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Filcro Media Staffing Sales Planning Recruitment and Media Staffing by Filcr

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Sales Planning & Revenue Management TV, Mobile and Digital Media Sales Planning and Sales Revenue Management Recruitment Filcro Media Staffing recruits Sales Planning Directors and Vice Presidents with the proper TV and Digital experience to enhance planning, revenue management and sales reporting functions. We understand the analytic, people and media technology skills required to be successful on a single platform or multi-cast multi-platform multiplex. Convergence has transformed the operational dynamics of sales planning for broadcasters who disseminate on multiple platforms. The accurate integrated awareness of pricing and inventory across multiple platforms for sales personnel is now a necessity to optimize revenue. Traffic, Inventory, Planning, the Agency, the Client, the Account Executive and the Network as a whole all need to be on the same page. The success of planning and planning personnel is determined by their unique ability to assimilate media metrics and analytics and disseminate data in such a way that your sales executives, agencies and clients can establish the optimal value of your inventory. Traditional succession planning in the industry has been focused on a Sales Planning to Account Executive pathing. Our firm endorses establishing senior operational management roles for the specific purpose of enabling continuity of sales support staff, sales planners and the associated sales technology and reporting functions. Establishing operational means that are embedded facilitates a more productive sales environment and allows for greater scrutiny and confirmation of how process is optimized for everyone. Filcro Media Staffing will recruit and bring forward those who can function as needed change agents or additions to staff who formalize and enhance sales planning operations. Director Sales Planning - Expanded Sales - Sales Planning Recruitment Group - Client Rosters.
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    Sales Planning & Revenue Management  TV, Mobile and Digital Media Sales Planning and Sales Revenue Management Recruitment Filcro Media Staffing recruits Sales Planning Directors and Vice Presidents with the proper TV and Digital experience toenhance planning, revenue management and sales reporting functions. We understand the analytic, people and mediatechnology skills required to be successful on a single platform or multi-cast multi-platform multiplex.Convergence has transformed the operational dynamics of sales planning for broadcasters who disseminate on multipleplatforms. The accurate integrated awareness of pricing and inventory across multiple platforms for sales personnel is nowa necessity to optimize revenue.Traffic, Inventory, Planning, the Agency, the Client, the Account Executive and the Network as a whole all need to be onthe same page.The success of planning and planning personnel is determined by their unique ability to assimilate media metrics andanalytics and disseminate data in such a way that your sales executives, agencies and clients can establish the optimal value of your inventory.Traditional succession planning in the industry has been focused on a Sales Planning to Account Executive pathing. Our firm endorses establishing senior operational management roles for the specific purpose of enabling continuity of salessupport staff, sales planners and the associated sales technology and reporting functions.Establishing operational means that are embedded facilitates a more productive sales environment and allows for greater scrutiny and confirmation of how process is optimized for everyone. Filcro Media Staffing will recruit and bring forwardthose who can function as needed change agents or additions to staff who formalize and enhance sales planningoperations. Expanded Sales - Sales Planning Recruitment Group.Filcro Media Staffing has a history of recruiting sales planners, sales planning managers, directors and the senior vicepresidents who have sales planning reporting into them. The sales planning executive search below exhibits the intricacyof identifying, recruiting and attracting these highly skilled media professionals.  A Major Media and Entertainment Conglomerate Cable TV Network Executive Search Review  Senior Director Sales Planning  and Sales Planning OperationsSearch Senior Director Sales Planning Based Chicago, IL - USA Search Firm Filcro Media Staffing Officer in Charge  Tony Filson - New York, NY Reporting to President TV Network Sales - New York, NY  Client VIACOM is a leading global media company, with preeminent positions in broadcast and cable television, radio, outdoor advertising, and online. With programming that appeals to audiences in every demographic category across virtually allmedia, the company is a leader in the creation, promotion, and distribution of entertainment, news, sports, music, andcomedy.   