Summary:

An established, profitable B2B Media company is seeking a highly experienced Managing Director who will have responsibility for managing approximately $60 million of events, media, and custom research revenue. The Managing Director will manage an international team of 25 with 6 direct reports; each managing their own sales team. The sales team is responsible for selling an extensive suite of memberships and sponsored events, digital display advertising, custom research, and thought leadership to the world’s most prominent investment management firms, family offices, multi-national corporations, financial institutions, accounting firms, consulting firms, real estate firms, insurance companies, academic institutions, and non-profit organizations.

As a member of the senior leadership team; the Managing Director will play an important role to develop and execute go-to-market strategies and help align commercial policy and product development to accelerate global growth opportunities. The successful candidate will be action-oriented and results-driven and bring inspiration, credibility, and commercial awareness to the business. In addition, she/he will have experience managing diverse teams across multiple locations and geographies and building high performance global teams under a shared vision and strategy.

Responsibilities:

• Responsible for developing short and long-term strategic plans for successfully distributing the company’s products and services aligning with market demands within each region.
• Ensure sales organization is structured to promote effective client coverage and servicing to maximize sales productivity. Regularly analyze sales performance to determine effectiveness.
• Develop and implement a robust metrics driven sales approach leveraging Salesforce and other tools to standardize process around lead generation, pipeline development and management, and opportunity qualification.
• Research, analyze, and monitor financial, technological, and demographic factors of global markets to capitalize on market opportunities and minimize effects of competitive activity.
• Recruit, manage, motivate and retain experienced world-class sales professionals and representatives and coach them to create high quality performers.
• Identify learning and development needs of global sales teams and monitor progress and effectiveness of ongoing training
• Resolve conflicts and facilitates change in structure of local sales team and territory to ensure objective resolution and swift response to sales problems and opportunities.
• Present sales forecasts on revenue and pipeline on a regular basis to CEO and senior leadership team.
• Work closely with Heads of Content, Media, Marketing, and other teams to develop and grow the sales pipeline and cultivate prospect relationships
• Function as a strong client advocate; build trusted relationships, understand and communicate the integrated solution-oriented programs to clients.
• Extensive networking at both external industry events to prospect and cultivate existing client relationships and generate new business relationships.

Qualifications:

• Strategic sales management experience with exposure to the Financial Services Industry preferred
• Superior verbal, written, presentation, and negotiation skills; able to communicate effectively to c-suite and senior level executives
• Intellectually curious and naturally collaborative leader with the ability to work strategically yet drive execution tactically and manage the balance between the two
• A senior executive with a performance mindset, who thrives in complex team environments and drives a transformational agenda
• Excellent communicator with strong interpersonal, presentation and organizational skills able to help customers solve problems
• A confident, decisive and dynamic leader who sets high standards for himself/herself and others
• Leads with passion and drive, demonstrating positive and inspirational behaviors
• High energy, entrepreneurial spirit with a passion for sales and people
• Self-motivated, client focused and persuasive leader
• Proven track record of building and executing sales success
• Strong belief in metrics and process driven sales approach
• Ability to build and foster internal and external relationships through consultative listening and selling skills
• Time management skills; ability to multi-task and juggle many different projects at one time.
• Knowledge of the financial markets, asset management industry a must
• Experience using Salesforce as a CRM for pipelines, analytics and reporting

Required Notification:  Certain states require that job postings indicate a minimum and maximum base salary in an effort to not discriminate – a very worthwhile purpose that Media Recruiting Group supports. MRG’s practices are and have always been non-discriminatory, and jobs are open to all candidates with respect to race, color, religion, national origin, military status, sexual orientation, sex/gender, age, national origin, disability, etc.  That said, companies require that we supply them with candidates with very specific experience, and the commensurate compensation for every job varies.  It is a function of a person’s years of experience, type of experience, skills, knowledge of certain computer programs, etc.  And every job may have a unique requirement.  And every job could come in higher or lower than the range we are given.   We do not control the upper and lower ranges for our clients, so we make a best efforts attempt to include information requested by said states.  In the case of sales people, most time it is also a function of their contacts.  If the job is an analyst, analytical skills and experience matter.  Etc.  This makes stating a reasonable minimum and maximum challenging absent all of this information about a given candidate.  Companies also have other elements of compensation, including but not limited to, commission, bonus, equity, profit sharing, varying levels of healthcare coverage and how much a person would have to contribute to the premium, various perks like continuing education, commuter reimbursement, phone reimbursement, etc. – not included in “salary” as the law states.  Thus, know that anything we note in a salary range does NOT include such other compensation elements.  And, as recruiters, we don’t know what all of those elements are, as we are recruiting for a company, not for ourselves, and they do not brief us as to each benefit.  We are a 3^rd party and can only estimate to the best of our knowledge, and thus offer the minimum and maximum salary MRG in good faith believes at the time of the posting the client is willing to pay for the advertised job.

Qualified by all of the above, for this job with requisite/required  years of the required experience and skills, the minimum and maximum salary is approximated at $250k and $300k respectfully, exclusive of commission, bonus, equity, profit sharing, any element of healthcare coverage, any reference to how much a person would have to contribute to the premium of a healthcare plan, any perks, or other forms of compensation.  Fewer years of experience could bring the base salary lower, and more experience could bring the base salary higher, if the company is willing to increase their salary bands.