leverage KUOWs dominance over in-market and national competitors.
Provide daily management and oversight of the business support department; train, supervise and coach account executives; assign accounts, set goals, monitor inventory, direct price/inventory strategies toward the goal of maximizing revenue; develop sponsorship packages and maintain communication/collaboration with the KUOW Content and Marketing divisions in a continuous search for marketable products.
Develop and maintain responsibility for the Key Performance Indicators (KPIs) of the department; develop and monitor revenue pipeline including specific tactics and account executive productivity quotas; hold team members accountable for productivity, output and bottom-line goals.
Specifically, the above entail:
Providing professional development support, coaching and motivation toward the account representatives success in discovering prospect/client business objectives, mission, marketing & community relations activities, goals and priorities. Fostering a high-energy, collaborative culture that motivates strong performance and team spirit.
Implementing appropriate strategies to enhance productivity and drive new growth initiatives
Having direct contact with clients where appropriate; assisting account representatives in deal closing when necessary.
Analyzing and synthesizing audience and market research along with KUOW activities on an ongoing basis to aid in proposals.
Maintaining compliance with FCC regulations regarding sponsorship agreements and credit wording; reviewing / approving client proposals and copy prepared by account representatives; negotiating with Programming and assist in resolution of copy challenges and/or contentious situations where a current or prospective client is in the news.
Participating in strategic planning, revenue development and budget planning and preparation, marketing, community outreach and special event activities
Leading a team comprised of account representatives and operational support staff

Additionally, this position will:

Work with the Director of Development to cultivate high-level opportunities with corporate major accounts and their foundations.
Direct sales processes including forecasting, tracking and collaboration with other KUOW departments to achieve budget goals.
Develop equitable processes for account distribution and implement practices to raise level of productivity.
Direct marketing strategies to enhance presentations and provide pricing strategies for all segments.
Develop close internal working relationships with the Chief Content Officer and other managers (e.g., the head of Community Engagement) in order to creatively position current and new programs and products effectively.
Collaborate and assist with the rollout of new digital ad products to ensure that digital campaigns are executed in line with IAB standards
For digital campaigns, ensure that sales team gathers usable digital assets, submits campaigns, monitors delivery and shares appropriate reporting
Provide forecasts, annual plan development, budget and revenue goal tracking by product and platform; expense; and barter policies and practices
Oversee traffic, inventory management, pricing strategies, measurement and reporting systems
Be a primary contact to KUOWs partner relationships within the media community (American Public Media, NPR, PRI, etc.) as they relate to collaboration and coordination of local and national media sponsorships
Manage KUOWs trade business in accordance with policy

Requirements include:

Bachelors degree in a related field such as Business, Marketing and/or Communications or equivalent
Seven to 10 years experience managing media sales (radio/print/digital) with a demonstrated track record of strategic thinking, attaining aggressive goals and managing/growing a team of sales professionals.
In-depth knowledge of advertising agencies and national sales
Experience selling and executing digital campaigns. A working knowledge of key metrics (CTRs, impressions, open rates) and common workflows
Demonstrated ability to value media assets and package in a compelling way
Advanced understanding of and experience in utilizing traffic and inventory management systems, research tools, CRM applications (e.g., Salesforce, Marketron, Nielsen, Scarborough)

Equivalent education/experience will substitute for all minimum qualifications except when there are legal requirements, such as a license/certification/registration.


Desired:

Familiarity with, appreciation of, experience in Public Media



As a UW employee, you will enjoy generous benefits and work/life programs. For a complete description of our benefits for this position, please visit our website, click here.


SPECIAL APPLICATION INSTRUCTIONS:

The University of Washington and KUOW Puget Sound Public Radio are being assisted in this search by Livingston Associates. For consideration, please visit the full job posting and apply online at Livingston Associates (https://livingstonassociates.net). Inquiries are welcome with Livingston Associates.

Committed to attracting and retaining a diverse staff, the University of Washington will honor your experiences, perspectives and unique identity. Together, our community strives to create and maintain working and learning environments that are inclusive, equitable and welcoming.

The University of Washington is a leader in environmental stewardship & sustainability, and committed to becoming climate neutral.

The University of Washington is an equal opportunity, affirmative action employer. To request disability accommodation in the application process, contact the Disability Services Office at 206-543-6450 / 206-543-6452 (tty) or dso@uw.edu.


Categories

Posted: 2019-12-05 Expires: 2020-02-02

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DIRECTOR, BUSINESS REVENUE & SPONSORSHIP

University of Washington
Seattle, WA 98104
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