Viacom's well-known brands include CBS, MTV, Nickelodeon, Nick at Nite, VH1, BET, Paramount Pictures, InfinityBroadcasting, Viacom Outdoor, UPN, TV Land, Comedy Central, CMT: Country Music Television, Spike TV, Showtime,Blockbuster, and Simon & Schuster. Client Situation The President of TV Network Sales was seeking greater efficacy on a tactical and strategic level to enhance revenue. Executive Search (ES) Member Industry and Sector Inclusion: Cable TV Network - MultiplexBroadcast TV Network - Major The President identified Filcro Media Staffing Tony Filson (TF) functioning as Officer in Charge of Search. The firm hasconducted numerous similar searches “above, on and below line” in the past and the familiarity with the ideal skill sets,culture and strategic initiatives relevant the TV Network's practices were advantageous the the Network and assuring anexpeditious search. Filcro Media Staffing is Retained Filcro Media Staffing Officer in Charge of Search Tony Filson worked entirely with the Presidentof Network Sales to establish a consensus of the type of improvements that were needed toenhance sales operations that could facilitate revenue growth. The President was very clear as tothe specific functions and areas of concern that needed to be addressed in this geographic. TheMidwest offered a unique opportunity for the proper Director.Filcro Media Staffing was provided with technical, sales, operational, organizational, financial, cultural and creativeoverviews requested to evaluate all hard and soft assets as they relate(d) to the skills and experience required of the newDirector of Sales Planning and Sales Operations (DSP). Specific tent pole events and preemption of programming in thepast were examples of areas where wanted someone with a calm and collected demeanor when rapid changes wererequired. The current DSP was not appropriate based on the growth the Network had experienced recently and the additional growththat was anticipated in the near future. The President wanted this position to become more strategic as opposed to tacticaland to grant greater autonomy across all traffic, planning, inventory, reporting, training and associated sales functions wouldbe mandatory. By utilizing previous documents from other similar searches, a compilation of appropriate skill sets wasutilized with latitude during universe compilation and tiering.The hierarchy of desired skill sets and industry experience established placed great emphasis on the new DSP takinginitiative and formulating practices that would increase efficiency across all areas relevant to Sales Operations andestablishing enhanced lines of communication with Programming.The building and mentoring of staff to proceed with strategic initiatives involving the Midwest and West Coast was essential.Greater stewardship was needed in the development of soft and hard assets reporting into this Director of Sales Planning.New software being reviewed at the time involved contract negotiations and establishing a new vendor relationship key toplanning across three media platforms.. This technology upgrade required a person who was familiar with the review andimplementation of new sales systems. The President wanted a Director of Sales Planning and Operations with the capacityto take ownership of the process as it related to a new joint IT and sales planning initiative where this new DSP would work  as a committee member with the Network's IT staff as they transition and train the sales assistants, sales planners,inventory, traffic and account executives over to the new system. The ability to set a a clear syllabus with benchmarks for HR Training and Development would also fall to this person.Universe compilation and tiering had to be setup in multiple frames for this search. With so many variables involved it wouldultimately be a compilation of skills and experience as opposed to specific weighting. It was essential to give the Presidenteverything he needed with different weighting variables so he could determine the strategic value of each candidate that we“first tiered”.Filcro Media Staffing was very fortunate to have a President of Network Sales who had such a clear vision of where hewanted the Network to be from a market and revenue perspective in the near future. As opposed to him giving the searchto a EVP, SVP or VP he opted to to take a hands-on approach to assuring that the person was proper strategic fit for hisexpansion plans.Geographic issues were few. Chicago offered many choices as to where and how the firm would start universe compilation.Since relocation was also an option we started with the four primary markets relevant to a DSP and worked outward fromChicago. Proper attraction on this market has generally been through relocation.Of the targeted environments we established nationally as primary for universe compilation all were positive and relocationproved to be a moot point in the end but many of the candidates exhibited everything the president wanted in his “ideal”. Challenges Facing the New Sr. Director Sales Planning (DSP) Change ManagementMentoring Ad Sales Planning Ad Sales Systems and IT Acumen Ad Agency AccountabilityClient AccountabilityStrategic PartnershipsFinancial ControlsOptimization of Revenue Filcro Media Staffing’s Recruitment Solution Filcro Media Staffing proceeded to Identify Directors of Sales Planning with proven efficacy in every area relevant to thePresident's initiatives. Subs and revenue targets were matrixed to allow greater access to high-pot Senior Managers as wellas Directors. The Network is very much in a growth mode with 100million subs and going strong. An executive capable of focusing on sales operational team development and salesinfrastructure was essential. The client base, advertising agencies, account executives andsales planning staff had to witness a “clear” difference in the policies and procedures beingbrought in that would enhance efficacy as well as the bottom line. This new Director's soft skillswere of key importance.The strategic skills