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Updated: 54 min 26 sec ago

Business Insurance - Marketing Manager/Director

Wed, 09/17/2014 - 11:38


The Business Insurance (BI) Marketing Manager / Director has a strategic role in supporting and impacting the business’ sales & profitability growth.  This includes revenue derived from marketers/advertisers and audience revenue. The BI product line-up includes publications, web-site/other digital properties, conferences & research/data.  Business Insurance plans growth in all product areas – especially non-publication products – and expects to bring new products to market, over time, including customized customer programs and content marketing services to marketing/advertising customers.


 


The Marketing Manager / Director must be experienced in brand management and skilled in developing marketing strategies & campaigns to support the business’ growth.  This is a “hands-on” position who can direct others or simply execute when required.  Key relationships are:  Publisher, Associate Publisher/Online General Manager, Advertising Sales Director, Audience Marketing Director, Director of Research, Director of Events & Associate Publisher-Marketing & Conferences of P&I.


 


Key Responsibilities



  • Plan marketing and branding objectives for BI based on business goals and financial targets.

  • Expand product solutions and offerings.  

  • Lead innovative and customer-centric thinking across BI.

  • Prepare marketing strategies alongside other company executives and staff.

  • Gather and analyze customer insight.

  • Gain full understanding of the commercial risk and insurance market place, including the major customer segments as well as the ecosystem of underwriters, brokers and consultants who serve these market segments.  Use this knowledge to propose business development and product development initiatives.

  • Prepare and adhere to budgets.

  • Prepare promotional programs, timelines and campaign budgets – and manage these effectively.  This includes the oversight of collateral, print and digital promotion development, for BI.

  • Ensure that the BI brand USP/positioning is clear and that brand messages are consistent, in all materials and communications channels.

  • Nurture and enrich all external perceptions of the company and the BI brand – driving to increased market-share as well as supporting the premium pricing BI deserves.

  • Organize and direct BI’s effective use of social media in order to enhance mindshare, engagement and audience development for the brand.

  • Take calculated risks based on data-driven analysis and an eye on ROI.

  • Cultivate relationships within Crain Communications – especially P&I – to take advantage of company resources, as available, and to apply “best practices” on behalf of BI.


 


Level of position is dependent upon level of experience, skill set, and education of candidate.


Chicago based candidate preferred, NYC will be considered.



  • BA or equivalent, plus minimum 5-7 years of marketing. Publishing or agency experience; a magazine/publishing background is not required, but would be helpful.

  • Exceptional integrated campaign development and execution skills; particularly experience in and knowledge of digital marketing and social media. 

  • An understanding of customer databases and how to leverage databases and e-mail lists for communication and promotion, as well as for gaining customer insight.

  • Possess a fine balance of creative acumen and strategic thinking.  Be able to process new information quickly.  Be nimble and flexible in an ever-changing economy and business environment.  Foster and support positive change within BI.

  • Understands the fundamentals of communication planning, including the consumer lifecycle, the value of brand building and engagement, and the role of channel development to effectively drive results.

  • Must be an effective communicator both in written and spoken word.  Copywriting skills are a plus.

  • Familiarity with print and online research (e.g., MRI, MMR, @plan, comScore, etc.); proficiency in PowerPoint and Excel.  Should be familiar with Marketo, which is used at BI for lead-generation programs for the advertising, conferences and audience development team.

  • Team player who is comfortable openly contributing new ideas


 



About Business Insurance


We offer and will foster an increasingly entrepreneurial environment where people are encouraged to manage their categories creatively and independently. Further, BI comprises:



  • A lean management structure allowing for growth opportunities, based on the BI team’s ability to grow the company’s topline and profit.

  • A family friendly company that is sensitive to our employees’ domestic needs.

  • A competitive salary, a generous benefits package, profit sharing, and a friendly work environment.


