SVP, Sales Effectiveness

Posted: 1/8/2020

Location: New York, New York
Function: Sales & Business Development
Specialty: Business Development, Sales
Level: Manager (Supervisor)
Duration: Full Time
Salary Description: competitive

The SVP will oversee the Sales Effectiveness Program across the Advertising Sales division, designing and promoting a first in class professional development program available to the sales organization. This program will enable our people to grow professionally while providing the knowledge to effectively sell the suite of NBCU products and platforms to drive growth for our clients, and ultimately for the company.

This role will partner with Sales Leadership on the overall sales strategy/go-to-market approach for the team. Then, working collaboratively with other partners from all disciplines, the SVP will set the sales learning strategy in a systematic, comprehensive and cohesive manner across the organization. The SVP will be the guardian of all training delivery to the sales force to ensure consistency and company go-to-market positioning.

Additionally, the SVP will partner with Human Resources to create a robust new hire orientation program as well as a Sales Effectiveness Program that will include core courses and career development for the entire division using a consistent message and approach to create a growth culture. The SVP and team will be responsible for the execution, measurement and evaluation of all programs.

The SVP will guide a team to deliver in four major areas:
  • Deliver and ensure adoption of platform sales skill training and reinforcement techniques;
  • Drive a diagnostic approach to sales strength and performance
  • Measure the effectiveness of programs and solutions
  • Prepare the organization with ready-now players for key sales and other key roles in the division

  • Skills and Reinforcement:
  • Partner strategically with internal departments to understand key business objectives, product developments and other enhancements. Consistently translate and prioritize these into the training roadmap
  • Design and develop learning programs across various delivery mediums, including in-person training, e-learning modules as well as on the job experience, creating a framework for assessing, measuring and tracking program success
  • Architect, orchestrate and implement the infrastructure for training and development within the sales organization in partnership with HR
  • Establish and implement skill assessment methodology with leaders. Evaluate skill needs based on level, tenure and area of the sales teams. Incorporate scalable solutions with a consistency in skill evaluation and development while meeting individual needs of the learners
  • Ensure training quality control with proper and well-timed facilitation and content of materials
  • Determine and prioritize learning experiences in relation to business and employee needs
  • Provide oversight and ongoing impact analysis and evaluation of all training programs, vendors, systems and tools in partnership with HR

  • Sales Performance
  • Partner with leaders and HR on setting and measuring sales activities and performance
  • Continuously monitor the performance health of sales organization
  • Partner with Talent Acquisition and HR on various ways to assess and evaluate talent (new hire and existing staff)
  • Create and maintain proper diagnostic tools to consistently evaluate sales performance
  • Determine resources needed to strengthen the organization (training, coaching, performance management)

  • Sales Preparation
  • Own programs such as New Hire Orientation/Onboarding and Planner school
  • Partner with HR to ensure new to role and new hires transition to sales quickly and effectively

  • Sales Measurement
  • Utilize tools such as CRM and financial data to evaluate program strength and organizational health. Modify programs as needed
  • Influence and contribute to the productivity and profitability of the organization by ensuring our sales force is effectively and consistently evaluated, prepared and developed to meet the needs of the clients, grow share and offensively compete in the aggressive media sales landscape.

  • • 15+ years of extensive Media Sales/Sales Management experience across multiple platforms
    • Bachelor’s degree, with an Advanced degree preferred

    • Highly collaborative – This SVP will need to form partnerships across many areas and be comfortable in a highly matrixed environment.
    • Able to execute - The SVP must be able to effectively execute. The leader must guide the team on having a persistent focus on knowledge base development, staying focused on programs that drive results and seeking internal and external practices to continuously raise the bar on performance, training and effective sales techniques.
    • Industry knowledge - Understanding the Media Sales landscape, marketing and sales process will be a requirement for the role.
    • Demonstrated ability to work in a fast-paced environment and meet deadlines
    • Experience successfully communicating at all levels, both verbally and in writing
    • Demonstrated ability to manage multiple projects and be detail-oriented
    • Excellent communication, interpersonal, analytical, organizational, and presentation skills are required.

    NBCUniversal is one of the world’s leading media and entertainment companies in the development, production, and marketing of entertainment, news, and information to a global audience. NBCUniversal owns and operates a valuable portfolio of news and entertainment television networks, a premier motion picture company, significant television production operations, a leading television stations group, and world-renowned theme parks. It is the policy of NBCUniversal and NBCUniversal's affiliated businesses to consider all qualified applicants for employment without regard to race, color, religion, national origin, sex (including pregnancy) sexual orientation, age, disability, veteran status or other characteristics protected by law.

    NBCUniversal’s policy is to provide equal employment opportunities to all applicants and employees without regard to race, color, religion, creed, gender, gender identity or expression, age, national origin or ancestry, citizenship, disability, sexual orientation, marital status, pregnancy, veteran status, membership in the uniformed services, genetic information, or any other basis protected by applicable law. NBCUniversal will consider for employment qualified applicants with criminal histories in a manner consistent with relevant legal requirements, including the City of Los Angeles Fair Chance Initiative For Hiring Ordinance, where applicable.

    We are one of the world’s leading media and entertainment companies in the development, production, and marketing of entertainment, news and information to a global audience.

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