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Director, Advertising Services
Panasonic
Lake Forest, CA, United States
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About PAC:
Who We Are: Panasonic Avionics takes entertainment to new heights. We’re the world’s leading supplier of (IFEC) inflight entertainment and communications systems that allow airborne passengers to get their fix of live TV, movies, music, interactive games, maps, and much more! We make traveling on airplanes more exciting!
What We Value:
As an organization, we value people who are motivated and driven. We value a collaborative work environment that enhances careers and positively impacts society. We value our diverse work culture committed to delivering products and achieving high results. Seeing our products bring delight to others is just one way we measure success.
Why You Should Join:
A job is only part of what we offer. See how you can flourish in a career while getting the support and resources from some of the most talented people in the industry. You will work on technology that makes traveling the world that much better. Lastly, you will be rewarded with world class benefits and competitive wages. Come aboard, we’ve been expecting you!
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JOB SUMMARY
Develop and implement a comprehensive sales, marketing, and product strategy that maximizes opportunities across all advertising and sponsorship service product lines in every business vertical for Panasonic. Directs Service, Operations, and Account Management teams to meet annual revenue objectives and Profit & Loss goals for total customer satisfaction and maximum profitability. Serves as the lead in working with customers, internal stakeholders, 3rd party vendors, media agenecies and advertisers across multiple business verticals to define the services, requirements, delivery methods, response mechanisms and operational efficiencies to ensure maximum revenue generation opportunities. Develops new relationships and requirements to increase revenue generation opportunities including system requirements, alternative methods of capturing new business, and reporting. P&L ownership for all Advertising services including the inventory requirements, sales quotes for the team, advertising zone placement, testing, reporting/analytics, billing and the ownership of the Advertising services roadmap for all business verticals.
MAJOR RESPONSIBILITIES
Sales and Profitability Management Strategy
• Initiate and implement customer engagement strategies, sales strategy, pricing policy and marketing strategy for all Advertising and Wi-Fi Portal Sponsorship products across every business vertical for Panasonic.
• Direct Sales and Marketing strategy and consequent plans and actions.
• Set direction for sales and account management strategy for all Advertising Advertising and Wi-Fi Portal Sponsorship products.
• Develop regional plans and participates in strategic and tactical planning.
• Communicate service product roadmaps to appropriate internal and external stakeholders to ensure clear understanding of goals and objectives.
• Sets and maintains sales quota requirements for sales teams.
Process
• Responsible for sales Profit & Loss for all Advertising customers across all business verticals.
• Establish and responsible for hitting sales growth and profit targets for the region.
• Drive cross-functional team improvement to ensure the best possible service delivery model including tools to track, monitor, and manage campagins and sponsorship opportunities.
• Manage distribution channel network/sales agencies where applicable.
• Establish Panasonic as a strong advertising player within a business vertical by driving strategic branding efforts, marketing events, and public relations efforts, to name a few.
Organization
• Act as lead for high profile, high complexity customers with respect to Advertising services delivery and operational control. Capable of handling certain key/critical accounts personally.
• Serves as the organizational lead for all Advertising related services for feature management, service product strategy, operational process control, and service delivery.
• Once commercials for a new program or expansion of existing program are determined, work with Ad Operations staff along with other internal stakeholders (ALST, MCS, ISE, SWE) to launch program with advertisement zones established, tested, and reporting correctly.
• Work with Ad Operations Manager to ensure Ad Operations team is staffed appropriately and to deliver on campaigns sold by sales teams; this includes management of associated creative, testing, campaign reporting, and invoicing back to the agency/advertiser to drive customer satisfaction and future business.
Managerial
• Manages through subordinate managers as well as direct reports to achieve revenue and profitability goals.
• Hire, lead, train, motivate, appraise performance, and develop employees.
KNOWLEDGE/SKILL REQUIREMENTS
• Comprehensive knowledge of system architecture(s) for Advertising service delivery including customer/agency/advertiser management and, where possible, specific business knowledge for each of the business verticals.
• Firm grasp of dependencies, commercial options, system and product choices, GUI options, pricing for service, and issues associated with functionality, system, and hardware choices.
• Comprehensive knowledge of GUI options, application functionality, service delivery requirements, payment processing, and associated commercial and technical implications for choices.
• Solid experience in dealing with defined business vertical customers, advertisers, agency partners, especially having a good rapport and network with the major companies that support future sales opportunities. (i.e. with ready contacts within the procurement, engineering, marketing/product and/or relevant departments) will be an added bonus.
• Proven track record in managing Profit/Loss and business strategies/plans for sales operations.
• Excellent command of written and spoken English.
• Excellent written and verbal communication skills as well as negotiation, persuasion and presentation skills.
• Ability to drive cross-regional and functional improvement.
• Proven leadership of account, product, or service management team.
• Proven ability to set business direction and create effective Marketing and Account Management plans.
• Proven successful and seasoned direct sales skills, across large, complex accounts.
• Comprehensive commercial understanding of customer issues, and visionary in terms of how Panasonic can create a compelling value proposition to address these issues.
• Experience in successful team building and motivation; strong leadership skills.
• Possesses highly advanced analytical capabilities to assess strategic business and product placement issues.
• Expert ability to organize and implement department objectives and sales quotas.
• Proven experience with problem-solving, decision-making, and multi-tasking to response to inquiries or complaints from customers in a professional and timely manner.
• Seasoned ability to develop and maintain excellent working relationship with customers and internal company departments in order to effectively address customer needs.
• Possess exceptional business acumen with in-depth knowledge of budgeting, planning, forecasting, pricing and estimating.
EDUCATION/EXPERIENCE REQUIREMENTS
• Bachelors or Equivalent University Degree in Business, Sales or Marketing or technical degree in related field preferred.
• 12+ Years of successful direct & channel sales experience in IFEC, avionics or commercial aircraft cabin system industry.
• 5 years management experience.
Panasonic is proud to be an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability status, protected veteran status, and any other characteristic protected by law or company policy. All qualified individuals are required to perform the essential functions of the job with or without reasonable accommodation. Pre-employment drug testing is required for safety sensitive positions or as may otherwise be required by contract or law. Due to the high volume of responses, we will only be able to respond to candidates of interest. All candidates must have valid authorization to work in the U.S. Thank you for your interest in Panasonic Corporation of North America.
Location/Division: 26200 Enterprise Way, Lake Forest, CA 92630, USA Job Requisition: NW9792