Job Location: Remote – Revenue Team *NYC or Atlanta Preferred

THE COMPANY:

Since 1945, EBONY has celebrated and chronicled Black excellence and leadership worldwide. In January 2021, the iconic brand was relaunched under new ownership as EBONY Media Group, a diversified multi-platform media company. This is an exciting chapter for the beloved brand, and we are looking for talented, enthusiastic candidates to join our close-knit, highly collaborative team. We are calling all innovators and creators who want to be part of the legacy by helping shape EBONY’s future!

THE ROLE:

Reporting into the CEO Executive Vice President of Sales (EVP) holds the key leadership role responsible for setting the strategic direction of the sales department, driving revenue growth, and leading the sales team to achieve business objectives. The EVP of Sales plays a critical role in developing and implementing sales strategies, managing key client relationships, and providing vision and direction for the sales organization. This executive position requires strong leadership, strategic thinking, and a proven track record of driving sales performance.

RESPONSIBILITIES:

Sales Strategy and Growth

• Develop and implement sales strategies to drive consistent revenue growth and achieve business objectives in alignment with the overall company vision.
• Set sales targets, KPIs, and performance goals for the sales team, ensuring alignment with the broader organizational strategy.
• Identify new business opportunities by leveraging market research, networking, and existing relationships to expand EBONY’s client base.
• Analyze market trends and competitor activities to stay ahead in the industry and adjust sales strategies accordingly to capitalize on new opportunities.

Team Leadership and Development

• Lead, mentor, and manage a team of sales professionals to foster individual growth and achieve collective success.
• Drive a culture of excellence, innovation, and continuous improvement within the sales organization, motivating the team to exceed expectations.
• Oversee performance management, ensuring regular feedback, professional development opportunities, and clear career growth paths for the team.
• Promote a positive, inclusive workplace culture, ensuring that diversity and inclusion are integral to team dynamics and client engagement.
• Collaborate with internal People department to ensure the recruitment of top talent for the sales team, focusing on key competencies needed for future growth.

Client and Stakeholder Relationship Management

• Build and maintain strong relationships with key clients, partners, and stakeholders to ensure long-term success and recurring business.
• Lead high-level negotiations and deal closures with key clients, ensuring contracts and agreements are structured for mutual benefit.
• Develop strategic partnerships with key brands, agencies, and other stakeholders to create value-driven collaborations and joint ventures.
• Ensure the sales team delivers exceptional customer service, maintaining strong, long-term relationships with existing and potential clients.

Media Planning and Brand Solutions

• Manage the development and delivery of integrated media planning and brand solutions tailored to meet client objectives and KPIs.
• Work closely with cross-functional teams to create custom solutions, ensuring that media plans align with internal production capabilities and client needs.
• Oversee campaign delivery and execution, ensuring that all programs are delivered on time, within scope, and meet or exceed client expectations.
• Monitor campaign performance, working with Ad Operations to ensure the delivery of impactful results and making adjustments as necessary.

Financial and Operational Management

• Develop and oversee the execution of profitable sales programs, working closely with the cross-functional teams to ensure all programs align with financial goals.
• Monitor and manage sales margins, analyzing profitability metrics and ensuring all programs meet or exceed expected ROI.
• Provide regular sales reports and performance updates to the Executive Leadership Team (ELT), focusing on revenue generation, profit margins, and market share growth.
• Collaborate with finance and operations teams to set pricing models, manage budget allocations, and ensure the financial viability of sales efforts.
• Manage expenses and operational costs, ensuring that all sales initiatives are cost-effective while maximizing revenue potential.

Innovation and Market Adaptation

• Stay informed on emerging industry trends, technologies, and consumer behavior, continuously adapting sales strategies to remain competitive in the marketplace.
• Identify and spearhead new initiatives, such as branded content, programmatic solutions, and experiential marketing campaigns, that align with EBONY’s mission and client goals.
• Lead cross-departmental innovation initiatives, collaborating with marketing, product development, and creative teams to develop cutting-edge solutions for clients.
• Develop long-term sales strategies that align with the growth and evolution of EBONY’s content, experiential, and media offerings.

Collaboration with Executive Leadership

• Collaborate closely with Executive Leadership Team (ELT) to align sales strategies with overall company objectives, contributing to the company's strategic vision and growth.
• Provide regular updates and reports on sales team performance, market conditions, and key client developments to ELT members, offering insights and recommendations for future strategies.
• Participate in high-level discussions around business expansion, market positioning, and client relations to drive forward the company's mission and vision.

