WFUV- Director of Corporate Support

WFUV, New York City’s source for music discovery, is seeking a Director of Corporate Support with the experience, skills, discipline and focus to lead its corporate underwriting program into the future. The successful candidate will show demonstrated success in growing sales revenue to $2 million or more in annual income. Experience with public media sales preferred.
 
The station will consider applicants with experience in the development and implementation of a comprehensive plan to grow sales clients and income, including through new digital opportunities, expanded categories, and sponsorships.
 
The director leads the sales team (3 FT staffers including director, plus interns), motivating the staff and managing all aspects of department operation. Corporate support is an important revenue component, currently providing 20% of WFUV’s overall $6.4m annual budget (or $1.350m). Compensation is in the form of a base plus commission salary structure, with the director carrying a select group of clients that comprises up to 20% of overall sales revenue.
 
Reports to: WFUV General Manager
 
PRIMARY RESPONSIBILITIES:
  • Lead day to day sales operation, being responsive to a dynamic environment of changing market, media, and advertising industry circumstances, and adjusting direction as necessary
  • Develop and implement written plan and strategy to meet and exceed annual revenue goals. Monitor progress and keep department on track through a disciplined and systematic approach to sales strategy and day to day operations
  • Effectively manage sales team
  • Hire, train, and motivate the team. Provide coaching, manage performance, and evaluate staff
  • Set individual goals and monitor progress, to ensure success with meeting or exceeding monthly and annual targets
  • Lead weekly team meetings to review activity, results, and progress toward goals
  • Conduct prospect meetings to identify, prioritize, and assign sales prospects
  • Seek and encourage staff opportunities for professional development
  • Personal sales responsibility for a portfolio of up to 20% of annual sales revenue
  • Identify, cultivate, and solicit business support, including via new digital opportunities, expanded categories, and sponsorships
  • Recommend and implement new initiatives for sales revenue growth
  • Build and sustain strong relationships with key corporate contacts. Attract new clients and strengthen existing relationships through excellent stewardship and communication
  • Take a proactive approach to pursue, develop and realize new corporate sponsorships
  • Collaborate  with programming, development, special events, promotions and other areas on sponsorship of station events
  • Work closely with Program Director and content team on content sponsorship packages
  • Collaborate with programming, promotions, membership, development, new media and others to identify, evaluate, design, market, and implement strategic, cross-department partnership and revenue opportunities to benefit WFUV as a whole. Includes trade opportunities that support various station activities
  • Closely manage on-air and digital inventory, and adjust rates as necessary, to maximize revenue potential
  • Write, approve, and edit copy as needed, ensuring that station is fully compliant with FCC copy regulations
  • Work closely with Traffic Director to ensure all orders are properly entered, contracted, scheduled and billed. Set and reinforce station guidelines on copy approval, copy and traffic deadlines, accounts receivables and collections. Oversee collections efforts
  • Manage station site and e-news banners
  • Produce and manage external communications, including media kit, packages, presentations, eblasts, LinkedIn, and others, working with sales team and with assistance of interns
  • Manage sales CRM, to maintain an accurate record of contacts
  • Provide consistent and accurate financial reporting and projections
  • Prepare and analyze annual revenue and expenses forecast in a timely fashion, to inform strategic decisions about future efforts
  • Work with Traffic Director to provide ongoing, detailed reporting and updated projections, to ensure accountability
  • Includes monthly sales dashboard, to help inform strategy and be shared with management, senior team, advisory board, university administration, and others as needed
  • Maintain strong awareness of station content across platforms, to best tell WFUV’s story and make a compelling case for corporate support
  • Attend on-location meetings with clients and prospects, as needed
  • Ensure consistent, excellent customer service and responsiveness
  • Work closely with operations team, office manager, and other departments
  • Prepare and analyze department revenue and expense budget, to inform strategic decisions about future efforts
 
SECONDARY RESPONSIBILITIES:
  • Stay up to date on established best practices and developments in corporate underwriting in a public media setting
  • Represent the station at business and community events, networking events, conferences, and other occasions to increase station visibility and uncover prospects
  • Attend management team meetings and keep sales team informed; serve as sounding board and liaison for sales staff with station as a whole
  • Identify, recruit, and manage a strong volunteer committee of corporate clients, to leverage peer-to-peer connections, for greater success
  • Mentor and manage student interns
  • Manage electronic files on network and other drives
  • Support the work of colleagues in other station revenue areas, including membership, major giving, promotions, programming, and events
  • Attend station events to raise profile with donors, boards, and university community. Participate in and support station activities, including membership drives. This may require occasional availability after hours and on weekends
  • Build and maintain excellent relationships with university finance, development, and other areas of the university, as required. Work with university Finance team on annual station audit, providing information in a timely fashion
  • Assess and update current sales department job descriptions
  • Other responsibilities as needed
 
QUALIFICATIONS:
  • Minimum of five years of professional sales experience and oversight, including hands-on sales and management of a team of at least five people
  • Demonstrated success with growing sales support to $2m or more in annual revenue
  • Excellent knowledge of sales best practices. Ability to apply strategy and methodology, and an energetic focus on meeting goals, to achieve and exceed, revenue targets
  • An accomplished relationship builder, with network and demonstrated success with corporate community
  • Excellent leadership and organizational skills, including planning, project, and time management, to keep the sales team motivated and on track through a disciplined and focused approach
  • An entrepreneurial spirit, to best identify and implement income opportunities
  • Excellent organizational skills, including planning, project, and time management
  • Exceptional communication skills
  • Ability to network and build relationships effectively
  • Excellent and effective verbal, written, and presentation skills, including development of media kits, sales presentations, e-news copy, social media and other messaging
  • Ability to write reports, business correspondence, and procedure manuals
  • Ability to effectively present information and respond to questions from clients, staff, and other stakeholders
  • Excellent facility with databases, including client CRMs. Experience with traffic scheduling software a plus
  • Experience with audience research tools, such as those provided by Nielsen, Scarborough and others, and in presenting audience data to prospective clients
  • Solid analytic and reporting skills, to define critical benchmarks and focus on data-driven strategies. Facility at reviewing and interpreting reports such as Greater Public Benchmarks and Target Analytics, to inform department goals and action steps
  • Excellent human relations and team-building skills, to model the best standards of behavior
  • A high degree of emotional intelligence, self-control, and the ability to collaborate, resolve conflicts and build coalitions with diplomacy, discretion, mutual respect, equanimity, humor, and humility
  • Excellent relationships with sales team, clients and prospects, station peers and other staff members, board members, donors, and members of the university community
  • Ability to work independently and within a group dynamic
  • Ability to work under deadline and deliver materials to clients, colleagues and others in a timely fashion
  • Solid knowledge of New York City market media and advertising industry
  • Strong interest in WFUV’s programming and mission, and the ability to communicate this passion to prospective clients, sponsors, and partners
  • Conversant and active in social media
  • Proficiency in MS Office suite, including spreadsheet and presentation software
  • Requires occasional night and weekend availability, as required by station events
  • Bachelor’s degree required, or higher
 
Salary: Base plus commission structure 

Fordham University is committed to excellence through diversity and welcomes candidates of all backgrounds. Fordham is an Equal Opportunity Employer.

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