Boston Globe Media Partners Head of Sales and Business Development - STAT in Boston, Massachusetts
In November 2015, STAT was launched as a new national media brand focused on health, medicine, and life sciences. Over the past six years, we have grown to be the authoritative news media voice in the industry and our all-star team of editors and reporters has won numerous journalism awards, including being named as a 2021 Pulitzer finalist. The STAT brand includes a website ( www.statnews.com ), mobile app, and numerous live events around the country. STAT is based in Boston and is part of Boston Globe Media.
STAT has grown significantly since our launch and we are looking to add to our business team with a Head of Sales and Business Development. This is an opportunity to join and help lead an exciting, growing media brand in an expanding industry that is changing the world. This role will include being a leader of the sales team, individually contributing to driving revenue by selling event sponsorships, branded/custom content programs, native advertising campaigns, and other impactful brand partnerships, and leading business development efforts with new strategic initiatives.
Leadership: The current team of Sales Directors is a seasoned group of experienced professionals. Your leadership role with them will be as a partner, helping advocate for their needs and standardized the sales process across the company. You will help develop long-range targets, develop related new product needs, and ensure short-term revenue goals are exceeded. STAT is still in an aggressive growth mode and you will lead our efforts to drive double-digit+ growth each year in advertising and sponsorship revenue.
Product development: You will work with the Sales team to gain a deep understanding of unmet client needs and competitive offerings, which you’ll use to then connect with product/engineering, marketing solutions, and ad operations to articulate wants and needs for additional products in order to ultimately drive revenue.
Individual sales contribution: You will have your own list of clients, and help to drive revenue for the company as a whole by selling event sponsorships, branded/custom content programs, native advertising campaigns, and other impactful brand partnerships.
Business Development: You will help drive separate growth through strategic partnerships, joint ventures, and other opportunities for us to create new products and revenue streams.
As a leader:
Develop a deep understanding of the market, client businesses, industry trends, and target audiences
Develop and execute a strategy to generate double-digit revenue growth in event sponsorship and advertising revenue YOY for the coming years
Lead and be accountable for the revenue performance of the team of Sales Directors
Work with the team leads of Marketing Solutions and Product in order to develop new advertising and sponsorship solutions, advocating for both the customer and the sales directors
Demonstrate through example and past experience how to develop and drive large ($500k-$1 million+) deals
Help standardize the sales process across sales directors
Work with large agency and client contacts to develop and negotiate efficiency programs to incentivize large, continued partnerships
As an individual contributor:
Grow an individual book of business, and aggressively prospect to develop a large target list and ongoing pipeline of prospects
Sell event sponsorships and custom event programs
Sell creative and innovative advertising solutions including native/branded content solutions, native advertising, lead generation, etc.
Sell custom content programs and the content development
Lead the strategy when responding to RFPs or when proactively presenting ideas to clients.
Work with the marketing team to develop integrated solutions necessary to win business
Build and maintain relationships with key advertiser and agency contacts through a consultative sales process
As a Business Development executive:
Work with the COO to develop a long-term plan to expand STAT through partnerships or internal new product development
Engage with external partners to explore opportunities
Understand market opportunities to develop revenue-generating products that solve unmet customer/reader needs
Research potential partners and competitive products
Help structure partnerships and negotiate deals
The ideal individual is smart, aggressive, collaborative, and creative.
For our advertising clients, you are a strategic thinker and your clients will rely on you for your smart solutions, creative ideas, and relentless attention to their needs. You are a quick study on clients’ priorities and can develop and sell industry-leading b2b solutions to accomplish goals ranging from awareness, to lead generation and customer nurturing. In addition to your knowledge of solutions, you have a deep Rolodex of clients in life sciences, health tech, pharma, and professional services (finance, consulting, etc.)
For the team, you have a vision of how we can more than double our business within the next few years. You will understand our larger opportunities with bigger programs and deals, target industries (existing or new) for growth, and new product solutions.
For the brand business, you have a sense of the broader business opportunities to expand the STAT business overall.
BA/BS degree or equivalent practical experience
10+ years B2B event sponsorship, digital advertising sales, and/or business development experience
Deep understanding of digital advertising, performance advertising, lead generation programs
Experience selling custom content and integrated marketing programs
Understanding of the health, medicine and life sciences industry, and emerging health tech
Relationships in the industry and at relevant advertising and communications agencies
Ability to develop, lead and communicate complex programs and proposals
Experience selling complex, $500k – multi-million dollar programs
Experience negotiating strategic partnerships and joint-venture programs
Strategic thinker and creative problem solver
Excellent verbal, written, and presentation skills
Willingness to travel
Highly self-motivated and effective time management and organizational skills
Outstanding record of achievement and exceeding goals
Understanding of how to leverage marketing automation/CRM to build and engage a pipeline
A willingness to adapt and be audience-focused, with a curious mindset and a commitment to creating an inclusive work environment
Boston Globe Media is an equal employment opportunity employer and does not discriminate on the basis of race, color, religion, gender, sexual orientation, marital status, age, disability, national origin, citizenship, or any other protected characteristic. Boston Globe Media is committed to diversity in its most inclusive sense.
Boston Globe Media is an equal employment opportunity employer, and does not discriminate on the basis of race, color, religion, gender, sexual orientation, marital status, age, disability, national origin, citizenship or any other protected characteristic. Boston Globe Media is committed to diversity in its most inclusive sense.
Powered by JazzHR