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Director, Groups

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Date: Nov 18, 2022

Location: US

Company: Associated Press

The Associated Press is an independent global news organization dedicated to factual reporting. Founded in 1846, AP today remains the most trusted source of fast, accurate, unbiased news in all formats and the essential provider of the technology and services vital to the news business. More than half the world's population sees AP journalism every day.

 

The Associated Press seeks a director for the U.S. Media Groups team.

 

The ideal candidate is an independent, self-motivated, detail-oriented individual who will focus on assigned groups and key accounts in the Newspaper, Television and Radio industry segments.

 

They will be responsible for overall customer retention, territory growth and strategic planning with senior management both internally at AP and externally with assigned customers. The director will assume ownership of group strategic planning; negotiations planning and execution; proposal creation and delivery; and post-sales follow-up, account management, training, issue resolution and customer satisfaction.

 

Working in a highly collaborative manner with Editorial, Products, Sales Operations and other AP departments is required. Additionally, the director will be an ambassador for AP’s mission, integrity and values.

 

They will work closely with all business units to foster valuable relationships within the groups and their individual properties and to help them get maximum benefit from their AP services.

 

Working closely with sales colleagues, news managers, product managers, technology and customer support to close renewals, manage and report metrics, and follow through on execution is also a requirement.

 

The ideal candidate has a strong working knowledge of the evolving digital media landscape, the newspaper and/or broadcast businesses. They must have the ability to identify revenue and non-revenue opportunities that lead to customer satisfaction, engagement and ultimately long-term customer relationships.

 

Reports to the managing director of groups.   This position may be based out of our New York headquarters and work a hybrid schedule of 2-3 days in the office or may be remote from other select locations.  

 

Key Responsibilities:

  • Meet and/or exceed assigned sales goals and objectives through a consultative sales approach.
  • Provide high levels of customer service and engagement.
  • Create strategic enterprise account plans with targeted upsells and execute annually.
  • Expand AP’s networking and influence across a wider array of decision makers.
  • Coordinate with Regional Directors and Account Directors as appropriate for group and key account renewals.
  • Create and manage pipeline of group deals.
  • Ensure every product AP has, no matter how small, is brought into customers, establishing a deep entanglement and switching barrier.
  • Be an active part of a high performing team. Manage metrics, data quality, key performance indicators and reporting.
  • Follow the account and proposal process at the direction of the Managing Director.
  • Influence and coordinate with others in products, sales, editorial and operations in a matrix management fashion to complete group deals.
  • Build new revenue streams through proactively engaging customers; Upsells; Strategic partnerships.
  • Gather and understand complex customer needs, content and IP rights demands, issues and priorities.
  • Possess thorough knowledge of AP content and delivery, sales processes, content licensing, and assigned territory goals.
  • Prepare thoughtful, timely and creative solutions, for group deals under the guidance of the Managing Director. Orchestrate wider contacts between major clients and the AP in all necessary and appropriate departments (i.e. editorial, technology, products & marketing), expanding and elevating AP’s relationships within organizations to the executive/senior level.
  • Manage and track all relevant client contact in AP Sales databases; effectively communicate important messages with appropriate AP team members; identify and utilize appropriate internal resources to deliver against customer needs and priorities.
  • Create and maintain accurate and thorough account plans for periodic review with Sales Management, including plans for securing renewals and new business.
  • Assist account directors with maintaining and/or increasing client satisfaction levels.
  • Troubleshoot customer issues, including billing, product and delivery discrepancies.
  • Provide weekly reporting on sales activities and new business opportunities.
  • Identify industry, client and competitive trends, including emerging technologies, related to AP and its products and services.
  • Manage and ensure timely contract processing, order fulfillment and billing.

 

Qualifications:

  • BS/BA or equivalent work experience.
  • At least 8 years of sales experience and/or news management experience in a media company; experience can be in newspapers, publishing, broadcast or digital content.
  • Strong MS Excel skills with ability to manage basic rate calculation scenarios.
  • Strong account planning skills.
  • Knowledge of new media and an understanding of licensing of intellectual property are necessary. 
  • Experience with key account management, including the use of Salesforce, is important. 
  • Must have solid organization skills, be self-motivated, high ethical standards and a strong commitment to service and sales. Strong time-management skills are critical.
  • Strategic and analytical skills with a solid business acumen is a must as is the ability to work collaboratively across multiple internal resources is important. 
  • Ability to manage competing priorities and multiple projects, and work well across divisions and reporting lines.
  • Travel, as needed, is required.

 

Advanced-level professional competency in written and spoken English language is required. Authorization to work in the United States for any employer is mandatory.

 

The anticipated salary range for this position is $110,000 - 125,000, contingent on experience and other job-related factors.  Employees are eligible to participate, according to the terms of the official plan documents, in a 401(k) plan, employer-sponsored health insurance plan, and are eligible for paid time off and holidays in accordance with AP policy.

 

Application deadline is 11:59pm EST on December 9, 2022.

 

AP seeks to build an inclusive organization grounded in respect for differences. We support all aspects of diversity and provide equal employment opportunity to all employees and applicants without regard to race, color, religion, sex, marital status, national origin, age, sexual orientation, gender identity, disability or status as a veteran. We encourage members of traditionally underrepresented communities to apply.


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