Director, Business Development - Content Solutions

Employer
Location
New York
Posted
May 06, 2014
Closes
Jun 05, 2014
Contact
Human Resources
Duration
Full Time
As the dedicated content marketing division of Time Inc., we leverage our publishing heritage and storytelling expertise to help marketers and their agencies adopt a ‘brand as publisher’ approach to engaging consumers with high-value original content distributed across paid, owned and earned media. We specialize in developing multi-channel content platforms that help brands get discovered, drive engagement, build preference and establish loyalty across the modern-day path to purchase and along the customer lifecycle. For the past 10 years, we've provided industry-leading strategy, program design, content expertise and distribution plans to an expansive roster of Fortune 500 companies.

Director, Business Development, reports directly to the President, Content Solutions, and is responsible for new business activities within a designated territory of Fortune 500 marketers that result in new client engagements and revenue growth for the division. The Director, Business Development will use a highly consultative sales methodology to win new business and secure new program assignments.

Responsibility/Accountability:
•Initiate business development strategies that are consistent with the division’s overall approach
•Prospecting and pipeline development via a highly consultative outbound sales approach
•Securing new business meetings with prospective clients and delivering ‘capabilities’ presentations
•Enterprise selling across prospective client organizations to develop advocacy and secure engagements
•Collaborating with internal resources to lead digital strategy design, solution development and proposal formulation
•Emphasis on territory administration including securing client meetings, proposal and presentation writing, pricing and negotiations, contract coordination, attending internal meetings & other administrative duties
•Provide leadership, indirect management and guidance to internal resources for the purpose of closing new business

Key Challenges of the Job:
•Achieving assigned sales targets within the monthly and annual time frame
•Prospecting within a territory defined by major accounts and target agencies
•Ability to work within a team environment to manage major account sales
•Creating and maintaining full scale account plans for major account opportunities
•Accurately Documenting all activities and revenue forecasts within SF.com
•Proposal writing, financial justifications, closing the sale, and account maintenance

Knowledge & Skills:
•Strong understanding of content marketing, digital marketing (web sites, SEO/SEM, social, e-marketing, mobile, paid media, video, etc.), and loyalty marketing
•Substantive knowledge of on-line metrics and analytics
•Must understand the agency new business process and the AOR sales cycle
•Excellent written/verbal communication skills to interact with senior level clients
•Must have basic knowledge of the content marketing landscape and the companies that provide services across content strategy, development and distribution
•Formal understanding of Solution/Consultative Selling
•Proven ability to prospect and manage a designated territory to maximize revenue growth
•Must be self motivated, have strong time management skills, and have experience in managing a large territory

Education and Experience:
•Job Requirements
•5+ years’ experience in business development and/or sales preferably in content marketing, media or marketing services
•Highly energetic, self-starter with strong communication and leadership qualities
•Proven track record of successfully growing revenues and building a sustainable pipeline
•Strategic thinker with keen negotiation skills
•Ability to understand and clearly explain new technologies
•Establish strong relationships with the prospective decision makers and end users of the services
•Up-selling additional products and services that provide customer solutions throughout the life-cycle of an account
•A four-year degree from an accredited university is required (MBA a plus)