Vice President, East Coast Sales

***Salary range: $160,000 - $170,000***

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COMPANY OVERVIEW

Interactive One (www.interactiveone.com) is powered by the mission to create an online community that provides rich content and digital products that engage, entertain and inspire the lives of African Americans.

Since its launch in 2008 by Urban One, iONE Digital’s news, entertainment, video, and lifestyle content has driven its growth. From roots in radio, compelling storytelling, and endeavors in frontier technology, the iONE Digital portfolio includes some of the most recognizable brands in the digital landscape. The iONE Digital portfolio focuses on key passion points and interests, including men’s and women’s lifestyle, sports, beauty, fashion, and entertainment - comprised of Cassius, HelloBeautiful, MadameNoire, Bossip, NewsOne, GlobalGrind, HipHopWired, BlackAmericaWeb and Elev8. Each iONE brand is an authoritative voice in its own right. In addition to publishing brands, iONE Digital is home to the original social network for urban millennials, BlackPlanet, and three YouTube brands – The Fumble, Hollyscoop, and Nerdwire.

The AVP, Digital Sales will oversee all sales-related processes within given territory; responding to requests for proposals; negotiating and executing insertion orders; working with integrated marketing department; collaborating with client services and ad operations to oversee trafficking and campaign launches; helping to optimize performance and delivery when necessary. As the AVP, Sales you will be responsible for generating sales across iOne Digital's portfolio of digital publishing assets as well as helping to formulate, implement and execute the company’s sales strategy.
The ideal candidate will have demonstrated experience in effective prospecting, generating new business, growing accounts, managing all aspects of the sales cycle, and a proven track record of closing large custom deals. The AVP, Digital Sales must be well versed and experienced in digital ad sales. Since iOne Digital creates content that is distributed across multiple platforms (e.g. primarily Social & Digital, but also TV, Radio and Experiential), a strong capability to sell large, custom creative concepts and ideas is a must. The candidate must be comfortable working at high levels at clients and agencies.

KEY RESPONSIBILITIES:

• Identify and generate new sales leads through effective prospecting –including competitive analysis, data analysis and industry trends.
• Establish and grow strategic level relationships with senior level client contacts and agency partnerships within the assigned territory.
• Sell the value and brand strength of iOne Digital to advertisers and agencies.
• Proactively keep clients informed of pertinent account and iOne Digital platform information, as well as marketplace conditions.
• Make in-person visits to advertisers, agencies and any other applicable entities to drive revenue.
• Grow revenue through new business and existing accounts within the assigned territory.
• Build, maintain and manage a sales pipeline to provide accurate planning, forecasting and reporting of pacing to monthly, quarterly and annual goals.
• Manage all aspects of the sales cycle – from initial client contact to campaign implementation.
• Lead the internal sales process including guiding marketing, planning and account management to develop the best possible solutions that deliver on client objectives.
  
• Remain up to date with client strategies and campaigns.
  
• Remain current with competitive networks.
  
• Stay abreast of iOne Digital’s brand offerings and performance.
  
• Work closely with the SVP of Sales to develop a strategy to achieve and exceed revenue growth goals.
  
• Assist and train other sales team members in the sales cycle and process as needed.
  
• Take leadership on influencing products, solutions and communication.
  
• Provide superior customer service to clients.
  
• Utilize Salesforce or other CRM to record all sales activity (e.g. meetings, emails, calls), track and report revenue.
  
• Possess excellent written, communication and presentation skills.
  
• Thrive in a creative business environment and maintain a positive demeanor.
  
• Lead the team by example – via work intensity, strong command of the product and the advertising/marketing process.
  
• Participate in industry events and conferences.
  
• Stay up to date of market knowledge.
  
• Other duties and responsibilities as assigned.
  
• Maintain accurate sales forecast
  
• Proficiency and MS PowerPoint and MS Excel
  
• Experience with Salesforce.com or other CRMs a plus.
  
• Complies with Network and Urban One’s mandatory trainings and adheres to related course deadlines.

CRITICAL COMPETENCIES FOR SUCCESS:

• Ability to work independently, while being open to direction and guidance
  
• Proven track record of closing large, custom deals with a keen focus on branded and sponsored content
  
• Motivated, self-starter with strong interpersonal skills and work ethic
  
• Creative, marketing-oriented media seller with a passion for what the Internet can bring to blue-chip advertisers
  
• Excellent written, communication skills, negotiation, persuasion, closing, presentation and follow-up skills
  
• Strong relationship building skills
  
• Ability to travel
  
• Experience working with an African American or multicultural product
  
• Experience in a start-up environment
  
• Good analytical skills in both understanding marketers’ objectives and analyzing campaign performance

EDUCATION/QUALIFICATIONS:

• Bachelor’s Degree or equivalent.
  
• 5 years of digital ad sales experience
  
An additional 2-4 years of traditional media sales or agency experience
• - print, radio, broadcast, cable, etc, or marketing position
  
• Demonstrated ability to lead, motivate and direct a team to include but not limited to:
  
• Provide regular constructive feedback
  
• Resolve issues/conflicts with diplomacy in a timely manner
  
• Provide on-going guidance and support for growth and development
  
• Deploy effective coaching skills
  
• Practical understanding of anti-harassment and discrimination laws
  
• Ability to effectively administer performance reviews, and corrective action plans as appropriate.
  
• Ensure team (s) attend mandatory department and/or mandatory company training (s) as required.

***Salary range: $160,000 - $170,000***

Benefits Package: Comprehensive benefits offerings include, Major Medical, Dental, Vision, FSA, HSA, 401K, PTO, elective supplemental options, and commission as applicable.