filcro media staffing recruits sales planning staff for tv networks and advertising agencies

7/29/2019 Filcro Media Staffing recruits sales planning staff for tv networks and advertising agencies

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o Media Staffing Sales Planning Recruitment and Media Staffing by Filcro

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Sales Planning & Revenue Management

TV, Mobile and Digital MediaSales Planning and Sales Revenue Management Recruitment

Filcro Media Staffing recruits Sales Planning Directors and Vice Presidents with the proper TV and Digital experi

enhance planning, revenue management and sales reporting functions. We understand the analytic, people andtechnology 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

platforms. The accurate integrated awareness of pricing and inventory across multiple platforms for sales personnea necessity to optimize revenue.

Traffic, Inventory, Planning, the Agency, the Client, the Account Executive and the Network as a whole all need t

the same page.

The success of planning and planning personnel is determined by their unique ability to assimilate media metranalytics and disseminate data in such a way that your sales executives, agencies and clients can establish the

value of your inventory.

Traditional succession planning in the industry has been focused on a Sales Planning to Account Executive pathi

firm endorses establishing senior operational management roles for the specific purpose of enabling continuity osupport 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

scrutiny and confirmation of how process is optimized for everyone. Filcro Media Staffing will recruit and bringthose who can function as needed change agents or additions to staff who formalize and enhance sales

operations. Expanded Sales- Sales Planning Recruitment Group.

Filcro Media Staffing has a history of recruiting sales planners, sales planning managers, directors and the senpresidents who have sales planning reporting into them. The sales planning executive search below exhibits the

of identifying, recruiting and attracting these highly skilled media professionals.

A Major Media and Entertainment Conglomerate Cable TV Network Executive Search Review

Senior Director Sales Planningand Sales Planning Operations

Search Senior Director Sales Planning

Based Chicago, IL - USA

Search Firm Filcro Media StaffingOfficer in Charge Tony Filson - New York, NYReporting 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, advertising, and online. With programming that appeals to audiences in every demographic category across virt

media, the company is a leader in the creation, promotion, and distribution of entertainment, news, sports, muscomedy.
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Viacom's well-known brands include CBS, MTV, Nickelodeon, Nick at Nite, VH1, BET, Paramount Pictures

Broadcasting, Viacom Outdoor, UPN, TV Land, Comedy Central, CMT: Country Music Television, Spike TV, Sh

Blockbuster, and Simon & Schuster.

Client Situation

The President of TV Network Sales was seeking greater efficacy on a tactical and strategic level to enhance revenu

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 fconducted numerous similar searches above, on and below line in the past and the familiarity with the ideal sk

culture and strategic initiatives relevant the TV Network's practices were advantageous the the Network and assexpeditious search.

Filcro Media Staffing is Retained

Filcro Media Staffing Officer in Charge of Search Tony Filson worked entirely with the P

of Network Sales to establish a consensus of the type of improvements that were neenhance sales operations that could facilitate revenue growth. The President was very cle

the specific functions and areas of concern that needed to be addressed in this geographMidwest offered a unique opportunity for the proper Director.

Filcro Media Staffing was provided with technical, sales, operational, organizational, financial, cultural and

overviews requested to evaluate all hard and soft assets as they relate(d) to the skills and experience required of Director of Sales Planning and Sales Operations (DSP). Specific tent pole events and preemption of programmin

past were examples of areas where wanted someone with a calm and collected demeanor when rapid changerequired.

The current DSP was not appropriate based on the growth the Network had experienced recently and the additiona

that was anticipated in the near future. The President wanted this position to become more strategic as opposed to

and to grant greater autonomy across all traffic, planning, inventory, reporting, training and associated sales functionbe mandatory. By utilizing previous documents from other similar searches, a compilation of appropriate skill s

utilized with latitude during universe compilation and tiering.

The hierarchy of desired skill sets and industry experience established placed great emphasis on the new DSinitiative and formulating practices that would increase efficiency across all areas relevant to Sales Operat

establishing enhanced lines of communication with Programming.

The building and mentoring of staff to proceed with strategic initiatives involving the Midwest and West Coast was eGreater stewardship was needed in the development of soft and hard assets reporting into this Director of Sales Pl

New software being reviewed at the time involved contract negotiations and establishing a new vendor relationshi

planning across three media platforms.. This technology upgrade required a person who was familiar with the revimplementation of new sales systems. The President wanted a Director of Sales Planning and Operations with the

to take ownership of the process as it related to a new joint IT and sales planning initiative where this new DSP wou
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as a committee member with the Network's IT staff as they transition and train the sales assistants, sales p

inventory, traffic and account executives over to the new system. The ability to set a a clear syllabus with benchmHR 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

ultimately be a compilation of skills and experience as opposed to specific weighting. It was essential to give the Peverything he needed with different weighting variables so he could determine the strategic value of each candidate

first tiered.

