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VP, Brands and Insights
Storyful
New York, NY, United States
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Company Overview
Storyful is a social content company which uses proprietary technology and world-class digital-native journalists to discover, verify and acquire the most relevant and engaging user generated content – across all social platforms, on behalf of brands, agencies and media companies. Our 24/7 social newsroom gives our clients the ability to discover trending, viral content and social insights that help drive real-time storytelling and shapes strategies to take advantage of tomorrow’s conversations today. Storyful was founded in 2010 and is now a subsidiary of News Corp, the global diversified media and information services company.
Job Description
VP of Brands and Insights
Location: New York
The Role
The role of VP of Brands & Insights is to lead the sales strategy and go to market approach of the sales teams at Storyful that work with our variety of partners. The Brands and Insights sales team is the external sales arm of the Storyful that works with the world’s largest and most innovative media companies , production houses and social platforms.
The VP of Brands & Insights will support their team in developing and implementing strategies to grow Storyful’s revenue in this space. This will involve coaching and developing the sales team to generate new and existing business. It will also involve developing and executing the product offers for partners, alongside Storyful’s creative, product and tech teams.
The VP of Brands & Insights will lead C-Suite and Director level client engagement, complex negotiations, and alongside other VP’s of the organization, you will facilitate the development of enterprise solutions that integrate the media solutions offer with Storyful’s brands and corporate intelligence solutions.
Reports to
Chief Revenue Officer
Direct Reports
Partnerships Directors
Performance areas
Revenue
50%
Client & Account Management
10%
Strategy and Implementation
10%
Reporting
5%
Leadership and People Management
25%
Performance area details;
• Revenue
• Meet and exceed global revenue targets for the division
• Attend market presentations with senior clients (C-Suite and Director level) and lead major and complex client negotiations
• Support and develop sales directors and sales managers in building new client relationships and generating revenue
• Develop and monitor pricing and yield of your products alongside other business units
• Monitor and understand yield and output of your sales team
• Identify gaps in revenue and implement relevant strategies to close
• Seek and identify new business prospects for Storyful’s media solutions
• Seek, identify and facilitate enterprise agreements across all Storyful products
• Client & Account Management
• Collaborate with partners on a strategic level to develop innovative and high impact partnerships. This may include new product development
• Lead sales team to develop high levels of sales service and a customer centric approach
• Ensure output is customer centric and all opportunities meet customer needs and objectives
• Build and maintain relationships with clients and agencies at a senior level
• Resolve issues with clients and agencies to ensure client satisfaction
• Drive the division’s relationships across the business to include close collaboration with Product, Editorial & Operations.
• Drive key relationships with relevant News Corp businesses
• Strategy and Implementation
• Identify, develop, drive and deliver sales opportunities
• Manage the formulation and execution of client account plans
• Formulate and implement a commercial strategy for the division
• Communicate strategy and direction of your team to key stakeholders
• Maintain awareness of competitors and monitor their activities and relevant actions
• Develop and execute strategies for News Corp businesses globally to leverage Storyful’s media solutions offering
• Manage the entire sales process, implementation and strategy for Storyful media partners
• Reporting
• Monitor and communicate business performance on a regular basis
• Oversee the maintenance of Salesforce and revenue pipelines
• Prepare and deliver accurate forecasts and budgets at the frequency outlined by Chief Revenue Officer
• Track, analyze and communicate partner contract pacing
• Maintain costs to ensure expenditure is within budget
• Leadership and People Management
• Manage the Media Partnerships sales division team placed across EMEA, USA and APAC, in addition to global clients
• All team members to have clear position descriptions and goals in place
• Manage leave accruals and absenteeism in a timely manner
• Conduct performance reviews in line with Storyful’s policy for all direct reports
• Regular WIPs and two way feedback in place with direct reports
• Manage and address underperformance of direct reports
• Identify at risk direct reports and escalate to manager
• Lead recruitment for direct report roles
• Drive best in practice work ethic, team motivation and a strong team culture across the Sales team.
• Establish the style and approach, which will characterize the Company’s dealings with the marketplace.
Requirements
• BA/BS degree or further third level qualifications.
• 10+ years of experience in the media industry
• 3+ years demonstrated Sales Leadership experience in conjunction with achieving revenue targets, experience managing remote employees an advantage
• Strong relationships with senior business development and editorial executives
• Demonstrated track record to think strategically about complex issues, leading to thoughtful recommendations and action plans with content partners
• Excellent project management experience, with the ability to lead and handle multiple time-sensitive, cross-functional projects on deadline
• Proficiency in Word, Excel, PowerPoint, and CRM systems is required.
• Exceptional communication and presentation skills
• Rapid learner who thrives in a fast-paced startup environment
Not ready to apply? Connect with us for general consideration.