A Filcro Media Staffing Broadcasting Technology Sales Executive Search

Regional Vice President Sales
Media Technology and Broadcast Workflow Solutions
The United States and Canadian Territories

Based East Coast - Florida to Canada
Search Regional VP Broadcasting Systems and Solutions Sales
Search Firm   Filcro Media Staffing, New York, NY
Search Groups  Technology & Sales
Search Officer Tony Filson in New York, NY
Reporting to  Senior Vice President of National Sales

Client Situation

With industry wide expansion of broadcast technological resources, intellectual property and integrated media workflow solutions, there was a need to expand and optimize the sales organization in selected areas of the United States and Canada.

The President was being proactive in securing additional business channels for monetization that would capitalize on the firm’s enhanced capacity to play an even greater role within unprecedented ownership of the full cycle of the media workflow process to include seamless broadcasting operations, production, post-production and content management modalities.

The executive this position reports into is a gifted Senior Vice President of National Sales and he was quick to note the areas of responsibility, experience and product knowledge that this media technology executive would require, to be successful, on tactical and strategic levels as an individual contributor and leader of a honed group of regional sales executives as a player/coach.

Business Sector Inclusions

• TV Production & Post Production
• Motion Picture Production & Post Production
• Broadcasting Production, Post & Technical Operations
• Digital Production Technologists and Solutions Providers
• Media Technology Providers and VAR’s
• Media Software Developers and VAR’s
• Content Management System Providers
• Media Workflow Solutions Competitors and Integrators
• Developers of Advanced Media Technology and Research

Filcro Media Staffing is Retained

Filcro Media Staffing’s goals for this search were extensive.  The firm’s recruitment efforts were targeted towards known entities and leaders in this space who were gainfully employed, happy and highly productive. 

The value prepositions of growth and financial success were real and transparent.  Recruiting and attracting those offering everything the client was seeking was a tremendous amount of work drawing from every major media technology center in the United States and Canada until the ideal executive was identified, recruited and attracted at an aggressive cadence.

The new RVP we recruited would be responsible for the Eastern region territory and Canada and for developing and strengthening a set of accounts and vertical markets.  Needed was a sophisticated manager to direct the AE's, their key relationships and ensure that the appropriate resources are available and focused to support the firm’s selling objectives and relationship goals.
 
The territories including: Canada, Maine, New Hampshire, Vermont, Massachusetts, Connecticut, Rhode Island, New York, New Jersey, Pennsylvania, Delaware, Maryland, Virginia, W. Virginia, and Washington D.C. to name a few.  These areas were substantial to the Firm in geographic reach, revenue and media market penetration as some of the most sought after in the industry.  This new RVP would require extensive acumen in these key media technology markets. The President of Sales asked that Tony Filson function as the Officer in Charge of the search.
 
The ability to develop and implement sales plans by Account Executive and/or accounts aligned with market segment, geographic territory, and business portfolio in support of company objectives was essential as no two accounts were exactly alike in spend or need.  The new Regional Vice President would have to meet or exceed sales objectives of the assigned region / accounts by promoting and selling solutions through professional relationships that often take many years to develop.

Filcro Media Staffing having recruited media technology leadership in the past as CRO’s, CIO’s and CEO’s of the client’s targeted media communities in broadcasting and entertainment afforded the firm a distinct advantage during the recruitment phase of the search.  As the new RVP would have to provide reporting  and forecasting using the SalesForce automation and other tools, the officer in charge of search knew that the environments being drawn from would offer this level of sales reporting accountability.

Coaching and developing a professional sales team as a group and as individuals was a key concern of the hiring manager and the SVP being a honed mentor was seeking an executive who could build sales team continuity in a market that rewarded longevity and delivering on promises.

Implementing and championing the company's sales process to establish a culture of “solution selling” at all levels of the customer's decision-maker hierarchy would be essential. C level and line personnel were all involved in the decision process for workflow solutions and this RVP would need to be very hands-on and effective at all levels of client engagement. 

With so much of the media technology industry depending of national and regional events and shows to sell and spotlight product lines and services it was essential that we identify an RVP who was a welcome guest with exceptional interpersonal skills and product knowledge who could engage customers on a human and technical level as a solution provider and not a pushy salesperson.

Travel would be extensive to meet customers and to coach Account Executives in the field, this executive required a proven record of managing resources and staff in an organized, mature and knowledgeable manner.

The Filcro Media Staffing Recruitment Solution

Filcro Media Staffing proceeded to identify national and regional media technology sales executives with a minimum of 10 years of tactical and strategic leadership.  

