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KUOW is the Puget Sound Region's NPR-affiliated public radio service for local, regional, national and international news, information and cultural programming. We serve more than one million users monthly: on-air, online, live streaming and on demand. KUOW operates four broadcast frequencies in Seattle and Western Washington State and produces discrete content services on an additional two HD channels. The mission of KUOW is to create and serve an informed publicone challenged and invigorated by an understanding and appreciation of events, ideas and cultures.
The station is licensed to the University of Washington, which is assisted in its operation and management by Puget Sound Public Radio, a private nonprofit corporation established in 1999 and governed by a community board.
KUOW's intent is to be the finest possible provider of news from both within and beyond our region. By doing so, we hope to enable our audience to be better citizens of the world and participants in our local community. We intend to push hard with ever better local/regional coverage: deeper reporting, broader reach and inclusiveness, and to establish emotional connections that resonate and connect citizens. By helping the citizens of the Puget Sound enrich their personal truths, tempered through the perspectives of their fellow citizens, KUOW works to bind us together through common understanding rather than rend us.
We have an outstanding opportunity for a Director of Business Support to lead the station's underwriting and sponsorship revenue strategy, building the organization's ability to deliver customized and off-the-shelf offerings to sponsorship prospects (and/or their representative agencies or corporate foundations) across multiple media platforms (digital, traditional broadcast and emerging channels) for KUOW's local/regional sales teams and the national sales unit.
The Director of Business Support will serve as a revenue evangelist for the organization, working collaboratively with key constituents internally and externally to drive future growth in a manner that is consistent with the station's overall mission. The station interacts with its audiences in numerous ways including broadcast, digital/web, mobile, social media and events. This position's responsibility is designed to both retain/enhance the commitments to the station from current sponsors and significantly propel forward the organization's ability to market and deliver across all platforms to attract new support.
The Director of Business Support is responsible for attaining station budget goals and exhibiting aspiration to maximize the market's potential for sponsorship sales revenues accruing to KUOW. This will be achieved by communication and collaboration with KUOW's Chief Content Officer and the Chief Marketing Officer to analyze/synthesize research data and audience behaviors, assess potential good matches for support of general and specific content offerings, design and implementation of an overall market strategy including sales and collateral materials, and the support, development and management of the local sales team and the national sales agents.
Essential Duties and Responsibilities:
Direct the local, regional, national, and digital sales account executives responsible for radio, digital media, all online and mobile products, events and special project underwriting.
Develop, communicate and execute the vision for the department in adherence to the financial assumptions of the KUOW Strategic Business Plan and in collaboration with the KUOW senior leadership team and other key stakeholders
Develop and execute near term and long-range revenue strategy and planning, including an annual operating plan. Assign value to media assets and pull together products in a meaningful and expeditious manner that proves attractive to potential clients and retains existing clients. Assign, direct and monitor all appropriate tactics for new business generation.
Synthesizing data and strategizing with the Chief Marketing Officer, the DBS will execute the strategies necessary to stay on top of business clients' changing needs, market forces, etc., toward a goal of minimizing threats and preempting competitor encroachment. The Director is expected to exhibit a highly competitive stance, with energy and positioning savvy to leverage KUOW's dominance over in-market and national competitors.
Provide daily management and oversight of the business support program for local and national clients; train, supervise and coach account executives; assign accounts, set goals, monitor inventory, direct and manage price/inventory strategies toward the goal of maximizing revenue; advise and assist development of sponsorship packages and maintain communication/collaboration with the KUOW Content and Marketing divisions in a continuous search for marketable products.
Develop and maintain responsibility for the Key Performance Indicators (KPIs) of the department; develop and monitor revenue pipeline including specific tactics and account executive productivity quotas; hold team members accountable for productivity, output and bottom-line goals.
o Specifically, the above entail:
Providing professional development support, coaching and motivation toward the account representatives' success in discovering and interpreting prospect/client business objectives, mission, values, marketing & community relations activities, goals and priorities. Foster and maintain a high-energy, collaborative culture that motivates strong performance and team spirit.
Recommending and implementing appropriate strategies to enhance productivity and drive new growth initiatives
Managing sales and client service, including client stewardship and special incentive programs such as the underwriter testimonials
Having direct contact with prospective/existing clients where appropriate; assist account representatives in deal closing when necessary.
Analyzing and synthesizing audience and market research along with KUOW activities on an ongoing basis to aid in case-making/pitches to prospects/clients
Provide oversight/watchdog function to maintain compliance with FCC rules and regulations regarding sponsorship agreements and credit wording; review/critique/approve client proposals and copy prepared by account representatives; negotiate and assist in resolution of copy challenges and/or contentious situations where a current or prospective client is in the news. Negotiates on-air sponsorship credit and other platform inventory supporting sales with the CCO
Participate in strategic planning, revenue development and budget planning and preparation, marketing, community outreach and special event activities
Lead and direct a team comprised of account representatives and operational support staff
o Additionally, this position will:
Work with the Chief Resource Officer and Director of Development to identify and partner in cultivation of high level opportunities with corporate major accounts and their foundations.
Direct sponsorship processes including forecasting, tracking and collaboration with other KUOW departments to achieve budget goals.
Develop equitable processes for account distribution and implement practices to raise level of productivity.
Direct marketing strategies to enhance presentations and provide pricing strategies for all segments.
Develop close internal working relationships with the Chief Content Officer and other managers (e.g. the head of Community Engagement) in order to creatively position current and new programs and products effectively.
Be the Business Support voice' during the development of the new digital platform and assist with the rollout of new digital ad products to ensure that digital campaigns are executed in line with IAB standards
For digital campaigns, ensure that sales team gathers usable digital assets, submits campaigns, monitors delivery and shares appropriate reporting
Provide administrative oversight of forecasts, annual plan development, budget and revenue goal tracking by product and platform; expense; and barter policies and practices
Oversee traffic, inventory management, pricing strategies, measurement and reporting systems
Be a primary contact to KUOW's partner relationships within the media community (American Public Media, NPR, PRI, etc.) as they relate to collaboration and coordination of local and national media sponsorships
Appointment to this position is contingent upon obtaining satisfactory results from a criminal background check.
As a UW employee, you will enjoy generous benefits and work/life programs. For a complete description of our benefits for this position, please visit our website, click here.
The application process for UW positions may include completion of a variety of online assessments to obtain additional information that will be used in the evaluation process. These assessments may include Work Authorization, Criminal Conviction History, Cover Letter and/or others. Any assessments that you need to complete will appear on your screen as soon as you select Apply to this position. Once you begin an assessment, it must be completed at that time; if you do not complete the assessment, you will be prompted to do so the next time you access your My Jobs page. If you select to take it later, it will appear on your "My Jobs" page to take when you are ready. Please note that your application will not be reviewed, and you will not be considered for this position until all required assessments have been completed.