Background:
Open Road Integrated Media is a prestige content brand delivering digital experiences that entertain and inform readers around the world; their network of digital properties produces compelling stories that keep audiences engaged – across devices. Open Road brands include: Early Bird Books, a daily eBook deals newsletter and website; The Lineup, for fans of true crime, horror, the mysterious, and the paranormal; The Portalist, for fans of science fiction, fantasy; Murder & Mayhem, for fans of mystery and thriller; The Archive, for fans of history and non-fiction; and A Love So True, for fans of romance.
Open Road Ignition is a full-service marketing program for publishers. Through its “White Glove” 360° Marketing program, OR/M partners with publishers to manage the complete 360-degree marketing for selected titles. Any revenue OR/M generates that is more than the partner’s baseline revenue is shared between OR/M and the participating publisher. The partner pays nothing for all sales up to the prior year’s baseline results.
Position Summary:
OR/M is seeking Head of Business Development to own and run the sales/business development function for the company. The primary focus for this position will be on acquisition, maintenance, and expansion of the company’s publisher client base. OR/M is looking for a curious, data-driven leader who can identify potential publishing partners, engage in high-level, nuanced conversations around company’s value proposition and business operations, find creative solutions to roadblocks and close deals, with constant focus on company goals and objectives.
Primary Responsibilities:
Develop a strategic sales/business development plan to promote revenue and improve profitability and growth as an organization.
Deliver strong and sustainable contributions to revenue and profits by identifying and capitalizing on emerging market opportunities.
Develop and streamline the sales processes and operations for our Ignition White Glove partnership business, establishing a pipeline that includes lead sourcing, scoring, and management to
increase overall productivity. Monitor the revenue pipeline and leads, forecasting to create predictable and sustainable growth.
Expand top of funnel and partner with other departments to improve conversion and onboarding. Work with other functions in the company to identify new client partners.
Test new market segments for product fit and revenue expansion opportunities including identification and opening of new market opportunities for the Ignition White Glove capabilities.
Overall responsibility for rapidly building revenue, leveraging industry relationships and the ability to target, impact, and close business.
Grow the Ignition White Glove business unit, manage the financial metrics for that business, and communicate with key stakeholders within the company and the Board of Directors.
Drive business growth through innovating new business concepts and designing and implementing market-transforming digital strategies.
Employ an agile approach to partnerships to gain an understanding of client needs and leverage to those needs to move the business forward.
Qualifications:
Extensive experience in sales/business development strategic planning, and execution.
Must be highly data oriented, with the ability to analyze and interpret data in order to guide decision-making.
Knowledge of media/publishing industry principles and practices.
Must be a client-facing problem solver, with the ability to change tactics and processes as the situation requires; must be a true solutions provider.
Preference for candidates with a strong contact list of existing and potential clients within the publishing/media industry.
Must be able to think and plan strategically but be quantitatively and analytically grounded in decision-making. Should be thoughtful and pragmatic.
Must be a proven entrepreneurial executive who is also hands-on, operating on a macro and micro level to identify and evaluate business opportunities. Must be able to work effectively in a small,
nimble, and very fast-moving environment.
Demonstrated ability to identify, attract, retain, and mentor/develop exceptional talent.
A great collaborator who has successfully worked with other executives with diverse styles.
A passion for communicating to groups; highly poised speaking off the cuff, and capable of being a compelling brand ambassador.
Fluent in Microsoft Word, Excel, and PowerPoint.
Ability to translate data into a compelling story.
Personal Characteristics & Values:
High intelligence balanced with a pragmatic, down-to-earth, common-sense approach to problem solving. Strong intuitive sense in leading the business development organization, good “street”
sense, and a strong orientation to completing projects. Unquestionable integrity and a positive, collaborative attitude.
This person should be process driven while at the same time flexible enough to adapt to customer needs that will grow and scale the Ignition White Glove business.
Must be an exceptional communicator, with the ability to convey ideas to others in an understandable way.
This person should be hands-on and willing to “roll up their sleeves” as necessary to be effective in an entrepreneurial environment with limited resources. As a team player, s/he will have excellent planning and project management skills, an attention to detail and “a bias for action.” S/he will have high potential, for this person will be expected to make major contributions to company growth and objectives in the years ahead.
Executive Search Contacts:
Jim Conley: jconley@bertdavis.com
Janine Subel: jsubel@bertdavis.com
Kristi Johnston: kjohnston@bertdavis.com