Senior Vice President, Growth - West

Description

position background

The 4As is the voice of the agency community across America. The global ad industry is set to pass $1 Trillion in spend this year. The US is set to have $491 billion of that spend. And represent 20% of US GDP. So, to be the voice of the industry is a real and unique honor. The things we do, stand for, and advocate for shape the direction of our industry. Over a 108-year history the 4As has gone from reacting to member organization needs and key industry topics to the organization today which must set agendas, continually represent the broad agency community, and amplify its constituents' voice in a more complex ecosystem of brands, platforms, creators, technology solutions and clients.

position overview

As SVP of Growth, you will be responsible for leading 4As member acquisition efforts focusing on agency membership growth. In this role, you will utilize your expertise to develop and execute data driven member acquisition strategies that drive membership growth and hit key success metrics. This individual must be a strategic thinker, capable of building and implementing sales strategies, and possess expertise in data analysis, CRM systems, and sales operations. They will be a tenacious go-getter, detail-oriented, and comfortable wearing multiple hats. You'll be at the center of opening doors, building pipelines, and driving opportunities across the organization.


position responsibilities

Prospecting:

• Develop and implement a prospecting framework to drive revenue growth, heavily leveraging data analysis and market insights.
• Drive the sales pipeline development in close partnership with EVP of Growth to define a cohesive set of targets by region.
• Lead initiatives to acquire new members through various channels, including cold outreach, networking events, and industry conferences.
• Foster and maintain strong relationships with key decision-makers and stakeholders within target agency organizations.
• Collaborate closely with the marketing team to implement joint go-to-market strategies to reach target members.

Pre-Sales/Post-Sales:

• Proactively identify and pitch qualified agency prospects into membership.
• Drive the development of compelling value propositions to key roles at prospect members (i.e. Finance, HR, New Business, Media, etc.) and be ready to pitch "Why 4As Membership" to prospects on a regular basis.
• Engage subject matter experts within the 4As to support member development and referrals.
• Onboard and transition new members to their appropriate regional relationship lead after the application process has been completed.
• Oversee proper financial system setup (billing and invoicing) and CRM account provisioning for each new member.
• Collaborate with the marketing team to ensure the development of top-notch sales collateral, presentations, and proposals aligned with client needs and that showcase 4As strengths.

Sales Forecasting and Strategic Reporting:

• Provide regular and insightful sales forecasts, performance reports, and market insights to the leadership team.
• Continuously analyze and refine sales strategies based on performance data and market feedback (i.e. close/won/lost reports).
• Track all prospecting activity via CRM sales system (i.e. Sales Cloud)

Sales Strategy:

• Co-architect the organization's overarching revenue strategy, ensuring alignment with long-term business goals.
• Establish and maintain a clear view on the revenue trajectory of the business, including forecasting and performance analysis.
• Collaborate closely with the Member Services team to proactively identify and convert upsell and cross-sell opportunities within the existing member base.
• Partner with the Product team to translate market needs and commercial opportunities into actionable insights that inform the product roadmap.
• Execute a sales strategy that will incorporate the following:
• • Membership for Independent agencies (small, medium, large)
  • Core Products & Services (i.e. advisory, surveys, committees, training)
  • Advanced Products & Services (i.e. M&A, Policy, Advocacy, Events, etc.)
  • Non-members who want to access 4As products

Requirements

position requirements

• 15+ years of sales experience, ideally in the advertising and marketing industry
• A history or meeting sales targets but with a strategic agenda to help transform a company's culture to embrace sales
• Extensive network of industry contacts with the ability to engage C-level executives and decision-makers.
• The ability to drive sales to the heart of the company culture.
• Extensive experience of working with remote teams and different market sizes
• Outstanding negotiation, communication, and presentation skills
• Proficiency in CRM systems (sales force), data analysis, and sales operations
• Familiar with surveys, events, research, campaigns and all other areas of marketing
• Comprehensive understanding of the advertising industry and on-going student of new developments impacting it
• Highly organized, able to juggle multiple priorities to the VERY HIGHEST LEVEL
• Ability to work independently
• Willingness to travel occasionally for meetings and industry events
• This role may be based in any major U.S. advertising market. Preferred locations include Los Angeles, Atlanta, or Dallas; however, qualified candidates from other U.S. locations will be considered.