Director, Publishers (Sales-New Business Development)

Company Description

R25_0013666

*US role, must be in US at time of application to be considered.

#LI-Remote

Job Description

About this job

The Director, Publishers will be a key player in driving the sales initiatives for MRI-Simmons to grow our Insights, Planning and Advanced Advertising business, with solutions including data enrichment, multi-platform media planning and activation.  We are seeking a results-driven and strategic sales leader with deep expertise in data and measurement solutions, and a proven track record of working with top-tier publisher clients such as Condé Nast, Hearst, Dotdash Meredith, and Trusted Media Brands Inc. (TMBI). This role is critical in driving revenue through the adoption of advanced measurement and analytics solutions that help publishers better monetize audiences, optimize content performance, and deliver advertiser value.  The ideal candidate will work collaboratively with the Publisher vertical to develop new sales opportunities, lead or participate in Advanced Advertising presentations, assist in developing new Advanced Advertising product initiatives, and finalize negotiations and contracts in relation to closing new business.  

Responsibilities

• Build and manage strong relationships with senior stakeholders at major publishing houses. 

• Identify opportunities for upselling and cross-selling new products or services within existing accounts. 

• Be a trusted partner to our customers, including managing QBRs, Annual business reviews, joint strategy sessions to help them execute their business goals 

• Skilled in negotiating, executing, and setting the commercial terms for renewal, new and/or upsell opportunities – ability to take deal from pre-sales, proposal through closing 

• Partner cross-functionally with product, marketing, and analytics teams to deliver custom solutions and insights to clients. 

• Manage the internal sales processes to ensure all CRM data is up to date, sales orders are executed, and payments are received 

• Work with Operations/Development and Client Service to determine data or software requirements and/or resources needed for delivery of the data 

• Provide guidance and expertise in guiding colleagues through more advanced/, data-driven opportunities 

• Ensure that all reporting requirements from clients/partners are being met and contractual obligations are being fulfilled 

• Stay current on industry trends in measurement, attribution, identity, and data privacy 

• Represent the company at industry events, panels, and client workshops as a thought leader in media measurement. 

Qualifications

• Bachelor’s degree 

• Minimum 5-8 years of experience in sales or business development roles in marketing research, Advanced Advertising, or data driven sales within the publisher industry 

• A driven and proactive hunter that can hit the ground running and needs no introduction 

• Ability to effectively communicate relevant points about the value of advanced data solutions to clients as well as understand their needs 

• Strong understanding of the Digital/Advanced Advertising Ecosystem 

• Strong understanding of publisher business models, digital advertising metrics, and measurement methodologies  

• Proven success managing and growing accounts with major publishers like Condé Nast, Hearst, Dotdash Meredith, and TMBI. 

• Excellent communication and presentation skills with the ability to translate complex data solutions into client value. 

• Strong network of contacts within the publishing and advertising ecosystem is a plus. 

• Collaborative and a team player 

• Exceptional relationship management skills, with experience in building strong relationships with key stakeholders, executive-level clients, and colleagues 

• Strong negotiation skills with the ability to understand and implement complex contracts and agreements 

• Excellent consultative selling skills and familiarity with Challenger sales methodology and MEDDICC; ability to proactively use knowledge of our partners’ industries to identify new business opportunities and make strategic recommendations 

US Benefits

• Comprehensive healthcare plan (medical, Rx, dental and vision).
• Flexible spending accounts and Health Savings Account (including company contributions).
• Life and AD&D insurance.
• 401(k) retirement plan including co