We sought demonstrated acumen that was articulated and admired by peers and contemporaries competing in the same space who had direct interaction with this executive and their sales organization as a whole.

Of interest was the ability to sell to and across an emerging multicast, multi-platform, multiplex group of clients as well as OTT, OTA, OEM, MSO and others while managing teams that efficiently conveyed a solution selling message that was consistently increasing revenue across all broadcast platforms. 

As public speaking and C Level interaction would be the norm, we also sought a special set of skills to address very important large audiences.  In New York, Las Vegas or Los Angeles this executive could address thousands of broadcasting executives at a time consisting of some of the most knowledgeable and demanding broadcasting technology decision makers in the world.

Looking at the markets to be served we also wanted an executive who could create markets vs. being reactive.  With so much of the media workflow solutions business being generated by the capacity to create a more efficient and productive process this executive would need to have access above and below line on the client side to covey opportunities that can facilitate advantages in very competitive broadcast, production and post-production environments.  

The officer in charge at Filcro Media Staffing also wanted to understand each executive's coaching, mentoring and team building capacity.  With consolidation, mergers and acquisitions taking place throughout the industry it was important to understand this executive as a manager and the sales executives he had hired and developed as sales professionals over the years. With an immediate need for additions to staff in one of the RVP’s sales offices, it was important that this senior level sales executive was adapt at attracting sales executives who were successful, grew and expressed longevity.  The President wanted some assurances that continuity could be instituted by creating a productive sales culture that sales executives from competitors would want to become part of.

Tony Filson as the officer in charge of search and a former MDS sales engineer enjoys media technology and he wanted the same passion in this executive.  Short of this executive reading white papers form SONY every day he wanted there to be an inherent curiosity and love for technology in this new RVP of sales.  The client company known for being “The Cutting Edge” player in this space, knew the RVP would have to be a bit of a Renaissance person with all things media.  As complex and ever changing as broadcast and media technology can be, Tony Filson wanted an executive who could speak to any concern of a CIO, CTO, Producer, Director, Post Production Editor or Chief Engineer with aplomb.

The Vice President of Media Technology Sales Recruited by Filcro Media

It was a personal and professional pleasure working with the President and the Senior Vice President of sales as the hiring managers.  Both are thoughtful, honed, polished executives and gentlemen who accomplished a great deal from a sales management and revenue perspective through this executive search.  Thank you for allowing us to function with autonomy. 

This was an intensive and rewarding search conducted that fully utilized the sales and technology recruitment resources and relationships of the firm.

The new Regional Vice President of Sales attracted was from a direct and close global competitor of the client company and he was not seeking employment at the time we contacted him.

With current North East U.S. and Canadian markets being areas of sales responsibility, this media technology sales executive was well suited to optimize return for the most profitable territories for media technology and media workflow solutions for the company and in the industry. 

His broad media hardware, media software and media enterprise acumen were exceptional.  He could discuss component level circuitry in a way that engaged technologists, creatives and CFO’s.  With experience providing media workflow solutions on a granular and enterprise level, for some of the most noted media and entertainment conglomerates in the world, this executive was an impressive contributor and leader with no negative ego.

Known for attracting and building individual sellers and selling teams this executive's reputation was impeccable. Media sales professionals wanted to work for him, enjoyed working for him and grew professionally working for him.  This was a man who attracted and developed media sales executives that everyone in the media technology industry wanted to hire based on his noted leadership and high hiring standards. He is a true developer of people.
 
At public and industry events he was a consistent, noted and effective leader conveying his firm’s message to industry leaders and decision makers.  His capacity to translate media business goals into hardware and workflow solutions was unprecedented.  He brought a human element to hard-core technology and developed relationships that granted him access to the largest purchasers of media technology in the world.

This executive's career ecology was a close match to the client company's corporate ecology.  Ready for a substantial increase in autonomy, compensation and a larger corporate structure this was a perfect match for the company and the recruited executive. 

The hiring company's culture was also a match as the SVP praised and rewarded performance in the same manner this new RVP was noted for. Both the recruited executive and the client company believed in positive reenforcement and working with professionals as individuals with specific needs and desires for motivation.  This was a complex modality that was shared and successful that played a key role as a catalyst in this new relationship.

Once this new RVP was hired there was a substantial acquisition and new corporate leadership was introduced.  Without hesitancy or skipping a beat the new RVP made the transition and is today one the firm’s noted press announcements profiling their continued dominance in media technology and media workflow solutions.  He has since been promoted and is today one of the most respected and successful media technology sales executives in our industry. 

This was a highly successful search that stood through a corporate merger as well as playing a key role in internal succession planning.

Filcro Media Staffing
Global Media and Broadcasting Executive Search

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