Senior Vice President, Business Development

Reports To: Chief Marketing Officer

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