required would prove to differentiate the top four candidates but the tacticalreviews we conducted offered greater insight into day-to-day running of the department and those that really understoodthe strains of an upfront, preempted programming, make goods and presenting the proper plan the first time. Avoiding ADUissues by improving process was something we wanted to accomplish not just through proper assimilation of media metricsbut by properly applying these analytics. Successful Director of Sales Planning Recruited The new Director we identified was very hands-on. She was a skilled teacher in every area of concern to the President asconfirmed in our skill set reviews:Her ability to quickly review plans prior to being presented to the account managers for submittal to the client/agency andidentify potential issues was exceptional. She was known for accurately monitoring the reweigh / remix of all Upfront planswithout the prior Director’s shortcomings in scaling to the Network’s growth. Experience and Proven Capacity Distribution of all MSA’s as well as overseeing client receipt of them in a timely fashion.Monitoring/approving the re-expressions of dollars.Monitoring/approving all sell-off requests.Monitoring/approving all cutbacksMonitoring/approving all planning ratesMonitoring/approving the distribution of ADU schedulesMonitor and prioritize sales planners’ workload and distribute work accordinglySupervise all sales assistant and sales plannersProviding post summaries of all accountsHandling excess inventory and oversell situationsConsultation and interaction with account executives regarding research materials, programming, added-value(vignettes, billboards) advertising needs.Interaction with network traffic department to gauge inventory availability, restrictions, specials, etc in determiningmake-up of proposal.Liaison with various departments on client's behalf when requested.  Filcro Media Staffing - Broadcasting & Media Recruitment Practice Groups Broadcasting and media executive search experience and skill set designations for clients and candidates   Accounting   Advertising Sales Affiliate Sales Broadcast OperationsBusiness Affairs Broadband Closed Captioning Corporate Development Editorial Engineering FacilitiesFinance Human Resource IT Interactive Inventory Legal Marketing Media On-Air Promotions Production  / Post Program Practices ProgrammingReal Estate Research Sales Planning Systems Talent Payment Technology Traffic Home Page  Keep abreast of industry news via “trades” to increase and strengthen knowledge of Network position and get ageneral / broad understanding of what's going on in the industry.Resolve order / invoice-billing discrepancies.Invoicing: research discrepancy, advise client, management, and finance by correspondence on results and if necessary adjusting.Daily review of national missed spot list to modify accounts by either makegoods or clients.Client correspondence and direct contact as necessary.Weekly group meetings with supervisors and staff to discuss weekly activity, resolve problems, and forecast.Everyone involved in the search felt that all  of the above should be second nature to the new DSPand that ultimately led to the identification of an extremely talented new Director for the Network. Thenew Director had functioned as the National Sales Planning Manager for (4) four Networks as a(multiplex) owned by a direct competitor of our client.She was responsible for managing and training the Chicago Revenue Planning staff as well as being a liaison betweenthem and various departments in New York including, but not limited to, the inventory control department, the trafficdepartment, and invoicing department.She created and tested reweight / remix template for the various Networks new planning systems, trained Sales Planners tounderstand template, and continued to utilize templates to build plans as she Directed this environment.Implementing office procedures to organize flow of information along the lines sought by our client and creating proposalsfor media buyers at advertising agencies by analyzing data and customizing it for demographic goals and budgets of specific clients were all part of her responsibility.She also Analyzed and incorporated these demographics based on MRI data as well as other research tools in order tooptimize our clients’ buys. Being extremely proactive and involved with the process of developing and maintaining clientrelationships to facilitate future business she was also responsible for overseeing the maintenance and delivery on allaccounts and overseeing / executing cutbacks, sell-off requests, planning rates, added value requests, and re-expressionof dollars.Her ability to negotiate deals and present sales presentations to assigned sales territories and work with AE’s, V.P’s andabove was proven. Her development of four National Revenue Planning Departments to develop upfront and scatter planning strategies to maximize sales and meet the company's annual goals were just what the President wanted.This new Director was identified in Chicago and relocation was not required.For more senior level sales planning positions, please visit our Traffic and Inventory areas for SVP and VP searches wherethese functions report into leadership. Thank you. Home - Contact - FAQ’s - Case Histories - Resumes - Employers - Modalities - Top of Page http://www.ExecutiveSearch.TV Filcro Media Staffing,all Rights Reserved 1985-2014 Executive Search Reviews References
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