Tony Filson of Filcro Media Staffing met with the CEO in New York to obtain a complete overview of the client company's business objectives for national distribution, target markets, revenue goals, technology and an overview of the traffic systems and workflow solutions the Director of National Sales would be presenting to clients and industry events to the broadcasting industry. Tony Filson as a former MDS Engineer understood the technology offered and assured the CEO that his revenue goals and market penetration could be met by targeting four primary competitors in (3) geographics based on similar searches conducted for a Senior Vice President in NY, Vice President DC of Traffic and Inventory Systems and (3) Managers of Traffic recruited for a Station Group on the East Coast that were all transitioning their traffic systems.
With extensive experience recruiting traffic and inventory executives in the broadcasting industry, as well as technology sales executives calling on the broadcasting industry to provide systems and workflow solutions, Filcro Media Staffing was quickly able to set a course of action for the search and a proposed cadence for completion of the search assignment.
Key duties for the national traffic and workflow solutions sales executive
Work nationally to set goals to meet or exceed sales objectives to a diverse group of broadcasting and digital media clients seeking cost-effective traffic, scheduling and workflow solutions
Work strategically with the CEO to deliver forecasts, marketing budgets, identify trending opportunities / challenges, and provide recommended solutions
Effectively qualify leads, identify the prospect's needs and offer cost-effective solutions
Work with the firm's marketing agency to develop marketing programs that support the sales process and target markets to increase sales
Conduct conversations to address business needs with all levels of a broadcasting operation. Ability to work with CEO, VP Traffic and Operations level staff.
Utilize solution selling techniques to effectively guide the sales process to an effective close
Utilize CRM solutions to provide timely and accurate sales activity tracking and status updates.
Keep informed of products, competition and broadcast industry trends and events
Develop effective PowerPoint presentations and ideation to communicate value to clients within context of their needs
Participate in the preparation and execution of trade shows around the U.S.
Mentor staff and hire staff as needed for sales and sales support roles
The Director of Sales Recruited
As the current New Business Development Manager of a prestigious provider of broadcast technology solutions, this executive had honed industry experience and exceptional acumen with traffic and traffic workflow solutions.
Prior to his current role he worked for the world’s most prestigious technology company in their solutions group and also for the largest broadcast systems integrator in the United States. His experience working for as a respected provider of broadcast solutions to digital and traditional broadcasters with a wealth of tactical and strategic acumen could be utilized quickly while setting up and managing a national sales organization.
The CEO was seeking a change agent who could alter the modality and efficacy of others who had not met his expectations from a market and revenue perspective. With extensive experience with a Fortune 50 and a premier provider of traffic, workflow and technology solutions, the executive recruited by Filcro Media Staffing was well poised to meet every revenue and market penetration goal established at the onset of the search in New York.
The CEO expressed latitude to base this individual in Los Angeles, New York, Chicago or Boston and to also relocate this sales executive to New York or another city, if required. Filcro Media Staffing conducted a national search but was able to identify, recruit and attract the ideal executive without the need for relocation.
The new national sales executive became acclimated quickly and is meeting every goal set for the search.
Based on Filcro Media Staffing’s experience with similar broadcast technology sales searches, this search was completed at the cadence estimated from contract to acceptance even with changes made by the CEO with regard to tactical and strategic weighting of the sales vs. sales leadership responsibilities. Filcro Media Staffing had brought forward a rainmaker as a true player | coach to build out the national sales organization.