Business Insurance is the authoritative news and information source for executives concerned about risk and the impact on their business. With information for risk managers, benefits managers, insurers, brokers and other providers of insurance products and services, Business Insurance delivers in-depth analysis on new and emerging risks, case studies of successful programs, market intelligence on trends, and guidance on how to capitalize on opportunities and overcome challenges. Business Insurance covers core risk management and insurance areas such as property/casualty insurance, health insurance, captive insurance and other alternative risk transfer vehicles, and enterprise risk management.



Business Insurance provides in-depth coverage of specific industries such as health care, construction, transportation and energy. You will also read about the latest trends in specialty risks such as cyber liability, political risk, reputational risk and emerging risks such as green energy and fracking. We also cover workers compensation and a spectrum of topics within employee benefits such as legislative developments and wellness programs. We explore the technology and processes that facilitate the management of risk and the delivery of insurance products and services. Business Insurance covers the operational and strategic concerns of brokers, insurers, reinsurers and consultants for the industry.


 


About Crain Communications


Crain Communications Inc. is one of the largest privately-owned business publishers in the U.S. with over 25 leading business, trade and consumer titles in North America and Europe. As an authoritative source of vital news and information to industry leaders and consumers worldwide, each of the company's newspapers, magazines and electronic news sites have become required reading in their respective sector of business and consumer market. Providing unmatched value and award-winning editorial excellence, the company is respected for its dependable journalism which readers have relied upon for over 90 years.



We thank you for your interest in Crain Communications and invite you to visit our website as positions are updated regularly.



This is a great time to join our organization -- a profitable, well established publishing leader.




Crain Communications is an Equal Opportunity Employer.

Categories: Jobs

Pandora Media, Inc. - Director, Sales Training & Enablement

Thu, 09/11/2014 - 17:12

At Pandora, we're a unique collection of engineers, musicians, designers, marketers, and world-class sellers with a common goal: to enrich lives by delivering effortless personalized music enjoyment and discovery. People—the listeners, the artists, and our employees—are at the center of our mission and everything we do. Actually, employees at Pandora are a lot like the service itself: bright, eclectic, and innovative. Collaboration is the foundation of our workforce, and we’re looking for smart individuals who are self-motivated and passionate to join us. Be a part of the engine that creates the soundtrack to life. Discover your future at Pandora.


 


The Director of Sales Training and Enablement will play a key role in shaping and developing our world-class sales training and enablement function at Pandora. The Director will be responsible for leading Sales Onboarding, and will have oversight over Product Training, Systems, and Sales Skills Training in an effort to increase the effectiveness of our sales organization, and ultimately drive sales productivity and revenue for Pandora. The Director will be a strong people leader and master facilitator with a brain for training, a passion for building, and a sweet spot for sales. This person will report to the Senior Director of Sales Training and Enablement. His/her responsibilities will include but will not be limited to: 



Strategy and Planning


Build out a multi-year certification roadmap for Onboarding, Product, and Skills Training for the Sales and Sales Management organization at Pandora; Develop curriculum plans; Oversee the development and deployment of said curriculum plans.


Work with Sr. Director to anticipate resource needs and investment requirements.


Create strong working relationships with senior leaders within the Sales and Strategic Solutions, Product, Operations, HR, Learning and Development organizations.


Facilitation


Serve as a key facilitator across sales training programs, including but not limited to Onboarding.


Act as a “coach to the coaches”, participating in side-by-side training for managers and executives.


People Management


Manage and grow a team of sales training + enablement professionals; Oversee cross-functional project teams + vendors.


Program Management 


Oversee a holistic, on-brand learning journey and experience for all sales employees at Pandora, identifying customized learning paths and courses for each sales channel (national, local, inside, performance, management).


Manage the design and development of sales training programs from start to finish, taking part in writing and delivering select programs while leveraging adult learning and best-of-breed training principles.


Responsible and accountable for content quality and KPI attainment.



Preferred Qualifications: 


8 - 10 years in Sales Training; Experience within the Media industry, specifically Radio or Digital ad sales.


Experience in building and managing training teams, infrastructure, and training programs where none have existed.