Filcro Media Staffing was very fortunate to have a President of Network Sales who had such a clear vision of wwanted the Network to be from a market and revenue perspective in the near future. As opposed to him giving the

to a EVP, SVP or VP he opted to to take a hands-on approach to assuring that the person was proper strategic fexpansion plans.

Geographic issues were few. Chicago offered many choices as to where and how the firm would start universe com

Since relocation was also an option we started with the four primary markets relevant to a DSP and worked outwaChicago. 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 re

proved to be a moot point in the end but many of the candidates exhibited everything the president wanted in his id

Challenges Facing the New Sr. Director Sales Planning (DSP)

Change ManagementMentoringAd Sales PlanningAd Sales Systems and IT AcumenAd Agency AccountabilityClient Accountability

Strategic PartnershipsFinancial ControlsOptimization of Revenue

Filcro Media Staffings Recruitment Solution

Filcro Media Staffing proceeded to Identify "Directors of Sales Planning with proven efficacy in every area relevaPresident's initiatives. Subs and revenue targets were matrixed to allow greater access to high-pot Senior Managers

as 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 an

infrastructure was essential. The client base, advertising agencies, account executsales planning staff had to witness a clear difference in the policies and procedure

brought in that would enhance efficacy as well as the bottom line. This new Director's swere of key importance.

The strategic skills required would prove to differentiate the top four candidates but thereviews we conducted offered greater insight into day-to-day running of the department and those that really undthe strains of an upfront, preempted programming, make goods and presenting the proper plan the first time. Avoid

issues by improving process was something we wanted to accomplish not just through proper assimilation of mediabut 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 Pres

confirmed in our skill set reviews:

Her ability to quickly review plans prior to being presented to the account managers for submittal to the client/ageidentify potential issues was exceptional. She was known for accurately monitoring the reweigh / remix of all Upfro

without the prior Directors shortcomings in scaling to the Networks growth.

Experience and Proven Capacity

Distribution of all MSAs 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-va(vignettes, billboards) advertising needs.Interaction with network traffic department to gauge inventory availability, restrictions, specials, etc in determmake-up of proposal.Liaison with various departments on client's behalf when requested.Keep abreast of industry news via trades to increase and strengthen knowledge of Network position and g
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Filcro Media Staffing - Broadcasting & Media Recruitment Practice GroupsBroadcasting and media executive search experience and skill set designations for clients and candidates

Accounting Advertising Sales Affiliate Sales Broadcast Operations

Business Affairs Broadband Closed Captioning Corporate

Development Editorial Engineering Facilities

Finance Human Resource IT Interactive

Inventory Legal Marketing Media

On- Air Promotions Production /Post Program Practices Programming

Real Estate Research Sales Planning Systems

Talent Payment Technology Traffic Home Page

general / 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 andnecessary 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 forecas

Everyone involved in the search felt that all of the above should be second nature to the neand that ultimately led to the identification of an extremely talented new Director for the Netwo

new Director had functioned as the National Sales Planning Manager for (4) four Networ(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 b

them and various departments in New York including, but not limited to, the inventory control department, thdepartment, and invoicing department.

She created and tested reweight / remix template for the various Networks new planning systems, trained Sales Pla

understand 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 p

for media buyers at advertising agencies by analyzing data and customizing it for demographic goals and budspecific 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

optimize our clients buys. Being extremely proactive and involved with the process of developing and maintaininrelationships to facilitate future business she was also responsible for overseeing the maintenance and deliver

accounts and overseeing / executing cutbacks, sell-off requests, planning rates, added value requests, and re-expof dollars.

Her ability to negotiate deals and present sales presentations to assigned sales territories and work with AEs, V.above was proven. Her development of four National Revenue Planning Departments to develop upfront andplanning 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 Inventoryareas for SVP and VP searche

these functions report into leadership. Thank you.

Home - Contact - FAQs- Case Histories - Resumes - Employers - Modalities - Top of Page

http://www.ExecutiveSearch.TV Filcro Media Staffing, Inc.
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filcro media staffing recruits sales planning staff for tv networks and advertising agencies

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