American Public Media
  • APM, Business Development/National Underwriting Sales - 13DA
  • St Paul, MN, USA
  • Full Time

Benefits Eligible


Who We Are:

Minnesota Public Radio (MPR) is one of the nation's premier public radio stations producing programming for radio, digital and live audiences and operates a 46-station radio network serving nearly all of Minnesota and parts of surrounding states. Reaching 1 million listeners each week, MPR and its three regional services 'MPR NewsClassical MPR and The Current' produce programming for radio, digital and live audiences. 

American Public Media is the largest station-based public radio organization in the U.S., combining multi-regional station operations, national content creation and distribution in one organization. With a portfolio that includes Live from Here with Chris Thile, BBC World Service, Marketplace and the leading classical music programming in the nation, APM is one of the largest producers of public radio programming in the world. One thousand stations carry American Public Media's 20-plus national programs. Its multi-regional station operations include 49 public radio stations and 42 translators in the Upper Midwest and California.

Your Role:

The Director, Digital Revenue, is a collaborative role with responsibility for creating and delivering a multiyear strategic plan and supporting capability roadmap for digital underwriting revenue. You'll have two major goals for this position. First to grow and maximize digital sales revenue.  Second to effectively implement digital revenue strategy working together with content teams by determining and managing multiple sales channels. 

As the Director, Digital Revenue, you will work closely with the underwriting directors and the digital leads in each business unit and in Technology & Operations.  You will oversee UW Digital Ad Operations in conjunction with the tech operations department and will be responsible for review of ad solutions, working closely with Traffic to insure the successful integration of ad systems and the smooth operation of processes.  In this role, you will determine underwriting opportunities which are consistent with the organization's strategic direction and will be the primary resource to the APM and MPR underwriting department on digital products, research and revenue opportunities. (approximate time distribution 80% APM 20% MPR)

As the Director, you will function in a matrix organizational structure.  This structure makes it critical to collaborate and coordinate all efforts and in particular, collaborate on all areas around goal alignment. 

Open until filled 

Position Responsibility: 

Underwriting:

  • Evaluate effectiveness of revenue generating inventory and provide recommendations for adjustments to increase effectiveness and achieve digital revenue goals.
  • Work with content managers to identify and create new underwriting opportunities for revenue growth.
  • Provide guidance to underwriting management/team on digital channel deliverables, pricing and implementation.  Provide leadership to Traffic Manager and team on digital products and campaign execution/management.
  • Hire, supervise, train and manage direct staff through coaching, mentorship, performance meetings and on-going feedback that supports and is consistent with APMG Values Statement.  Involve HR on performance issues as needed.
  • Create digital sales training for APM and MPR direct sales teams collaborating with the Directors of APM and MPR sales
  • Determine any 3rd party external sales relationships in collaboration with President APM.
  • Serve as primary contact for any 3rd party contract digital sellers or rep firms including product education, inventory communication, creative approval and any activity necessary to support outside sales channels. 
  • Foster a creative and productive work environment.  Create development opportunities and individualized development plans for staff and training to enhance skills and foster growth.
  • Develop customized marketing campaigns for APM clients using digital solutions.
  • Advise and provide expertise on digital marketing campaigns for MPR in collaboration with the MPR Digital Sales Coordinator and Director of Sales
  • Establish underwriting standards/guidelines for digital campaigns.
  • Work with research to obtain and present relevant metrics needed to support underwriting efforts, i.e. sales dashboard with site performance and market information.
  • Manage underwriting ad operations, including creating new processes as necessary for new ad serving systems and CRM.
  • Work with Technology & Operations to define UW requirements and implement new systems within the department (Mediascape, Audio Ad Insertion, Ad Serving and CRM).  Includes training and testing of systems as required.
  • Create new processes as required by the introduction of new systems to maximize efficiencies and eliminate duplication of efforts between contract coordinators (client service support) and traffic team. 

Digital:

  • Work with the podcast business leader to develop new ad revenue capabilities and opportunities.
  • Collaborate with Digital Products, Marketing, Underwriting, and Programming to develop content/programs designed to increase site traffic and audience engagement.
  • Assist in the integration and implementation of digital strategies.
  • Insure online campaigns are consistent with and reinforces on-air brand and marketing messaging.
  • Keep abreast of current digital trends in sales, marketing, research and promotions.
  • Assist with vendor selection/management.
  • Evaluate analytical information including research to facilitate underwriting decisions.
  • Work with Content team, both on-air and on-line, to implement underwriting strategies that align with MPR and APM services.
  • Oversees contractors for visual ad development.
  • Other duties as assigned. 

Required Education and Experience: 

  • Bachelor's degree in Business, Strategic Management, Digital, Marketing or similar field.
  • 8 years experience in digital sales management role or equivalent.
  • Four years of experience in revenue generation required.
  • Extensive experience in negotiations and deal management, esp. with digital partners.
  • Management experience is required - must demonstrate an ability to foster high standards and an ability to coach inspire and lead. 
  • Strategic planning, establishment of business goals and objectives, and a track record of meeting financial goals and performance targets. 

Required Skills, Knowledge and Abilities:

  • Strong cognitive skills- including strategic planning, business case development, problem solving, decision making and analysis
  • Innovative and able to think creatively
  • Strong presentation skills and ability to interact effectively with strong personalities
  • Strong leadership skills including interpersonal, communications, negotiations
  • Supervisory skills and ability to recruit, coach and develop talent
  • Leadership and personnel skills and ability to inspire the staff.
  • Ability to drive and lead others through change and develop organization and process in support of changes
  • Conflict management skills
  • Knowledge of user interface design principles, traffic systems, web design best practices and a strong visual design sensibility.
  • Strong organizational skills
  • Ability to be flexible and work with ambiguity
  • Proven track record managing live, interactive websites and communities.
  • Understanding of content management systems, distributed publishing, and current web technologies.
  • Solid oral and written communication skills
  • Thorough understanding of the integration of IT tools and resources into online media and tools.
  • Understanding of online/broadcast inventory management
  • Demonstrated time management skills.
  • Knowledge of broadcasting industry research, both quantitative, and qualitative.
  • Demonstrated high degree of professional initiative and accountability
  • Ability to thrive in the fast-paced, ever-changing and at times, stressful, environment.
  • Budget creation, management experience and strong financial management skills
  • Results-oriented.  Drives for the finish line.  Assures that quality work gets out the door on time.
  • Experience in managing multiple programs and clients 

Preferred Skills and Experience: 

  • A familiarity with and specific interest in public radio, its programs and audiences.
  • MBA preferred but not required. 

Reporting to This Position: 

       Primary:

  • Digital Campaign Manger
  • One or more digital sales account executives. 

Secondary:

  • Digital Campaign Specialist (Primary: MPR Dir of Sales
  • Contract Coordinator (Primary: MPR Dir of Sales) 

Physical Demands and Working Conditions: 

  • Must be able to perform the essential duties of the position with or without reasonable accommodation
  • Physical Demands: 
    • Required to move about in an office environment and sit for extended periods of time
    • Required to move about in the community
    • Frequent use of hands for data entry/keystrokes and simple grasping.  
  • Working Conditions: 
    • Moderate noise level
    • Occasional exposure to prevalent weather conditions.

Diversity creates a healthier atmosphere: All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law. 

We are committed to hiring a breadth of diverse professionals and encourage members of diverse groups to apply.

American Public Media
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