Brand and Industry Representation

• Serve as a key representative for EBONY in industry events, trade shows, and networking opportunities, establishing the company as a leader in the media and publishing space.
• Develop and maintain a strong personal network within the media, advertising, and publishing industries to generate leads and stay informed on market developments.
• Foster strong relationships with external partners such as advertising agencies, production partners, and digital platforms to strengthen EBONY’s industry presence and client offerings.

REQUIREMENTS:

Leadership and Management

• Proven experience in a senior sales leadership role, preferably as a Vice President or Executive Vice President of Sales and Brand Partnerships.
• Strong leadership and management skills with the ability to inspire, mentor, and motivate a sales team to achieve high performance.
• Demonstrated experience building and managing high-performing sales teams with a focus on both individual and team success.
• Ability to drive a culture of innovation, continuous improvement, and inclusivity within the sales organization.

Sales Strategy and Execution

• Extensive experience in developing and executing sales strategies to drive revenue growth and meet business objectives.
• Proven success in identifying new business opportunities, developing long-term relationships with clients, and expanding the client base.
• Track record of exceeding sales targets in a competitive media and publishing environment.
• Demonstrated expertise in sales forecasting, setting KPIs, and performance management.
• Strong knowledge of industry trends, competitive analysis, and the ability to adapt sales strategies accordingly.

Media Planning, Campaign Delivery, and Brand Partnerships

• Extensive experience managing media planning, brand solutions, campaign delivery, and the overall sales cycle.
• Ability to develop and implement integrated marketing and media programs, tailoring solutions to meet client needs.
• Strong knowledge of programmatic, digital, and multi-platform advertising sales.
• Experience managing relationships with brand partners and stakeholders, driving partnerships that result in high-value deals.
• Expertise in collaborating with cross-functional teams such as content, creative, and operations to deliver profitable and effective sales programs.

Financial Acumen and Profitability

• Strong understanding of financial metrics related to sales performance, including margin analysis and profitability metrics.
• Experience working with content and operations teams to develop cost-effective sales programs that ensure profitable outcomes.
• Ability to interpret financial data to make informed decisions that positively impact both short-term and long-term sales strategies.
• Skilled in balancing client demands with internal financial constraints to deliver mutually beneficial solutions.

Client Relationship and Negotiation

• Demonstrated ability to build and maintain strong relationships with key clients and stakeholders at various levels, including C-suite executives and decision-makers.
• Proven experience leading negotiations for high-value contracts and closing large-scale deals.
• Strong communication skills with the ability to clearly articulate complex marketing and sales programs in a compelling and simplified manner.
• Ability to ensure exceptional customer service from the sales team, maintaining long-term client relationships.

Analytical and Data-Driven

• Analytical mindset with the ability to gather and interpret sales data, market trends, and competitor analysis to inform decision-making.
• Data-driven leader with experience using insights to refine sales strategies and identify growth opportunities.
• Expertise in using CRM systems, sales analytics tools, and reporting software to track sales performance and client activity.

Industry Knowledge and Expertise

• In-depth understanding of the media, publishing, and experiential industry, including emerging trends and new sales opportunities.
• Comprehensive knowledge of multi-platform and integrated marketing programs, including branded content, sponsorships, and digital media.
• Experience interfacing with agencies, brand clients, and other high-level executives to develop innovative marketing programs.
• Familiarity with the sales process, including prospecting, lead generation, pitch development, closing deals, and account management.

Travel and Flexibility

• Willingness and ability to travel for client meetings, industry events, and business needs.
• Flexibility to work in a fast-paced and dynamic environment, managing multiple projects and deadlines simultaneously.

QUALIFICATIONS:

• Bachelor’s Degree (Master’s degree a plus).
• 15+ years of direct selling experience in advertising, including publisher direct, programmatic, integrated, and multi-platform sales.
• Significant experience in delivering brand, audience, and programmatic sales solutions.
• Motivational leader with experience guiding new teams to deliver revenue and engage with large, complex accounts.
• Experience prospecting new clients, generating leads, and closing high-value deals.
• Strong ability to present complex marketing programs in a simple and compelling way to clients.
• Ability to manage multiple projects under tight deadlines, communicating efficiently with a range of executives, department teams, and clients.
• Willingness to take risks to ensure creative thinking and the best outcomes possible.