Experience evaluating, selecting, and implementing learning technology and alternative methods to traditional training.


Experience working in a matrix organization; track record of successfully collaborating cross-functionally with teams such as Product, Operations, HR.


A passion for Sales and a respect for the discipline and art of selling; Experience selling or managing sales executives a plus.


Understands adult learning theory and instructional design (ADDIE model); can apply concepts for maximum audience engagement and effectiveness; can measure learning outcomes and business results.


Superior verbal and written communication skills; Uses data and insights to write and design meaningful and professional executive-level communications; Can write ILT or vILT programs as needed; Must be a master facilitator with motivational, high-impact facilitation style.


Strong interpersonal skills; Leads by inspiring; Enjoys working with others in a collaborative, social environment; Effective at building and maintaining strong relationships.


Has credibility, stature, and personal presence.


Is flexible with multiple changing priorities and simultaneous projects; Enjoys and thrives in a fast-paced, ever-changing environment; Must possess a sense of urgency and have a strong work ethic.


Can see around corners, anticipate long-term needs, yet execute short-term demands.


Passion for excellence and high quality in the finished product; attention to detail is critical to success.


Strong analytical, problem solving and critical thinking skills. Generates and welcomes new ideas.


Ability to achieve results in a matrix environment through influencing and leadership.


Excellent proficiency in PowerPoint, Outlook, Word, Excel, and WebEx.


Experience and proficiency launching and/or working with Learning Management Systems.


Some travel required.



Pandora is committed to diversity in its workforce. Pandora is an equal employment opportunity employer and considers qualified applicants without regard to gender, race, veteran or disability status. Women and people of color are encouraged to apply. 


Pandora is also a VEVRAA federal contractor. Pandora requests priority referrals of protected veterans from each ESDS, as required by regulation. 


If you believe you need a reasonable accommodation in order to search for a job opening or to apply for a position, please contact us by sending an email to disability@pandora.com


 

Categories: Jobs

Mobile Marketing Association (MMA) - VP, Membership Sales

Fri, 08/15/2014 - 15:40

OPPORTUNITY


The Mobile Marketing Association seeks a talented, transaction oriented and inspirational sales lead. This role is the senior most sales executive responsible for driving MMA’s efforts to dramatically grow membership and eventually events sponsorship to ultimately strengthen its position as the leading global industry association for mobile marketing. 


This is a once-in-a-lifetime role to get to know literally everyone in marketing in the industry’s most exciting arena - mobile marketing. The right candidate will get to work with and sell to the Heads of Digital, Heads of Mobile and CMO’s of the top 500+ marketers; plus the CEO’s, CRO’s and Heads of Marketing of major media and enabling technology companies. This is the best place to build the ultimate golden rolodex that will support a life-long career.


MMA has a current prospect list of well over $12M in membership revenue. The focus of this role is to in essence build and execute a plan to capture these revenues over a number of years and to continue to build out a bigger pipeline of opportunities (we estimate the opportunity is double the above figure). Currently, five indirect reports at the MMA are responsible for supporting this person’s success (marketing, membership, admin, strategy, etc.). Based on ramp rate in revenues, more staff, including direct reports will be hired. This is a direct contributor sales role that will become more of a sales management role over time. 


To be successful, this person must be enthusiastic about connecting and speaking with major marketers and supporting the transformation of marketing.


In a time of dramatic opportunity and growth, the position requires a creative, resourceful and driven executive with a commitment to the organization’s mission and management. The ability to communicate effectively and track progress is essential to success in this position.


People who have done a similar role have gone on to incredible success and wealth-creation within the industry. 


KEY RESPONSIBILITIES


The MMA Membership Sales will be responsible for building revenue and leading the company and company resources to accomplish this goal. While the MMA has multi-year relationships with each of its members, this should be viewed as a very transactional-oriented role (must beable to close). Key for this individual is to leverage all the strategy work to date and focus squarely on closing deals.


This role is accountable to and reports to the CEO but will have the support of the entire company. The position is one of high global visibility and requires strong communication skills, and in particular the ability to be persuasive and compelling. A track record of selling, team leadership, a good understanding of marketing, and strategic thinking is essential.


This individual must be comfortable articulating clear (membership) benefits and understand how to hear a business challenge and solve it or an objection and overcome it. This role will be core to creating urgency and momentum in the marketplace to achieve a dynamic where companies and individuals feel that they must be part of the broader “MMA community”.


The individual will work collaboratively with a team of highly motivated individuals - internally and externally - with the goal of growing the MMA so it can achieve its goals to better serve the mobile marketplace. Everyone at the MMA is ready to support this person’s success.


Specifically, the MMA Sales person will be expected to:


·      Close membership deals! Membership is priced from $3,500 to over $150,000+ via single corporate membership (there are packages of over $500,000 that can be sold also). Membership pricing is dictated on MMA’s website.


·      Support and guide the expansion of membership and member services, the expansion of other products from the MMA (e.g., events, educational offerings, and more) in addition to keeping an eye out for new businesses and products to take to the industry and membership. 


·       Travel should be expected, maybe as much as every other or every third week. Most of this will be at events where members and potential members congregate or MMA events (including ANA Masters of Marketing, AppNation, Cannes Lions, etc.) and markets include NY, SF, Chicago, Minneapolis, Atlanta and Dallas. 


·      Provide input to MMA Global team on strategic planning, financial planning and institutional development.


 


IDEAL CANDIDATE PROFILE


The ideal candidate should demonstrate some or all of the following:


The ideal person will want toset the world on fireand should be a consummate networker and unrelenting in solving a prospect’s challenges to get them to join the MMA.


The right person will have 8-10 years demonstrated experience in sales or business development. The job demands that this person be proactive, self-motivating, proficient with Salesforce and profoundly competent with an internal desire to drive sales momentum and close deals.


·      Should have experience in media, advertising and/or marketing and or successful track record in trade groups. A fairunderstanding of digital media and marketing is beneficial and familiarity with mobile marketing and/or mobile ecosystem is helpful. Some understanding of technology-oriented businesses is also helpful.


·      Entrepreneurial drive to make things happen and a strong orientation toward growth are very highly valued.  The right candidate must be able to sell and be persuasive. But also, must be able to listen effectively. 


·      Must have an ability to work independently and with limited direct supervision.


·      Experience working in a global organization could be valuable. Solid planning and management skills are helpful and a solid framework for strategic thinking is critical.


·      Experience or at least exposure to associations and industry bodies would be really beneficial. 


·      Strong interpersonal skills and a collaborative management style. Strong public presentation skills are essential.


·      Passion and commitment to the values, mission and goals for supporting the growth of mobile marketing industry along with content and advertising sectors is very helpful.


o   MMA Values: We are here to lead the biggest transformation that marketing and business will experience in our generation. 


§  Be Mobile SMART: Live it, breathe it, use it – stay on top of the latest mobile developments and constantly learn as much as you can about how mobile transforms the industry we serve.


§  Be Accountable: Act like the CEO of your department with urgency and responsibility. The buck stops with you.


§  Be Courageous (Be Revolutionary): Approach challenges and innovation with a readiness to take risks, a sense of enthusiasm and an openness to adjust course when needed.


§  Be Constructively Disruptive: Find ways to disrupt the status quo where it will be valuable to our members and the industry and where it will drive the transformation of marketing and the existing model of a media trade group.


§  Be Impactful: Strive for excellence and measurable impact in everything you do with a laser focus on delivering member value, and driving industry growth.


§  Be Relentless: Accomplish whatever you set out to do with resourcefulness, commitment and a willingness to ask for help to be successful.



·      A confident, self-assured leadership presence. A highly refined sense of diplomacy.


COMPENSATION 


A competitive executive compensation package, including base salary and bonus will be offered to attract an outstanding individual.  


Categories: Jobs